In 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 Founders looking to refine their messaging and guide their prospects through an information-overloaded marketplace. Tune in to learn how to simplify your pitch, align cross-functional teams, and close deals with confidence.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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. Tune in to discover how Bizzuka’s innovative "AI Strategy Canvas" empowers companies to create scalable, role-specific AI solutions. Plus, learn how you can snag a free advanced copy of John’s upcoming book, Ingrain: The Blueprint for Scaling AI from Strategy to Execution, packed with strategies to navigate and implement AI in meaningful ways. Whether you're exploring AI for your sales team or your entire organization, this episode is loaded with actionable takeaways!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 consistent source of pipeline. Whether you're a seasoned SDR, Salesperson, Marketer or new to the game, this episode will arm you with the skills and confidence to turn cold calls into conversations—and conversations into sales!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

 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 personal and professional sales growth. Don’t miss this deep dive into the essentials of high-impact sales performance!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 aspiring to move up the ranks or a sales leader looking for new ways to leverage customer success stories, this episode offers valuable lessons and inspiration.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 help sales professionals build trust and emotional connections, even in a virtual sales environment.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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.

In 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. Tune in to learn how SDR leaders can leverage growth ops to drive innovation and become indispensable in a shifting market.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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. Tune in to discover how to align your sales approach with the realities of today's marketplace.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 with tactical marketing issues or looking to refine your go-to-market approach, this episode offers actionable insights for driving scalable success.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 Argentina, reflecting on the potential for growth and the obstacles that lie ahead. This conversation is a must-listen for anyone interested in the future of global talent and the dynamics of remote work!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 career with personal passions and values. Tune in to learn about the unexpected yet fulfilling transition from SaaS to Entrepreneurship, and how Ilan is redefining his professional life.Want more Pipeline and Revenue?  Tenbound Free Resources: Newsletter  https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenbound/ https://www.linkedin.com/in/davidkdulany/ https://youtube.com/@Tenbound https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/ Auto-Subscribe https://www.youtube.com/channel/UCHBsZnSSZ92VnUPZQhgI4-w?sub_confirmation=1 Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2 Podcast Supporter Club https://www.spreaker.com/podcast/the-sales-development-podcast--1947957/support

In 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 aims to streamline their workflow. Tune in to discover the innovative strategies that are shaping the future of productivity tools in the tech industry!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 to providing genuine value and fostering long-term brand relationships.Tune in for actionable insights on how to navigate and thrive in the cybersecurity marketing landscape.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 lessons for sales professionals looking to enhance their methods and achieve higher margins in various industries. Tune in to discover how Blair is making the phone great again and driving success for his clients.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 the tools and strategies needed to better connect with your target audience and drive revenue growth. Tune in to learn from one of the leading experts in buyer persona development and take your GTM strategy to the next level!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 and close more deals. Tune in to learn how Recapped is revolutionizing sales with its collaborative platform and why enabling buyers is key to winning in today's competitive market.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 data and customer satisfaction.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 partner network for unparalleled growth. Don't miss out on actionable insights!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

This episode of the Sales Development Podcast features an in-depth conversation with Tito Bohrt, a leading figure in the sales development and technology sales arena. Tito discusses his journey in creating a pivotal sales tool that enhances pipeline and revenue generation for tech companies.The discussion delves into the specifics of sales strategies, the integration of data analytics, and the impactful use of SaaS platforms to optimize sales processes. Listeners will gain insights into the nuances of effective sales development, the importance of data-driven decision making, and how to leverage technology to maximize sales outcomes.The conversation also explores Tito's multifaceted business model, including his venture capital initiatives and the synergy between sales outsourcing, advisory roles, and technological solutions. This episode is a valuable resource for anyone looking to enhance their sales techniques and understand the dynamics of sales development in the tech industry.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

This 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 triggers that predict buyer readiness, thereby enhancing the precision of outbound campaigns. Through real-world examples and practical advice, the episode provides listeners with actionable insights into optimizing their sales processes, from redefining Ideal Customer Profiles (ICPs) to integrating new technologies into existing sales stacks. The podcast is an essential resource for sales professionals aiming to boost their outbound effectiveness and drive sustained revenue growth.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Jake Dunlap comes on the show to talk about his new book, “The Innovative Seller: Keeping Pace in an AI and Customer-Centric World.” In the rapidly evolving landscape of B2B sales, the fusion of technology, marketing, and sales strategies has become imperative for the success of SaaS startups and established companies alike. The Innovative Seller: Keeping Pace in an AI and Customer-Centric World dives deep into the world of Sales, uncovering the latest, cutting-edge strategies and tactics that are reshaping how companies build their go-to-market engines. This podcast, brought to you by Tenbound, provides invaluable insights into the intersection of process, technology, and human interaction that drives revenue growth and operational efficiency. The episode explores the challenges and solutions encountered by sales professionals as they navigate the complexities of modern sales environments, offering listeners actionable advice on optimizing sales strategies, leveraging sales technologies, and embracing AI to stay ahead in the competitive world of technology sales. Join us as we uncover the secrets to scaling sales operations, improving performance metrics, and revolutionizing the B2B sales process for the digital age.https://www.amazon.com/Innovative-Seller-Keeping-Customer-Centric/dp/1394180241/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Sales Tech Deep Dive with Jon MillerRevolutionizing the B2B Revenue Playbook: Insights from Jon Miller on the Future of Sales and Marketing and Nicolas de Kouchkovsky of CaCube Consulting. In a rapidly evolving B2B landscape, traditional sales and marketing strategies are facing unprecedented challenges. In this week’s Sales Tech Deep Dive, we feature insights from industry legend Jon Miller, of Marketo, Engagio (later Demandbase), and a pioneer in demand generation and account-based marketing.Jon delves into the critical need for a paradigm shift in the B2B revenue playbook. Amidst the backdrop of technological advancements and changing buyer behaviors, we explore the limitations of conventional approaches, highlighting the increasing difficulty in capturing and retaining customer attention through traditional lead-based methods. Jon articulates the importance of aligning sales and marketing efforts with the modern buyer's journey, emphasizing the strategic role of brand reputation, personalized customer experiences (ABX), and the intelligent application of AI in crafting more effective and meaningful engagements. As the B2B sector stands at the cusp of significant transformation, this session provides a valuable roadmap for navigating the complexities of today's market dynamics, ensuring organizations are poised to thrive in the competitive landscape ahead.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 "The Seller's Journey," Harris unpacks the critical components of building and maintaining a high-performance sales engine. This episode not only highlights Harris's unique approach to sales training and development but also emphasizes the importance of continuous learning, adaptation, and the personal touch in creating meaningful customer experiences. Join us as we explore the synergies between strategy, people, processes, and technology that power the go-to-market engines of the tech sales world, all brought to you by Tenbound.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Sally Duby serves as the Chief Sales Officer at The Bridge Group, a premier consultancy specializing in Inside Sales and Sales Development. With a profound expertise in constructing and revamping inside sales and sales development teams, she champions the integration of cutting-edge technologies and services with pioneering sales methodologies to drive accelerated revenue expansion. Her career includes significant roles at industry giants like Oracle and Skype, alongside a notable 15-year tenure at the helm of an inside sales consultancy, where she honed her leadership and strategic skills. We discuss her new book: Sales Development Hacks that Work. Buy it here: https://www.amazon.com/Sales-Development-Hacks-That-Work/dp/B0CR16C3SBBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Keenan, 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 sales industry's focus on product-centric approaches over developing a deep understanding of the client's business problems and their impacts.David and Keenan. discuss the challenges in sales training and the disconnect between sales enablement efforts and measurable business outcomes. They argue for a shift towards outcome-oriented sales training, where the success of sales enablement initiatives is directly tied to improvements in key sales metrics. The conversation concludes with actionable advice for sales professionals looking to improve their craft, including the importance of building a problem identification chart and adopting a diagnostic mindset in sales calls.Listeners of this podcast episode gain a comprehensive understanding of the current sales development landscape, the importance of aligning sales strategies with business outcomes, and practical strategies for enhancing sales effectiveness. Through Keenan and David's insightful discussion, sales professionals and leaders are equipped with the tools and perspectives needed to thrive in today's competitive sales environment.https://salesgrowth.com/Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

CEOs 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 unicorn startup to creating Demand Inc., and how this journey inspired the development of Lasso.ai, a tool designed to leverage AI for identifying and engaging potential clients with unmatched precision. The episode further discusses the significance of research, copywriting, and experimentation in sales development, and how Lasso.ai's AI-powered capabilities are set to redefine the efficiency and effectiveness of sales outreach. This podcast is an invaluable resource for sales professionals, offering actionable insights and showcasing how embracing technology can lead to unprecedented success in the tech sales arena.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In this episode of the Sales Development Podcast, we dive deep into the dynamic world of sales development, exploring the crucial role it plays in the go-to-market strategy of tech sales. Our guest, David Kraig, a seasoned sales development manager at 1-800-Accountant, shares his transformative journey from a director of operations to a pivotal figure in sales development.With a focus on coaching, leadership, and the ever-evolving landscape of sales development roles, David provides valuable insights into building successful teams, embracing technology, and nurturing talent for sustained growth.Through engaging discussions and personal anecdotes, this episode illuminates the strategies, tactics, and mindset necessary to excel in sales development, offering listeners a comprehensive guide to fueling the revenue machine in today's competitive tech sales environment.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In this episode of the Sales Development Podcast, hosted by Tenbound, we dive into the transformative strategies behind successful sales and marketing in the technology sector. Our guest, Ian Campbell, CEO of Nucleus Research and an accomplished author, shares invaluable insights from his latest book, "The Value Sale." Campbell, with his unique blend of expertise as a foster parent for Huskies, a private pilot, and an adjunct professor, brings a fresh perspective on achieving tangible returns on investment (ROI) in sales. We explore the essence of value-driven sales, the impact of real-world case studies, and the importance of focusing on productivity, cost reduction, and profitability to fuel the go-to-market engine. Campbell's approach demystifies the complex world of ROI and offers practical advice for sales professionals seeking to enhance their effectiveness and drive revenue growth.This episode is a must-listen for anyone in the tech sales world looking to elevate their Sales strategies and achieve meaningful, value-based success.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

We delve into the intricacies of pipeline and revenue production in B2B Tech Sales with a special focus on B2B SaaS reviews. Our guest, Joe Kevens, founder of B2B SaaS Reviews and Director of Demand Gen at Partnerstack, brings a wealth of knowledge on the subject.He highlights the evolving nature of the buyer journey, stressing the increasing reliance on peer reviews and third-party sites in decision-making processes.The podcast covers the nuances of various review platforms, providing valuable insights for those in demand generation and marketing roles.Joe’s expertise illuminates the crucial role of reviews in the current B2B landscape, offering practical advice on how companies can effectively navigate and leverage these platforms for optimal sales and marketing outcomes. This episode is a must-listen for anyone looking to deepen their understanding of the B2B SaaS review ecosystem and its impact on tech sales and marketing strategies.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Revolutionizing Sales Technology: A Deep Dive into Aviso AI-driven Sales SolutionsThe conversation primarily revolves around the journey and innovations of Aviso, a company at the forefront of integrating AI into Sales. The discussion begins with the company's inception, highlighting its purpose-built design for harnessing AI to predict revenue and enhance decision-making in sales. As the conversation progresses, the speakers delve into the unique aspects of Aviso’s technology, such as dynamic win scoring, time series databases, and the application of complex machine learning models for accurate forecasting and deal prediction. This technology enables real-time insights into sales processes, shifting from static data analysis to proactive strategy formulation. The discussion also touches on the integration of conversational intelligence, sentiment analysis, and buyer-seller interaction dynamics, providing a holistic view of sales operations. Furthermore, the conversation sheds light on the practical application of these technologies in daily sales activities, emphasizing the role of AI in augmenting human capabilities rather than replacing them. The dialogue concludes by discussing the broader implications of AI in Sales, envisioning a future where sales teams are empowered by intelligent tools to achieve unprecedented efficiency and effectiveness. This transcript offers a comprehensive overview of the evolving landscape of AI in Sales, demonstrating the potential of technology to redefine traditional sales paradigms.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

This episode of the Sales Development Podcast features an enlightening conversation with Marco Torres, founder of MarketingBoost.com, on the transformative power of incentive-based marketing in sales.The discussion delves into how incentives, such as travel rewards and hotel stays, can significantly boost customer acquisition, retention, and spending. Highlighting real-world examples, including successful strategies from Amazon and Costco, Marco provides insights into the psychology of consumer behavior and the efficacy of incentives in the B2B and B2C sectors.The podcast covers practical applications across various industries, from software sales to retail, emphasizing the potential for incentives to replace traditional discounting methods. The episode is a must-listen for sales and marketing professionals seeking innovative ways to enhance their go-to-market strategies and amplify sales results.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Modernizing 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 data sets, including the integration of intent data and advanced analytics. The discussion sheds light on Zoominfo's unique approach to solving critical sales and marketing challenges, such as identifying and engaging potential customers, harnessing the power of data orchestration, and leveraging AI to enhance go-to-market strategies. They also explore the importance of human elements in sales, despite advancements in technology and automation. The conversation extends to Zoominfo's acquisitions, illustrating its expansion into operations, talent acquisition and employer brand analysis. This episode provides a comprehensive understanding of how Zoominfo's solutions are reshaping the sales technology landscape, offering valuable insights for sales and marketing professionals.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Revving 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 fascinating stories from his career, emphasizing the importance of honesty, a tailored approach, and leveraging personal stories in outbound marketing. The episode also explores the nuances of working with early-stage companies, the intricate process of developing effective sales strategies, and the significance of adapting to market realities. This podcast is a treasure trove of wisdom for anyone looking to refine their sales development strategies and understand the complex landscape of tech sales.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 selling tools and revenue intelligence. Mary highlights the significance of understanding buyer behavior and adapting to digital-native buyers in the current economic environment.The discussion also touches upon the unique trajectory of Mary's career from an analyst to a co-CEO and the strategic decisions that have positioned Mediafly for growth amidst challenging market conditions. David and Nicholas probe into the specifics of Mediafly's client engagement, focusing on the nature of inbound leads and the composition of buyer teams.This conversation offers a comprehensive look into the trends, challenges, and future directions in the world of sales technology.Want more Pipeline and Revenue? Tenbound Free Resources:Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenbound/ https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/ Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Join Ingo Dhandayudham, Senior Director, NA & UK&I Sales Development of AuditBoard, a long-time friend of Tenbound on this episode. The journey of establishing and leading Sales Development teams in various companies, including the essential elements of successful Sales Development teams, effective onboarding and training programs, the creation of versatile playbooks, and understanding ideal customer profiles. The episode also explores strategies for tackling immediate, impactful initiatives, the importance of hiring the right people, and the necessity of documenting processes for legacy and continuity. Aligning go-to-market strategies to maximize ROI, addressing the evolving challenges in Sales Development, and prioritizing goals amid shifting sales processes.Finally, the episode concludes with a discussion on the future of sales development careers, predicting the rise of the Chief Sales Development Officer role and offering advice for professionals aiming to advance in this field. This episode is a treasure trove of wisdom for anyone in or aspiring to be a Sales Development Leader.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 harnesses generative AI to optimize each step of the prospecting journey.This episode is not just about the technical aspects of sales technology but also touches on the human element – understanding and personalizing client interactions. For anyone involved in tech sales, marketing, and revenue generation, this podcast offers valuable insights into the future of Sales Technology and the power of AI in making sales processes more efficient and effective.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/Tenboundhttps://www.instagram.com/tenbound/Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Amanda 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 unbiased data analysis, automating coaching, and celebrating team successes. Further, the conversation covers the integration of Atrium with Salesforce for tracking sales activities, and the use of data analytics in coaching Business Development Representatives (BDRs) for improved performance and self-prospecting. Amanda shares practical insights on using data to aid underperforming BDRs and the challenges of remote work in sales.The episode concludes with a discussion on the adoption of sales technology, the role of Account Executives (AEs) in this process, and Amanda's vision for a new sales role, the Chief Pipeline Officer, emphasizing its significance in the industry.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Deep dive into the evolving dynamics of buyer behavior and sales technology adoption in today's market. In this insightful session, David dissects the complexities that sales development representatives (SDRs) and sales teams face amid an explosion of sales tech solutions, with a particular focus on identifying and implementing the most effective tools for data management and process optimization.Listeners will gain an understanding of the commonalities in the buyer's journey across various industries, from problem identification to the final purchasing decision, and how these processes are influenced by community insights, review sites, and industry alignment.The podcast also explores the intricacies of B2B buyer research methods, the critical role of stakeholder involvement in deal-making, and the shift towards product-led growth models in smaller organizations. David wraps up the discussion by emphasizing the significance of brand positioning and thought leadership in B2B marketing, providing valuable strategies for sales technology companies to generate demand and capture leads. This session is a must-listen for sales and marketing professionals navigating the crowded and often confusing landscape of sales technology.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Sales Tech Deep Dive - Salesloft with Frank Dale, SVP of Product at Salesloft. Salesloft focuses on understanding the "jobs to be done" for sellers, not just the tasks. They strive to build products that understand and address the underlying reasons behind users' needs, ensuring tools save time and add value.The conversation underscores that by understanding the outcomes that sellers aim to achieve, Salesloft can develop more intuitive products. An example, is the post-call summary email feature, which leverages conversation intelligence to help sellers demonstrate understanding, timeliness, and credibility to prospects using AI. The episode emphasizes Salesloft's commitment to innovation and usability, responding to the evolving needs of the sales community, and providing integrated solutions that enhance the efficiency and effectiveness of sales processes.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

How do you get the most from your team as a manager and leader, without burning out? Check this out. We dive into the world of the Enneagram with Myrna Scales, a certified Enneagram coach, and explore how this profound personality typing system can revolutionize personal growth, relationship dynamics, and leadership strategies.With a comparative look at various personality assessments, Myrna concludes that the Enneagram's comprehensive approach offers unparalleled depth in unraveling complex personal identities and fostering meaningful connections.Listeners interested in harnessing the Enneagram for professional development, especially in sales, can seek Myrna Scales's expertise through 9 Wing 1, promising enhanced interpersonal skills, team functionality and results.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 Auto-Subscribe https://www.youtube.com/channel/UCHBsZnSSZ92VnUPZQhgI4-w?sub_confirmation=1 https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/ Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Join 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 a closed loop between insights and actions and transforming pipeline management. Dive into the Clari Revenue Platform and the innovative ways it's changing the game in sales tech and workflow optimization.BONUS Join the Clari Prospecting Academy mentioned in the show https://pages.clari.com/prospecting-academy.htmlBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 an established firm looking to penetrate new markets, this episode provides a deep dive into the importance of understanding and targeting your ICP.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/ Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Dive 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 the whirlwind journey of modern tech sales!Want more Pipeline and Revenue? Tenbound Free Resources: Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenbound/https://www.facebook.com/tenboundinc/https://twitter.com/Tenbound https://www.instagram.com/tenbound/Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

In 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 larger enterprises with multiple ideal customer profiles and personas. This episode offers valuable insights into the evolving landscape of B2B sales and marketing technology!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.

In 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 for effective communication and listening skills in sales. Tune in for valuable insights into navigating the complex world of tech sales and building strong customer relationships!Want more Pipeline and Revenue? Tenbound Free Resources: Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenb... / @tenbound https://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.

Join us in this episode of the Sales Development Podcast as we dive deep into the world of data solutions with Matt Sornson, the co-founder and CEO of Clearbit. In this insightful conversation, Matt discusses Clearbit's journey from its inception as a data company to its evolution into a critical player in the B2B sales, marketing, and go-to-market landscape. Discover how Clearbit's innovative use of APIs and data sets has shaped its success, and how they're leveraging Large Language Models (LLMs) to revolutionize the way data is processed and used. Matt also shares his vision for the future of Clearbit and the exciting opportunities that lie ahead in the data-driven world of sales and marketing. Tune in to explore the potential of LLMs, data enrichment, and the role of technology in powering the revenue machine. Want more Pipeline and Revenue? Tenbound Free Resources: Newsletter https://www.tenboundplus.com/free-access https://www.linkedin.com/company/tenb... / @tenbound Auto-Subscribe / @tenbound https://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.

In this episode, we sit down with David Breshears, Chief Revenue Mechanic, to explore the intricate interplay of technology, marketing, sales, and revenue operations that power the success of both emerging SaaS startups and established corporations.Join us as we delve deep into the strategies, tactics, processes, and technologies that drive the revenue machine. Brought to you by Tenbound, this podcast offers invaluable insights and intelligence to help you master the art of sales development. Tune in and discover how to orchestrate effective collaboration among different functions, break down silos, and create a well-oiled revenue engine that ensures sustained success.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 Auto-Subscribe https://www.youtube.com/channel/UCHBsZnSSZ92VnUPZQhgI4-w?sub_confirmation=1 https://www.facebook.com/tenboundinc/ https://twitter.com/Tenbound https://www.instagram.com/tenbound/ Podcast Itunes https://podcasts.apple.com/us/podcast/the-sales-development-podcast/id1153817009?mt=2Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.