David Dulany - Podcast Details

Shows

The Sales Technology PodcastThe Truth About ABM & Intent Data: Why Your B2B Sales & Marketing Teams Are Still Missing the MarkAccount-Based Marketing (ABM) and intent data platforms like 6sense and Demandbase promise to revolutionize your go-to-market strategy—but are they actually delivering results? In this episode of the Sales Technology Podcast, host David Dulany sits down with Kristina Jaramillo, President of Personal ABM, to unpack the growing skepticism around ABM tech, why many teams struggle with implementation, and how sales, SDRs, and marketing teams can stop chasing bad intent signals and start closing bigger deals.Kristina shares real-world insights on:✅ Why intent data alone won’t drive conversions✅ The missing strategy behind most ABM tech investments✅ How SDRs, sales lead...2025-02-1931 min

The Sales Technology PodcastCracking the B2B Buyer Code: How Market Research Drives Sales Success with Peep LajaIn this episode of the Sales Technology Podcast, host David Dulany sits down with Peep Laja, founder and CEO of Wynter, to explore the evolving landscape of B2B market research. Peep shares insights on how companies can leverage real-time buyer intelligence to refine their messaging, understand customer pain points, and stay ahead of rapid industry shifts—especially in the age of AI. The conversation dives into the importance of peer recommendations, review sites, and the growing role of AI-powered search in software buying decisions. Peep also discusses the future of conferences and how his event, Spryng, is redefining networking fo...2025-02-1231 min

The Sales Technology PodcastHow AI is Transforming Prospecting with Nick Smith of SailesIn this episode of the Sales Technology Podcast, host David Dulany sits down with Nick Smith, Founder and CEO of Sailes, to explore how artificial intelligence is reshaping the future of sales. Nick shares the origin story of Sailes, a groundbreaking tool designed to handle prospecting autonomously while freeing salespeople to focus on closing deals. They dive into the nuances of AI adoption in sales, the challenges of replacing traditional SDR models, and the critical role of human oversight. Tune in to learn how Sailes tackles sales inefficiencies, optimizes team performance, and generates tangible revenue results for businesses of...2025-01-2021 min

The Sales Technology PodcastDiscovering Your Sales Superpower: Insights from Kristie K. Jones on Proactive Career BuildingIn this episode of the Sales Technology Podcast, host David Dulany sits down with sales expert and author Kristie K. Jones to discuss her new book, Selling Your Way In: Setting Your Income and Owning Your Life. Kristie shares her unique framework for identifying your "sales superpower" and aligning your career choices to maximize success and fulfillment. The conversation dives deep into how sales professionals can proactively design their careers, overcome burnout, and create a personalized roadmap for achieving both personal and professional growth. With actionable advice and stories of real-world experiences, this episode is a must-listen for anyone...2025-01-0838 min

The Sales Technology PodcastRevolutionizing GTM: Insights from Sendoso’s Kris RudegraapIn this episode of the Sales Technology Podcast, host David Dulany reconnects with Kris Rudegraap, CEO and founder of Sendoso, for a deep dive into the evolution of corporate gifting and direct mail as a strategic advantage in the GTM (Go-To-Market) landscape. Kris shares his journey of building Sendoso, navigating economic challenges, and leveraging AI and data to drive efficiency and ROI for sales and marketing teams. From scaling global operations to integrating AI-powered personalization, this conversation explores how Sendoso has disrupted traditional gifting practices and created a tech-enabled category that’s helping companies break through the noise. Whether yo...2024-12-2325 min

The Sales Technology PodcastUnlocking Leads with Quiz Funnels: The Power of Scorecard MarketingIn this episode of the Sales Technology Podcast, host David Dulany interviews Maxwell Nee, Chief Revenue Officer of ScoreApp, about the transformative potential of scorecard marketing. Maxwell shares how quiz-based lead generation strategies can revolutionize sales funnels, increase lead conversion rates, and deliver valuable customer insights. From leveraging AI to create personalized quizzes to effectively qualifying prospects and streamlining sales calls, this conversation dives deep into practical applications for businesses of all sizes. Tune in to discover how ScoreApp helps companies gamify their outreach efforts and maximize revenue growth. PS Don’t miss the exclusive offer to access ScoreApp’s gr...2024-12-1018 min

The Sales Technology PodcastDemocratizing Digital Business Exits with Blake Hutchinson, CEO of FlippaIn this episode of the Sales Technology Podcast, host David Dulany chats with Blake Hutchinson, CEO of Flippa, the leading marketplace for buying and selling digital businesses. Blake shares insights into how Flippa empowers founders, acquisition entrepreneurs, and institutional buyers to navigate the burgeoning asset class of digital businesses. They explore Flippa's unique approach to valuation, data verification, and end-to-end support for transactions ranging from $10,000 to $10 million. From SaaS companies to Shopify stores, discover how Flippa is transforming the way digital businesses change hands, why this market is still undervalued, and how entrepreneurs...2024-12-0425 min

The Sales Technology PodcastPositioning and Sales Pitches That Win: Insights from April DunfordIn this episode of the Sales Technology Podcast, host David Dulany sits down with April Dunford, renowned author of “Obviously Awesome” and “Sales Pitch!”. April shares her journey from VP of Marketing and Sales to a sought-after consultant specializing in positioning and sales pitches for B2B tech companies. She dives deep into the critical difference between positioning and pitching, explaining how companies can bridge the gap to create compelling, value-driven sales pitches that resonate with buyers. With actionable tips and engaging anecdotes, this episode is a must-listen for SDRs, Sales Reps, Marketers, and Found...2024-11-2041 min

The Sales Technology PodcastAI and Sales: Scaling Success with John Munsell of BizzukaIn this episode of the Sales Technology Podcast, host David Dulany dives into the intersection of AI and sales strategy with John Munsell, Founder and CEO of Bizzuka. From a unique journey in financial services to pioneering AI strategies for business growth, John shares invaluable insights on how AI can streamline processes, reduce inefficiencies, and boost productivity in both small teams and large organizations. The framework John referenced during the discussion can be accessed here: https://ingrain.ai/Tune in to discover how Bizzuka’s innovative "AI St...2024-11-1433 min

The Sales Technology PodcastCold Calling Sucks and That’s Why It Works Real Talk with the Founders of 30 Minutes to President's ClubIn this episode of the Sales Technology Podcast, David Dulany sits down with Nick and Armand, the dynamic duo behind the 30 Minutes to President's Club podcast, for a deep dive into cold calling and their new book *Cold Calling Sucks and That’s Why It Works. They explore practical strategies for overcoming the dreaded "500-pound phone syndrome," dissect the psychology of cold call objections, and share step-by-step tips on refining talk tracks, objection handling, and time management. With insights backed by their new book, they bring humor, wisdom, and actionable advice to help listeners turn cold calls into a co...2024-11-0538 min

The Sales Technology PodcastUncovering Hard Truths with Will Barron: Proven Sales Tactics and Lessons Learned Join Tenbound Founder CEO David Dulany as he delves into an engaging conversation with sales industry legend Will Barron, exploring the art and science behind sales mastery. Discover how Will’s podcast journey evolved from uncovering basic sales strategies to gathering insights from high-performing experts across diverse fields, from Special Forces operatives to top athletes. Listen in to learn about Will's transition from hosting interviews to crafting distilled, actionable guides for today’s sales professionals. With candid anecdotes and proven methods, this episode is packed with insights that challenge traditional sales tactics and offer a fresh, scientifically-backed approach to perso...2024-10-3030 min

The Sales Technology PodcastFrom SDR to CEO: How UserEvidence is Revolutionizing B2B Sales with Evan HuckIn this episode of the Sales Technology Podcast, David Dulany interviews Evan Huck, CEO and Co-Founder of UserEvidence, a platform designed to help B2B companies gather and leverage customer evidence at scale. Evan shares his journey from starting as an SDR to leading a sales tech company, highlighting key insights about solving critical challenges in sales, including creating relevant social proof and customer stories. The conversation delves into how companies can collect and use customer data more efficiently, the importance of relevant sales content, and actionable strategies for gathering customer feedback to drive growth. Whether you're an SDR...2024-10-2122 min

The Sales Technology PodcastLeveraging AI for Sales Success: Humantic AI’s Approach to Personalized SellingIn this episode of the Sales Technology Podcast, host David Dulany sits down with Amarpreet Kalkat, CEO and Founder of Humantic AI, to explore how AI is transforming the sales process. Amarpreet shares how Humantic AI enables salespeople to deeply understand their customers' personalities and behaviors, allowing them to tailor their approach for better results. From predicting buyer behavior to empowering field and inside sales teams, the conversation dives into the role of AI in creating more personalized, buyer-first sales interactions. The episode also touches on partnerships, such as Humantic’s collaboration with Sandler, and how AI tools can he...2024-10-1535 min

The Sales Technology PodcastAI SDRs: Fact or Fiction? with Tom Ryan, CEOIn this episode of the Sales Technology Podcast, David Dulany speaks with Tom Ryan, founder of Bigly Sales, about the evolution of sales communication through AI. Tom shares his journey from the staffing industry to creating Bigly Sales and discusses the challenges of CRM adoption, communication delays, and how AI is solving these pain points. With real-world examples of AI transforming sales, call centers and customer interactions, Tom explains how this technology saves costs, improves efficiency, and delivers flawless communication in multiple languages. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.2024-09-3026 min

The Sales Technology PodcastExploring Growth Operations and the Future of SDR with Anton LenkeIn this episode of the Sales Technology Podcast, host David Dulany is joined by Anton Lenke, Global Director of Growth at Hewlett Packard Enterprise (HPE). They delve into the evolving landscape of growth operations, exploring how traditional sales development roles are transforming into strategic, data-driven functions that span multiple departments. Anton shares his journey from art to AI, offering insights into aligning marketing, sales, and operations for more efficient and sustainable growth. They also discuss key concepts like growth operations, signal analysis, and the importance of cross-functional alignment in today’s business environment. 2024-09-1348 min

The Sales Technology PodcastNearbound: The Partner-Led Growth Plan with Jared FullerIn this episode of the Sales Technology Podcast, host David Dulany dives deep on Partner-Led Growth, with Jared Fuller, author of the new book Nearbound. Jared shares his unique insights on the critical intersection between sales and partnerships, challenging traditional models like Predictable Revenue and introducing a new approach to GTM strategy. They explore how buyer behavior has shifted in today's complex sales landscape and emphasize the importance of trust, relationships, and being immersed in the market to drive success. Jared also offers tactical advice on leveraging existing relationships, understanding buyer networks, and navigating the ever-evolving world of sales...2024-09-0639 min

The Sales Technology PodcastEvents Based Marketing Strategies: Insights from Matt Heinz, Marketing ExpertIn this episode of the Sales Technology Podcast, host David Dulany sits down with Matt Heinz, founder and president of Heinz Marketing, to dive deep into the intricacies of go-to-market strategies in today's dynamic B2B environment. Matt shares his journey from journalism to becoming a leading figure in marketing and sales strategy, emphasizing the importance of understanding your ideal customer profile, creating predictable pipeline outcomes, and overcoming collaboration drag. They discuss the challenges of aligning marketing, sales, and customer success teams, the evolving landscape of B2B Events, and the critical role of strategic market orchestration. Whether you're grappling...2024-08-2031 min

The Sales Technology PodcastBridging Talent Across Borders: The Future of Remote WorkIn this episode of the Sales Development Podcast, host David Dulany sits down with Diego Sternberg, Founder of Nexton, to explore the evolution of remote work and its impact on the tech industry. Diego shares his journey from Stanford to Buenos Aires, where he identified the untapped potential of Latin American engineering talent. They discuss the challenges of convincing U.S. companies to embrace remote teams from Latin America, the competitive advantages of hiring from the region, and the cultural shifts that have made remote work the norm. Diego also provides insights into the current economic and political landscape in...2024-08-0930 min

The Sales Technology PodcastFrom Sales Development to Entrepreneurship - Ilan KopeckyIn this episode of the Sales Development Podcast, host David Dulany converses with industry veteran Ilan Kopecky about his transformative journey from leading high-performance SDR teams at Salesforce to launching a franchise in parking lot restriping business. Ilan shares his candid experiences, including the challenges and red flags that led him to leave the tech sales world. He discusses the soul-searching moments, the support from his family, and the eventual decision to bet on himself and venture into a niche industry. The episode offers valuable insights into entrepreneurship, the rewards of starting anew, and the profound impact of aligning one's...2024-07-3037 min

The Sales Technology PodcastNavigating the Evolution of Tech Startups with John Li: From AR Ventures to VimcalIn this episode of the Sales Development Podcast, host David Dulany delves into the dynamic journey of John Li, co-founder of Vimcal, a cutting-edge calendar tool tailored for busy professionals and executive assistants. John shares his experiences and insights from his early days in the tech scene, starting with his time at Twitter to navigating the challenging world of startups. He discusses the critical lessons learned from Y Combinator, the importance of persistence, and the strategic pivots that led to the development of Vimcal. John also offers a glimpse into the unique challenges faced by executive assistants and how Vimcal...2024-07-2334 min

The Sales Technology PodcastNavigating the Cybersecurity Marketing Maze with Clark Barron: Strategies for SuccessIn this episode of the Sales Development Podcast, host David Dulany engages in a deep dive with Clark Barron, a marketing genius specializing in the cybersecurity industry.Clark shares his journey from the high-pressure world of digital creative agencies to becoming a key figure in cybersecurity marketing. The discussion covers the challenges and strategies for standing out in the crowded cybersecurity market, the value of targeted field marketing events like B-Sides over major conferences like RSA, and the importance of focusing on practitioners over CISOs for effective brand building. Clark also emphasizes the shift from traditional lead generation...2024-07-0941 min

The Sales Technology PodcastUsing the Phone to Make Massive Sales: A Conversation with Blair CareyIn this episode of the Sales Development Podcast, host David Dulany sits down with Blair Carey, the founder of Inside CRO, to explore the evolving landscape of industrial sales. Blair shares his journey from an investment analyst to a sales leader and explains how he is revolutionizing traditional sales models in the industrial sector. They discuss the challenges and opportunities of transitioning from territory-based, face-to-face sales to a more digital, account-based approach. Blair provides insights into understanding client profiles, the importance of effective communication, and the necessity of adapting sales strategies to meet modern demands. This episode offers valuable...2024-06-2638 min

The Sales Technology PodcastMastering Buyer Personas with Jim Kraus: Insights from the Buyer Persona InstituteIn this episode of the Sales Development Podcast, host David Dulany dives deep into the world of buyer personas with Jim Kraus, President of the Buyer Persona Institute. Jim shares invaluable insights into the importance of understanding buyer decisions and the five key areas that can transform your approach to sales and marketing. From defining buyer personas to conducting in-depth interviews with recent buyers, Jim provides a comprehensive guide on how to uncover and leverage the information that truly matters to your prospective clients. Whether you're in tech sales, marketing, or product development, this episode will equip you with...2024-06-2631 min

The Sales Technology PodcastTransforming Sales with Digital Sales Rooms: A Conversation with Mark Fershteyn, CEO of RecappedIn this episode of the Sales Development Podcast, host David Dulany sits down with Mark Fershteyn, CEO of Recapped, to explore the innovative world of digital sales rooms and their transformative impact on the sales process. Mark shares his journey from a struggling salesperson to a successful entrepreneur, driven by a passion for process-driven selling and buyer collaboration. They discuss the challenges faced by sales teams, the importance of creating a seamless buyer experience, and the future of sales technology. With practical insights and real-world examples, this episode offers valuable strategies for sales professionals looking to enhance their approach...2024-06-1030 min

The Sales Technology PodcastNavigating the SaaS Landscape: Unpacking Cloud Ratings with Matt HarneyIn this episode of the Sales Development Podcast, host David Dulany is joined by Matt Harney, founder of Cloud Ratings, to explore the intricacies of the SaaS and technology market. Matt shares his journey from investment banking to creating Cloud Ratings, an analyst firm that bridges the gap between public and private data to provide insightful quadrants for software evaluation. They delve into the challenges and strategies of evaluating software, the importance of ROI reports, and how digital sales rooms are revolutionizing the buying journey. Tune in to gain valuable insights into the evolving landscape of SaaS, driven by...2024-06-0551 min

The Sales Technology PodcastEcosystem-Led Strategies with Bob MooreIn this episode of the Sales Development Podcast, host David Dulany delves into the transformative concept of Ecosystem-Led Growth with Bob Moore, CEO of Crossbeam. Bob shares insights from his latest book, "Ecosystem Led Growth," and explains how leveraging data and relationships within partner ecosystems can drive efficient and scalable business growth. They discuss the challenges and misconceptions surrounding partnerships, the power of modern data integration tools like Crossbeam, and the pivotal role of sales managers in maximizing ecosystem strategies. Tune in to learn how to navigate the evolving landscape of sales technology and harness the full potential of your...2024-05-2027 min

The Sales Technology PodcastMastering Outbound Sales: Strategies for B2B SaaS SuccessThis episode of the Sales Development Podcast, hosted by David Dulany and featuring expert guest Mark Colgan, delves into the intricate world of outbound sales strategies for B2B SaaS companies. The discussion centers on overcoming common pitfalls that many companies face when their outbound efforts yield diminishing returns. Mark breaks down his two-phase approach to revitalizing outbound campaigns, beginning with refining messaging to better address potential clients' pain points and moving towards leveraging intent data and trigger events to target prospects more effectively. The podcast offers a deep dive into identifying and utilizing signals and tr...2024-04-2522 min

The Sales Technology PodcastThe Seller’s Journey with Richard HarrisIn this episode of the Sales Development Podcast, host David Dulany and guest Richard Harris dive deep into the essence of what fuels the success of SaaS startups and established tech companies alike: the synthesis of technology marketing, sales development, and revenue operations. Richard Harris, a world-renowned sales trainer with a rich history of elevating sales teams across the spectrum, shares invaluable insights and tactics that have cemented his status as a go-to authority in sales training. From the foundational principles of his NEAT Selling system to the upcoming release of his book "...2024-04-0144 min

The Sales Technology PodcastDoes Sales Enablement Really Work? Keenan. and David DulanyKeenan, a renowned author and founder of A Sales Growth company in a deep dive into the intricacies of sales development in the tech industry. The podcast delves into the value of real sales calls for educational purposes, with Keenan critiquing live pitches based on his Gap Selling methodology. Common pitfalls in sales pitches: a lack of problem identification and the tendency to push products without understanding the client's needs. Keenan emphasizes the importance of diagnosing a potential client's issues before attempting to sell, akin to a medical professional diagnosing a patient. He criticizes the...2024-03-0538 min

The Sales Technology PodcastCEOs in Sales Tech - Strategies from the Outsourced SDR TrenchesCEOs in Sales Tech with Derek Rey. We delve deep into the evolving landscape of tech sales, focusing on the cutting-edge strategies, tools, and insights that are shaping the future of sales development. David Dulany, and Derek Rey, the founder and CEO of Demand Inc., and the mastermind behind the innovative Lasso.ai. Throughout the episode, listeners are treated to an in-depth exploration of how Demand Inc. has propelled businesses forward by generating over $7 billion in pipeline revenue through bespoke sales development services. Derek shares his journey from leading go-to-market efforts for a...2024-02-2141 min

The Sales Technology PodcastSales Tech Deep Dive ZoominfoModernizing Go-to-Market Strategies: An Insightful Dive with Zoominfo Dominik Facher and Nicolas De KouchkovskyIn this episode of the Sales Tech Deep Dive podcast, host David Dulany is joined by Dominik Facher, Chief Product Officer at Zoominfo and Nicolas De Kouchkovsky of CaCube Consulting to do a deep dive on Zoominfo. The conversation delves into the evolution of Zoominfo, a pivotal player in the sales technology space, and its impact on modern sales strategies. Dominic outlines Zoominfo's journey, beginning with its roots as DiscoverOrg, highlighting its focus on quality data and the evolution of its...2023-12-1430 min

The Sales Technology PodcastCEOs in Sales Tech Eric BoggsRevving Up Sales Development: Mastering Outbound Strategies in Tech SalesIn this insightful episode of the Sales Development Podcast, host David Dulany engages in a compelling conversation with Eric Boggs, the innovative CEO of RevBoss. The discussion revolves around the dynamic interplay of technology, marketing, sales development, and revenue operations in propelling the success of SaaS startups and established tech companies. Eric delves into his journey into sales and the inception of RevBoss, highlighting how the company tackles the critical challenge of driving predictable pipeline and revenue for diverse clients. He shares...2023-12-1432 min

The Sales Technology PodcastSales Tech Deep Dive - MediaflyIn this edition of the Sales Tech Deep Dive, David Dulany and Nicolas De Kouchkovsky of CaCube Consulting explore the evolving landscape of sales technology with their guest, Mary Shea, PhD, and Co-CEO of Mediafly.The conversation starts with Mary's insights on Mediafly's history and its role in shaping the sales enablement category. She discusses the company's journey from serving media companies to becoming a leader in sales and revenue enablement. The conversation delves into Mediafly's innovative approach to content management, the integration of artificial intelligence in sales processes, and the acquisitions that expanded their capabilities in value...2023-12-0833 min

The Sales Technology PodcastRevolutionizing Sales Technology: The Critical Human ElementIn this episode of the Sales Development Podcast, hosted by David Dulany and brought to you by Tenbound, listeners are treated to a deep dive into the evolving world of Sales Technology, particularly focusing on the role of AI in transforming sales and revenue operations.Our featured guest, Wissam Tabbara, the founder and CEO of Truebase, shares his journey from encountering inefficiencies in sales prospecting to leveraging AI to revolutionize the process. The discussion pivots around the challenges faced by sales development representatives (SDRs) in identifying and reaching potential clients, the limitations of conventional tools, and how Truebase...2023-11-2120 min

The Sales Technology PodcastData-Driven Sales Development: Revolutionizing Teams with Amanda WildeAmanda Wilde, Director of Business Development at Alida, joins host David Dulany to explore the transformative power of a data-driven approach in Sales Development. This podcast delves into the intricacies of leveraging data to enhance the performance and efficiency of sales development teams. Amanda discusses her journey in implementing a strategy that includes setting key performance indicators (KPIs) and utilizing data for personalized coaching.The challenges of analyzing data from various sources, such as Salesforce, are addressed, highlighting the limitations of biased and narrow insights. The episode features the pivotal role of Atrium, an AI-driven tool, in offering...2023-11-1327 min

The Sales Technology PodcastSales Tech Deep Dive - ClariJoin us in this deep-dive conversation with David Dulany, Nicolas de Kouchkovsky, and Kyle Coleman from Clari as we explore the evolution of the sales technology landscape and the emergence of alpha platforms.Discover how Clari initially tackled the pain points of revenue forecasting and deal management, evolving into a comprehensive revenue platform.Learn how Clari's unique approach to workflows, acquisitions like Clari Align and Clari Copilot, and the recent addition of Groove, a leader in sales engagement, are shaping the future of the Clari Revenue Platform.Gain insights into the vision of creating...2023-10-1734 min

The Sales Technology PodcastFinding Your Ideal Customer: A Dive into Market Segmentation with Aashish DhamdhereIn this episode of the Sales Development Podcast, host David Dulany is joined by Aashish Dhamdhere.Together, they delve into the intricacies of market segmentation, exploring how to identify the ideal customer profile (ICP) for tech companies, both startups and established ones. Aashish shares insights on how companies can segment their market effectively, validate their hypotheses with data, and ensure collaboration between sales and marketing teams.The conversation offers valuable strategies for companies to hone in on their ICP, enhancing their go-to-market strategies, optimizing their efforts, and maximizing their growth. Whether you're an early-stage startup or...2023-10-1229 min

The Sales Technology PodcastTransforming Tech Sales: Pivots, Marketplaces, and the Digital FutureDive into a dynamic conversation on sales strategies, marketplaces, and the future of Sales Development (SDR) in the tech industry. Amir Reiter shares candid insights, while David Dulany of Tenbound walks us through his company's evolution from an outsourced sales agency to a game-changing marketplace. Discover the challenges and rewards of pivoting, the intricacies of setting up and leveraging a marketplace in the B2B sales space, and the significance of global hiring. Additionally, explore the paradigm shift in sales technology and the vision for a more transparent and efficient future. Join us for a deep dive into...2023-10-0535 min

The Sales Technology PodcastRevolutionizing B2B Pipeline Growth: Sales Tech Deep Dive - GongIn this episode of the Sales Development Podcast, David Dulany interviews Mani Iyer, CEO and Founder of Kwanzoo. Kwanzoo is a pipeline growth platform that focuses on solving key problems faced by B2B companies, particularly in the tech sector. Mani explains their innovative approach to building a richer and deeper early-stage pipeline, addressing issues such as generating high-quality leads, identifying in-market accounts, and increasing qualified site traffic. He also discusses Kwanzoo's unique technology, including buyer resolution technology and unified ranking and scoring of accounts. Additionally, Mani highlights Kwanzoo's white-label offering for outsource agencies and its ability to adapt to...2023-09-2122 min

The Sales Technology PodcastNavigating the Sales Process: Insights from a CROIn this episode of the Sales Development Podcast, host David Dulany is joined by Marc Sprecher, the Chief Revenue Officer of ServicePower. Marc shares his journey from a career in corporate finance to becoming a successful sales leader. He discusses the importance of understanding the customer's buying process, the challenges of remote selling in a hybrid work environment, and the value of coaching and mentorship for sales professionals, whether they are newcomers or seasoned veterans.Marc also highlights the significance of joint success planning and the need...2023-09-0625 min

The Sales Technology PodcastThe Evolution of Sales Tech: From CRM to Revenue IntelligenceIn this episode of the Sales Development Podcast, host David Dulany interviews Vlad Voskresensky, co-founder and CEO of Revenue Grid. Vlad shares the intriguing journey of how Revenue Grid evolved from its initial incarnation as Invisible CRM to becoming a leader in the emerging category of revenue intelligence.He discusses the challenges faced by salespeople with traditional CRM systems and explains how Revenue Grid's innovative platform leverages data from CRM and conversational channels to provide actionable insights for sales teams.Vlad also highlights the importance of focusing on the end users, the account executives, and their...2023-07-0451 min

The Sales Technology PodcastRevolutionizing Sales Development: Leveraging Sales Technology for SuccessSummary: In this podcast episode, David Dulany interviews David Ashe, Head of Sales Development at Allego, discussing the role of technology in Sales Development and how it has transformed the traditional sales floor. They explore the benefits of using a sales enablement platform, which offers onboarding experiences, course materials, call recordings for coaching, and a simulator for practice. They highlight the importance of asynchronous communication and knowledge sharing in a virtual sales environment. Additionally, they discuss how Allego ensures the freshest and most relevant content for its users, replacing outdated SDR playbooks and providing easy access to up-to-date resources. The...2023-06-1328 min

The Sales Technology PodcastSolving the Marketing and Sales Alignment Problem in Product LaunchesIn this episode of the Sales Development Podcast, David Dulany interviews Derek Osgood, Founder and CEO of Ignition, a company focused on solving the alignment problem in product launches.They discuss the challenges faced by sales teams when new features or products are launched without proper communication and alignment, leading to suboptimal selling experiences. Derek shares insights on the importance of user research and customer insights in the go-to-market process, as well as the need for coordinated planning and communication between product, product marketing, and sales teams.They also explore how Ignition aims to provide a...2023-06-0627 min

The Sales Technology PodcastOptimizing Sales Dev Performance: A Deep Dive into Novah's Revolutionary SolutionSummary: In this episode of the Sales Development Podcast, host David Dulany is joined by Joe Petruzzi of Novah.app by Vouris , to discuss their innovative solution for optimizing sales and sales development performance. Joe shares how his background in Robotics Engineering led him to create a marketing consulting company, which eventually evolved into Novah. The conversation covers the challenges faced by sales teams, the power of data-driven insights, and the role of Novah in addressing those pain points. Novah allows SDRs to input their data, compares it against benchmarks, and provides real-time feedback and actionable content to improve performance...2023-05-3024 min

The Sales Technology PodcastChatGPT Impact On Sales Development with Kronologic and TenboundScott Logan and David Dulany discuss the use of ChatGPT for Sales Development in the tech industry. Key points from the transcript:ChatGPT is being widely used in various industries and has gained popularity in a short period.In sales and marketing, ChatGPT is being used for copywriting. It can generate a first draft of marketing or sales emails based on specific criteria.It can also be used to generate personalized messages by incorporating past experiences and data from the prospect's history.ChatGPT serves as a brainstorming partner, helping users craft messages and providing contextualized information from external sources...2023-05-2331 min

The Sales Technology PodcastThe B2B Pipeline - SaaS Go-to-Market Strategy Week #6David Dulany and Alyshah Walji talk B2B SaaS GTM strategy and tactics in an open forum.We focus on the power of partnerships to help you reach your revenue goals.Questions and comments are welcome!Want more Pipeline and Revenue?Tenbound Free Resources: Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenboundhttps://www.facebook.com/tenboundinc/https://twitter.com/Tenboundhttps://www.instagram.com/tenbound/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.2023-05-0125 min

The Sales Technology PodcastThe B2B Pipeline - SaaS Go-to-Market Strategy Week #5David Dulany and Greg Tapper talk B2B SaaS GTM strategy and tactics in an open forum. Questions and comments are welcome!Want more Pipeline and Revenue?Tenbound Free Resources:Newsletter https://www.tenboundplus.com/free-accesshttps://www.linkedin.com/company/tenboundhttps://www.facebook.com/tenboundinc/https://twitter.com/Tenboundhttps://www.instagram.com/tenbound/#bdr, #marketing, #sales, #salesdevelopment, #sdrBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.2023-04-0527 min

The Sales Technology PodcastThe B2B Pipeline - SaaS Go-to-Market Strategy Week #4David Dulany and Greg Tapper talk B2B SaaS GTM strategy and tactics in an open forum. Questions and comments are welcome!Want more Pipeline and Revenue?Tenbound Free Resources:Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenboundhttps://www.facebook.com/tenboundinc/https://twitter.com/Tenboundhttps://www.instagram.com/tenbound/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.2023-03-2235 min

The Sales Technology PodcastThe B2B Pipeline - SaaS Go-to-Market Strategy Week #3David Dulany and Greg Tapper talk B2B SaaS GTM strategy and tactics in an open forum. Questions and comments are welcome!Want more Pipeline and Revenue?Tenbound Free Resources:Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenbound/https://youtube.com/@Tenbound https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.2023-02-1731 min

The Sales Technology PodcastThe B2B Pipeline - SaaS Go-to-Market Strategy Week #2David Dulany and Greg Tapper talk B2B SaaS GTM strategy and tactics in an open forum. Questions and comments are welcome!Want more Pipeline and Revenue?Tenbound Free Resources: Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenbound/https://youtube.com/@Tenbound https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.2023-01-1829 min

The Sales Technology PodcastThe Sales Development Podcast Episode 223 - Barry MoroneyTo outsource or not to outsource, that is the question. Should you outsource your SDR team? Or at least outsource different parts of the process or to different campaigns and vertices?Our guest this week Barry Moroney has the answers. Barry runs a unique outsourcing company that focuses on breaking into top accounts at the enterprise level. This type of prospecting is specialized and difficult, but Barry thinks he’s cracked the code. Listen in as we discuss. ...2023-01-0326 min

The Sales Technology PodcastThe B2B Pipeline - SaaS Go-to-Market Strategy WeekDavid Dulany and Greg Tapper talk B2B SaaS GTM strategy and tactics in an open forum. Questions and comments are welcome!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.2022-12-1432 min

The Sales Technology PodcastThe Sales Development Podcast Episode 219 Hilmon SoreyThe Sales Development Podcast Episode 219 with guest Hilmon Sorey from Coach CRMHow do we not only do the job, BUT do the job, and do the job well?Sales is simple, right? Maybe better described as “Deceptively simple” is a better way to talk about it. Its as simple and a moving target.Join us as we borrow from the knowledge of Closeloop and now the Sales Coach of CRM Hilmon Sorey. After more than 10 years of training, we are happy to say that persistent is still key, but lets look at the new...2022-11-0949 min

The Sales Technology PodcastThe Sales Development Podcast Episode 218 Eldad Postan-Koren with Winn.aiThis episode is worth staying up late to listen to.What is the bottom line? Time is valuable. For everyone you know, that you cannot get your time back. So, how can your entire sales-team not lose a day-a-week to THIS ONE task? Think about this. You want to stop it, right? Sadly, this loss has likely been happening every week to every team-member, in your entire company thru no-fault of their own. Yes, every week across your entire company.Is the busywork of sales, killing your so salespeople's days? Paper-work feels like a...2022-11-0224 min

The Sales Technology PodcastThe Sales Development Podcast Episode 217 Special Episode Feat. JR Butler, Shift GroupThis is required listening with JR's team for a good reason. This episode enhances the community & group of clients alike. Athletes in sports are just like sales in business. Is this right for your company? Maybe not... BUT maybe yes?Shift-work fills the need in the characteristics, diversity, ability to know the career, and de-stigmatizing sales when coaching your team. Build your team! Learn their tricks.Don't miss this sales training half-hour that covers years of experience from JR. Shift-work leads to sales-led-growth.This coach approach helps prove:Sales-teams-trainingRecruitmentAthletes becoming...2022-10-2628 min

The Sales Technology PodcastSales Development Podcast Episode 216 - Molly McKinstryA market-leader, with 10 Million users around the globe, has to know something we don't! Molly McKinstry shares experience from Glassdoor and now Calendly on how to use the full potential of your team & tech. Don't miss this sales dream-team bomb! Can a product-led-revenue business model shift to sales-led-growth? Why bring all external meetings under this umbrella? All in a short time? Listen to find out why...This non-linear approach helps prove:Sales-teamsEnd userRecruitersRevenue & Sales LeadersSupport TeamsDemand-Generation & Marketing teamThere is zero doubt you...2022-10-1933 min

The Sales Technology PodcastCMOs in SaaS - Mark Kilens - CMO, AirmeetDon't make this one an after thought! Event-Marketing is a new infection idea that is growing new business! Mark Kilens brings his experience from Drift and now Airmeet on how to use the full potential of Event-led-growth right to your doorstep.What does Event-Led-Growth encompass?How do we use of Event-Led-Growth in combination with your team? How do you build structures that AREN’T ambiguous and confusing?!In-person, post-pandemic, hybrid live & online-events & co-sponsorship events can be tapped into while acquiring new leads, deepening engagement, and relationship building. Ultimately Event-Led-Marketing leads to new re...2022-10-1242 min

The Sales Technology PodcastSales Development Podcast - Episode 213 - The Power of Empathetic Sales Leadership with Jillian MooneyThere are many things that go into creating a winning Sales team. One key ingredient that you must have if you want your team to succeed in sales is a great leader. Lucky for us, we have one of those great Sales Leaders joining the podcast for Episode 213.Our host David Dember and Jillian cover a wide range of topics including the importance of empathetic leadership.Jillian and David take a deep dive into how she works with her team to drive success and the areas of the sales process that we should all...2022-08-2437 min

The Sales Technology PodcastCMOs in SaaS - Episode 1 - Tara Pawlak - Head of Marketing at GetAcceptWelcome to Episode 1 of CMOs in SaaS - a podcast powered by Tenbound! Our first guest is Tara Pawlak, Head of Marketing at GetAccept. Tara is a B2B Marketing leader who has spent her time in various marketing positions in global B2B tech companies. Tara’s real passion is for all things marketing – digital, content, thought leadership with a special focus on demand generation, operations and analytics. Tara currently leads the GetAccept US team to grow demand by leveraging brand, demand gen strategies to create exciting buzz and trying out the...2022-08-1845 min

The Sales Technology PodcastSales Development Podcast - Episode 212 - Sales Commission + SDR Leadership with Graham CollinsHow many times have you had to do what felt like calculus level math to figure out what your commission check would be? If you’re like many sales people - commission structures and payouts remain ambiguous and confusing for many. Fortunately, we have Graham Collins, Chief of Staff at QuotaPath joining the show for Episode 212 to provide insight on how to build out comp structures that AREN’T ambiguous and confusing!Our host David Dember has Graham walk through what the QuotaPath team is building and the key areas that have led them to s...2022-08-1023 min

The Sales Technology PodcastSales Development Podcast - Episode 211 - Leading from the front in Sales Development with Kathleen RobidaThere’s lots of chatter these days surrounding Sales Development Leadership.How to become a leader, the best leadership approaches and what it takes to lead a Sales Development team to success.Luckily for us, we have Kathleen Robida, Head of Sales Development at Seesaw Learning joining us for episode 211 to break down the ins and outs of what it takes to be a top notch Sales Development Leader.Our host David Dember dives right into this amazing conversation by asking Kathleen to share her thoughts on how to balance being an empathetic leader wh...2022-08-0344 min

The Sales Technology PodcastSales Development Podcast - Episode 210 - Pursuing your passion and building a business along the way with Kara GoldinGet ready for a legendary episode of The Sales Development Podcast! We have CEO/Founder of Hint Inc., Kara Goldin joining us to talk about her book, Undaunted (a WSJ and Amazon Best Seller), building a business based off passion and how to make pivots in your life and career.David Dember wastes no time in having Kara get practical and tactical as she shares her story of how she built Hint. Kara shares some great insight that every business owner needs to hear! Kara goes on to discuss the power of getting out...2022-07-2834 min

The Sales Technology PodcastResearch Labs Podcast Episode 11 - Aleks Gollu - 11SightOur quest to research the latest technology that is enabling sales professionals to succeed continues with Episode 11 of Tenbound Research Labs! Episode 11 features Aleks Gollu, Founder and CEO at 11Sight.Aleks is a Bay Area Veteran with a proven track record of building strong teams, setting product vision, and driving revenue growth for all stages of the company lifecycle from Founding to IPO, both in start-ups and fortune 500 companies. 11Sight provides a one-click, browser based, real-time video communication platform as a service for enterprises.Our host Derrick Williams and Aleks take a...2022-07-2641 min

The Sales Technology PodcastSales Development Podcast - Episode 209 - A Master Class in Data Driven Coaching and Training with Peter KazanjyCalling all students of the Sales Development profession! We have a Master Class lined up for you featuring Peter Kazanjy, Co Founder and CRO at Atrium.David Dulany and Peter kick off the episode with Peter filling us in on what his team at Atrium is working on and how they serve their customers.As the episode continues, Peter and David discuss the rise of data driven coaching, how sales leaders can better utilize data and how his team stays committed to the processes that drive those data driven insights.There is...2022-07-2144 min

The Sales Technology PodcastSales Development Podcast - Bonus Episode - Data Driven SDR Interviewing and Assessing with James NielsenFor this special episode, James Nielsen, Founder and CEO at Vendition gets tactical being data driven when hiring Sales Development Professionals. Pulled from his speech at The Sales Development Conference at the Ritz-Carlton San Francisco in 2018, James goes into detail on how data can improve an organization's hiring process.Leave a rating if you enjoy the episode and tell a friend to tune in! The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab...2022-07-2023 min

The Sales Technology PodcastSales Development Podcast - Episode 208 - Winning as a Modern Sales Development Leader with Chet LovegrenThey don’t give out doctorates in sales…but for Episode 208, we have a true Sales Doctor joining us!Episode 208 features Chet Lovegren, Head Sales RX'er at The Sales Doctor.Our host David Dember wastes zero time and kicks off the episode by having Chet share his thoughts around some hot topics in the Sales Development world: SDR/AE alignment and SDR to AE promotion paths!The episode rolls right along with David and Chet discussing how modern Sales Development leaders have to operate with high levels of Emotional Intelligence to truly connect with thei...2022-07-1445 min

The Sales Technology PodcastExpert Insights on Virtual Communication with William Holden - Vidu.io - Tenbound Research Labs Podcast Episode 10Our quest to research the latest technology that is enabling sales professionals to succeed continues with Episode 10 of Tenbound Research Labs! Episode 10 features Will Holden, Co-Founder at Vidu.ioWill is the co-founder of Vidu.io and over the past 12 years he’s held multiple sales and management positions, most notably helping to scale Intercom’s EMEA outbound sales function. Our host Derrick Williams discusses the lessons Will learned from his tenure and how that led him to what he is now building at Vidu.io. His mission is to help sellers make content pers...2022-07-1240 min

The Sales Technology PodcastSales Development Podcast - Episode 207 - From NCAA Basketball Coach to SDR Leader with Mitch ReavesEver wanted to learn about what it takes to go from new SDR to VP of Sales Development? This episode is your “shot”!Episode 207 features Mitch Reaves, Vice President of Sales Development at Dozuki.Our host David Dember give Mitch a proper “players” introduction to kick off the episode as Mitch shares a bit about how he made his way into NCAA Basketball Coaching. David and Mitch discuss the similarities between sports and sales for individual contributors and coaches and the most transferable skills from his coaching days and how they help him in his curr...2022-07-0724 min

The Sales Technology PodcastResearch Labs Podcast Episode 9 - Andy Mowat - GatedOur quest to research the latest technology that is enabling sales professionals to succeed continues with Episode 9 of Tenbound Research Labs! Episode 9 features Andy Mowat, CEO at Gated.Gated is a free, intelligent email solution that reduces unwanted email by challenging unknown senders to donate to reach your inbox - a solution that all Sales Development professionals need to tune in to!Our host Derrick Williams talks with Andy about the genesis of Gated, why he calls their solution “noise canceling headphones for email” and much, much more!The Sales Development Framework: by D...2022-07-0632 min

The Sales Technology PodcastUsing past career experience to achieve success in Sales with Melissa Gaglione - Tenbound Sales Development Podcast - Episode 206So many sales professionals “fall” into sales. The best salespeople (like our guest for Episode 206) use their past career experiences to drive success in their current sales roles. Episode 206 features Melissa Gaglione, Enterprise Account Executive at LivePerson.Our host David Dember speaks with a true sales ninja on this episode as she shares how she made her way into sales after spending time as a teacher and tv broadcaster. Melissa shares how she pulled certain skills she developed in her past roles and incorporated them into her new sales career - so valuable for anyone out ther...2022-07-0148 min

The Sales Technology PodcastResearch Labs Episode 8 - Tom Melbourne - OpnMktOur quest to research the latest technology that is enabling sales professionals to succeed continues with Episode of Tenbound Research Labs! Episode 8 features Tom Melbourne, Founder of OpnMkt. OpnMkt is a Salesforce-Native utility app on the AppExchange for a marketplace approach to new lead / prospect / opportunity distribution, effectively shifting the paradigm on the SDR/AE handoff - a hot topic for our audience! Our host Derrick Williams conducts a value packed episode that covers Tom’s views on re-imagining the SDR role, his journey to starting OpnMkt, how the technology works and how it im...2022-06-2932 min

The Sales Technology PodcastResearch Labs Episode 7 - Christian Kletzl - User GemsOur quest to research the latest technology that is enabling sales professionals to succeed continues with Episode 7 of Tenbound Research Labs! Episode 7 features Christian Kletzl, CEO at User Gems. UserGems is an AI-driven prospecting solution for revenue teams to drive bigger pipelines, faster sales cycles, and larger deals.Our host Derrick Williams conducts a value packed episode that covers how and why Christian started User Gems, how the technology works and how sales professionals can make the most out of the software.The Sales Development Framework: by David Dulany and Kyle Vamvouris...2022-06-2232 min

The Sales Technology PodcastSales Development Podcast - Episode 205 - Becoming the best Sales Development Leader you can be with David BrownThere is no perfect Sales Development Leadership playbook. However - if you’re looking to level up and learn from a Leader who knows what it takes to drive success - this episode is for you!Episode 205 features David Brown, Senior Sales Development Leader at Electric.On this value packed episode - David shares his thoughts on the power of EQ, servant leadership and tactical advice on how he coaches his current SDR Team to success.If you are an SDR looking for some tips on how to engage with your prospects or an SD...2022-06-1737 min

The Sales Technology PodcastResearch Labs Episode 6 - Dov Kaufmann - TolstoyOur quest to research the latest technology that is enabling sales professionals to succeed continues with Episode 6 of Tenbound Research Labs! Episode 6 features Dov Kaufmann, Co-Founder and CEO at Tolstoy.Tolstoy is a new way to communicate through interactive video.Our host Derrick Williams conducts a value packed episode that covers how the technology works and how sales professionals can utilize this new and unique technology to drive success. The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development...2022-06-1526 min

The Sales Technology PodcastEpisode 204 Larry Long Jr - Finding the Energy and Motivation to Go from Good to Great in Sales DevelopmentDo NOT tune into this episode if you’re not ready to be absolutely ENERGIZED!Larry Long Jr of LLJR Enterprises joins the show for Episode 204. Larry is the Chief Energy Officer at LLJR Enterprises, an International Speaker and Emcee and the Author of JOLT! - and Larry brings the energy for sure! The episode kicks off with Larry covering how he gets motivated to start the day and some tactical tips for SDR’s who may struggle with being the “morning person” they want to be!David and Larry go over the importance of havin...2022-06-0831 min

The Sales Technology PodcastEpisode 203 Chris Beall - The Best Practices of Modern Sales Development ProfessionalsFair warning - this episode is CHOCK FULL of value for all of the Sales Development Pros in the audience!Chris Beall, CEO of Connect and Sell (and Sales Development LEGEND) joins our host David Dulany for an exciting conversation about the best practices that modern professionals are utilizing to see success. David and Chris waste zero time in getting right to valuable and tactical advice: Chris shares what SDRs need to be focused on today in order to see success. Chris continues dropping jewels by sharing the power of changing your mindset, having curiosity on...2022-06-0156 min

The Sales Technology PodcastEpisode 202 Troy Barter - From hip hop, to car sales to B2B sales leadershipNo one has a linear path to success in their career, and Troy Barter is no exception.Episode 202 features Troy Barter, VP of Sales at RentalMatics. He is interviewed by David Dember - who brings the energy to this value packed episode!Troy kicks off the episode by detailing how he got started in sales - and how a passion for hip hop music led him to discovering the sales profession. David and Troy discuss the advantages that Troy had when he transitioned into B2B tech sales and how he leveraged his past sales experience...2022-05-1342 min

The Sales Technology PodcastJoe Lee - Pipeline PlanningFor this special episode, Joe Lee, current VP of Growth Marketing at Ontra, touches on an often overlooked but important topic - Pipeline Planning!Edited from Joe’s live talk at The Sales Development Conference - you get a front row seat to this detailed overview of practical approaches to pipeline planning.Joe shares examples from his personal experience and maps out specific ways to properly plan towards your pipeline goals.This episode is jam packed with actionable information and is ideal for anyone who has struggled with pipeline planning!Leave a ra...2022-05-1124 min

The Sales Technology PodcastEpisode 201 Ollie Whitfield - Five Email Frameworks That Actually WorkOllie Whitfield, Growth Marketer at VanillaSoft joins the podcast to share some tactical and practical cold email advice!Ollie shares how he and his team built innovative email frameworks and the process behind identifying the type of frameworks that were most relevant for their goals. Ollie also shares the difference between an email framework and an email template - a key differentiation for any one interested in crafting their own cold emails.David and Ollie discuss key areas of cold email success like the psychology behind certain frameworks and how incredibly important relevance is to success.2022-05-0647 min

The Sales Technology PodcastTenbound Research Labs with Derrick Williams Ep 5 - William Ballance - LavenderAs we continue our quest to research the latest technology that is enabling sales professionals to succeed - we have an incredibly exciting conversation slated for Episode 5.Episode 5 features William M. Ballance, CEO of Lavender. William and his team have designed technology that combines communication psychology with AI to help salespeople write better emails.Our host Derrick Williams conducts a value packed episode that covers how and why William started Lavender, how the technology works and how sales professionals can make the most out of the software.Leave a rating if you...2022-04-2937 min

The Sales Technology PodcastEpisode 199 Matthew Roberts - Thriving in a Remote Sales Development RoleThe future of work is remote. Learning to thrive in a remote work environment is a reality for millions of Sales Development professionals across the globe.Episode 199 features a Sales Development leader who has real world experience in thriving in remote environments - Matthew Roberts. Matthew is a Play/Coach at Mosaic and leads a team of remote SDR’s. Matthew’s unique journey into Sales Development led him to working for companies like Chili Piper and now Mosaic - leading his team through the challenges of remote work. Matthew shares tactical advice on how he moti...2022-04-0840 min

The Sales Technology PodcastEpisode 198 Nelson Gilliat - Death of the SDR: Birth of the Buyer Centric Revenue ModelFirst, there was the Death of a Salesman. Now - the Death of the SDR. First, there was the Predictable Revenue Model. Now - the Buyer Centric Revenue Model. Episode 198 features the man behind these new iterations - Nelson Gilliat. Nelson Gilliat is the Author of "Death of the SDR: Birth of Buyer Centric Revenue" and the Creator of Buyer Centric Revenue model - an alternative to Predictable Revenue model.David and Nelson dive right into the ins and outs of the Buyer Centric Revenue Model - and Nelson highlights why modern Sales Development...2022-03-2559 min

The Sales Technology PodcastEpisode 197 Michael Pedone - A Modern Sales Development FounderMichael Pedone, founder of Salesbuzz.com stops by for Episode 197 of The Sales Development Podcast.David starts off the episode by asking Michael to share his journey from commission only sales jobs to starting his own business - Salesbuzz.com. Michael’s story is inspiring and leads David to asking an age old question - “Are great salespeople born or made?” - tune in to hear Michael’s answer!As the episode rolls along - Michael and David talk about valuable places to learn best practices for sales outside of the typical platforms like LinkedIn, which can some...2022-03-1133 min

The Sales Technology PodcastEpisode 196 Wayne Moloney - The Wentworth Prospect and EDVANCE FrameworkDavid is joined by Sales Coach, Trainer and Author Wayne Moloney for Episode 196 of The Sales Development Podcast! Wayne kicks off the episode by sharing his journey from the corporate world to sales consulting and training and what motivated him to make a change. Wayne is the Co-Author of “The Wentworth Prospect” an Award Winning book that delivers B2B sales mastery in an ingenious, engaging and hugely entertaining way. David and Wayne discuss the EDVANCE sales framework, the concept behind the unique format and the tactical processes detailed in the book.To wrap up t...2022-03-0426 min

The Sales Technology PodcastEpisode 195 Arpit (Appy) Choudhary - Recruiting and Retaining Great Sales Development TalentEpisode 195 of The Sales Development Podcast features a true sales development aficionado. Arpit (Appy) Choudhary, Head of Sales Development at Blend joins David for a value packed interview!Appy shares his expertise from his 13 + year career in sales - sharing his journey from Account Executive to Sales Development leadership and the valuable lessons he’s learned along the way. Scaling a Sales Development team successfully requires the ability to recruit the right talent - something many Sales Development leaders are worried about right now! Listen to some tactical tips on how Appy has recruited and built up...2022-02-2631 min

The Sales Technology PodcastEpisode 193 Jason Serota - Modern Sales Development LeadershipNavigating a career as a sales development professional can be challenging.Jason Serota, at the time was Head of Growth Business Development North America at Adobe, knows this first hand.Jason and David discuss his journey through the early stages of his career, the pro’s and con’s of going through a merger and the future of sales development.David asks Jason to get tactical on how he trains his team at Adobe, tracks their progress and coaches them to get better. Whether you are a SDR or in SDR Leadership, this...2022-02-1829 min

The Sales Technology PodcastEpisode 194 Daniil Krets - Building high performing, remote SDR teamsGreat sales development leaders often have diverse backgrounds in areas like product management and operations - like the guest for Episode 193.Daniil Kretz, Global Sales Development Manager at Esper brings his vast work and life experience to the work he is doing today with his growing team. David and Daniil talk about how his diverse work background helped him in his early sales development roles and his roles in leadership. This episode covers everything from how Daniil asks for support within his company (and how other SDR leaders can too), the challenges that managing...2022-02-1130 min

The Sales Technology PodcastEpisode 192 Ryan Staley - Grow your business with referrals - the right way.There aren’t any silver bullets for success in sales. The closest you will get to a shortcut in sales is the opportunity to learn from someone who has actually seen success!That’s exactly what you get on Episode 192! Ryan Staley, Founder and CEO at Whaleboss shares his journey from successful individual contributor to business owner. Ryan and David talk about growing business through referrals, making the jump from the corporate world to business ownership and how he helps his clients today at Whaleboss.You don’t want to miss this value packed episod...2022-01-2824 min

The Sales Technology PodcastTenbound Research Labs with Derrick Williams Ep 4 - Greg Segall - AlyceWelcome to Episode 4 of Tenbound Research Labs hosted by Derrick Williams. A special series purely focused on researching the best technology tools out there that companies are using to drive Sales Development success.Greg Segall, CEO & Founder at Alyce joins Derrick for Episode 4 to talk about the exploding market of corporate gifting and how Alyce is empowering sales development professionals to create great first impressions with their prospects.Greg gives us a walk through of how Alyce works and the ways that current users are utilizing the technology today. Derrick and Greg go over...2022-01-2150 min

The Sales Technology PodcastEpisode 191 Kris Rudeegraap - The Entrepreneurial Journey in SaaSStanding out to your prospects requires creating unique experiences for them. Kris Rudeegraap, CEO of Sendoso - founded his company to help SDR’s do just that!Kris and David talk about how Sendoso was founded and has become THE leading sending platform for sales development teams. Tune in to learn about how Sendoso SDR’s use their own platform, the company’s growth over the last year and what’s next for Kris and his team!NEW Research Report Sales Development Benchmarks 2021. Grab full report here: https://tenbound.com/downloads/the-sales-effectiveness-benchmark-report/NEW BOOK...2022-01-1431 min

The Sales Technology PodcastTenbound Research Labs with Derrick Williams Ep 3 - Eric Buckley - SkipioWelcome to Episode 3 of Tenbound Research Labs hosted by Derrick Williams. A special series purely focused on researching the best technology tools out there that companies are using to drive Sales Development success.Eric Buckley, President at Skipio joins Derrick for Episode 3 to talk about the power of using personalized texting in your sales process.Derrick and Eric kick off Episode 3 by painting the broad picture of where text messaging fits in the world of top of funnel outreach.Eric shares some tactical examples of how texting helps you cut through the noise and...2022-01-1053 min

The Sales Technology PodcastTenbound Research Labs with Derrick Williams: Ep 2 - Zack Thompson - Zoominfo, Inc.Welcome to Episode 2 of Tenbound Research Labs hosted by Derrick Williams. A special series purely focused on researching the best technology tools out there that companies are using to drive Sales Development success.Zack Thompson, Senior Manager of Global Sales Development and Expansion at Zoominfo, Inc joins Derrick for Episode 2 and brings the value and insight with him!Derrick and Zack originally met at a Tenbound Sales Development Conference, and they share how far they’ve come since then. Zack details his journey from SDR to his current role at Zoominfo. Zack shares granular de...2021-12-2745 min

The Sales Technology PodcastEp 190 Nigel Green - When to hire a Consultant to help with Sales DevelopmentFor many sales leaders, hearing that a Consultant is coming in to help increase sales can be gut wrenching and nerve wracking. Maybe even threatening!Nigel Green has experience with managing these types of situations first hand, having spent the last several years as a Consultant, Author and Podcast Host focused on helping businesses grow their revenue. Listen to Nigel describe how he successfully builds relationships with his clients, the tactical approaches that consistently work in outbound sales and the qualities of a consistently successful sales professional! NEW Research Report Sales Development Benchmarks 2021. Grab...2021-11-2236 min

The Sales Technology PodcastEp 189 Adam Grossman & Bradley Gamble - The Future of Sales Development at The Selling FactoryWant a glimpse into the future of the sales development profession? This episode has got you covered! Adam Grossman and Bradley Gamble of The Selling Factory share how they utilize college students to power their fractional sales development business and the lessons they have learned from the relationships they have built with the students over the years. Listen to the conversation as Adam and Bradley talk about the advantages of using a fractional sales development team and their big plans for The Selling Factory! NEW Research Report Sales Development Benchmarks 2021. Grab full report here...2021-11-0537 min

The Sales Technology PodcastTenbound Research Labs with Derrick Williams Ep 1 - Mark Magnacca - Allego, Inc.Welcome to the first episode of Tenbound Research Labs hosted by Derrick Williams. A special series purely focused on researching the best technology tools out there that companies are using to drive Sales Development success.Mark Magnacca, President and Co Founder at Allego, Inc and Co Author of Mastering Virtual Selling: Orchestrating Sales Success kicks off this special series with an insightful and value packed episode.Derrick and Mark kick off the episode by diving into Mark’s career path - Mark shares his experiences cold calling in a low tech environment at the start of hi...2021-10-2935 min

The Sales Technology PodcastEp 186 David Lexner - Going Global: International Sales DevelopmentIf you’ve ever considered selling into the international market, this episode is for you! David Lexner joins the conversation and shares insights from his ten plus years as the Director of Business Development at Cornerstone OnDemand. The conversation kicks off with David’s unique path into the sales development world and how he ended up leading a team of international sales professionals.David shares his best practices with us on managing not only international client relationships - but also how he manages international relationships with his colleagues. Tune in for a truly informative conversation on the...2021-09-0241 min

The Sales Technology PodcastEp 185 - George Leith - How to Create Rocketship Growth TodayScaling a successful sales organization is no small OR easy task. George Leith, Chief Customer Officer and SVP of Sales at Vendasta, knows first hand about the journey of growing and running a sales team - and lucky for us - he brings his knowledge to this conversation! David and George talk about the lessons he’s learned over the last 8 years of growing the team at Vendasta. George shares best practices on team growth and employee retention as well as how his team at Vendasta has helped the company scale and become a platform for over 50,000 channel pa...2021-08-2338 min

The Sales Technology PodcastEp 184 Todd Caponi - The Transparency SaleBuyers are more empowered and knowledgeable than ever before. The voice of your customer holds more weight than ever before. What does this mean for sales professionals?Todd Caponi, Author of The Transparency Sale, talks about the power of transparency and how great sales professionals understand how vital it is to a successful customer relationship. Listen in on David and Todd’s conversation and walk away with true insight on how to become more transparent with your prospects and customers!NEW Research Report Sales Development Benchmarks 2021. Grab full report here: https://tenbound.my...2021-07-3045 min

CEO Sales InsightsS4:E4 - David Dulany on the Impact of CultureSeason Four Episode FourGuest: David Dulany, Founder & CEO at TenboundFrom the Tenbound Website“Hi, I'm David Dulany. I am a Sales Development program building specialist with deep experience building highly successful Sales Development (SDR) programs from scratch for technology companies. I'm also the host of the Sales Development Podcast, the only audio forum dedicated to helping the Sales Dev Community get better, and Founder/CEO of Tenbound.”You can learn more about David and reach out to him on LinkedIn here:http...2021-05-1602 min

The Sales Technology PodcastSales Development Call-In Show #1 With Richard Harris and David DulanyJoin Richard Harris (Sales Training Legend) and David Dulany on the Sales Development Call-In show. It's our opinion on topics such as cold calling, prospecting, tools, office politics, career planning and running a high performance Sales Dev program.Also, we offer free coaching with personalized tips and techniques.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.2019-03-0828 min