The Sales Technology Podcast

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.