The Sales Technology Podcast

Throughout his career, @Calvin Patterson has studied the art and science of Sales Development through trial-n-error, certifications, courses, and organizations focused on performance improvement. While most SDRs look at the job as a temporary stop on the way to bigger better things, this is actually damaging to their careers. Listen in as Calvin explains the benefits of his lifelong journey of edu...

After working with countless top performing companies as a senior consultant with @McKinsey & Company, @Greg Tapper noticed a pattern: Large established companies could afford to use data science applied to solving their toughest problems, but smaller companies with smaller budgets could not, and were thus losing out on the amazing opportunities afforded their competitors. His solution: Data-Scien...

The skills you’ll learn in Sales Development are transferable not just to Sales, but also to Sales Enablement, Marketing, Product Development, PR and even Entrepreneurship. Knowing how to self-regulate, organize your day, talk to strangers, handle rejection, all are priceless skills you can use throughout your career. Our guest this week Evan Carlton has used his skills to raise through the ranks...

Have you ever bought something Amazon recommends? If so, you’re not alone. Amazon sees a 30% sales increase from psychographic-driven recommendations. How about NetFlix or Spotify Discover? NetFlix attributes over $1B in retention to psychographic content suggestions and Spotify delivers 31% of its music based on psychographics. These are multibillion-dollar businesses using psychographics every d...

The single largest time waster in Sales Development? Sorting through unstructured data. Sifting through names, trying to find the right person to contact, then trying to find contact information, then figuring out what to say if you do contact them… After spending all the time you haven’t even gotten to the toughest part of the job, reaching out and talking with prospects. What if you could flip a...

Recently, many companies have scaled back their Sales Development programs. At the same time, there are 1000’s of open SDR jobs on the jobs boards. The truth is, whether you're an aspiring Sales Development leader or entrepreneur, one thing never ends, you need a strong consistent pipeline. That means either hiring SDRs or using an Outsourced SDR company. Or both. @David Kreiger has spent several...

@Aurelien Mottier is CEO and Co-founder at @Operatix and the Host of the B2B Revenue Acceleration Podcast. Over the past few years, he has built Operatix into a top provider of Outsourced SDR programs to help companies drive a reliable pipeline, even during this crisis. How specifically has he built this successful company from bootstrapping? How does he set up his Sales Development process to del...

Struggling to get conversations started in this new environment? Nobody returning your calls and your team is getting fed up with a lack of results? Maybe it’s time to try a fresh approach. Join us this week to dive in with Jason Bay, founder of Blissful Prospecting and the inventor of the REPLY Method for outbound prospecting. This consists of messages with; Relevant Results Empathy Personalizati...

We have been blessed to learn from one of the true legends of Sales Development on this week’s podcast, Mr Joe Venuti of @sendoso Whether you’re new to Sales Development or an experienced operator, you’ll learn a ton form this episode. Joe’s leadership philosophy, strategic ability and tactical brilliance has carved out his reputation as a superstar. Now he’s the inside sales guru behind the rocke...

In recent years, there’s been more focus on something that we all get and most of us need more of: sleep. Especially as Sales Development professionals, facing an unprecedented crises, the stress of quota, shaky employment, indifferent prospects and working from home. It can be overwhelming. One way to fight back? Sleep! @Jeff Kahn with @Rise Science is an expert in sleep and specially, how it can...

A few years ago, @Bobby Narang had a great career going in sales, and things looked all set. But the entrepreneurial itch kept on him, so he struck out to join the start-up world. Using his skills in Sales Dev and business, he’s been able to help grow @Opensense to the successful company it is today. And he’s learned a ton of lessons on the way, lessons we can use during this tough time. Tune in a...

Outsourced Sales Development companies live or die by producing results for their clients. Results are the name of the game. They must have the most efficient programs in place in order to maintain those results. Sales Development professionals building their own programs could definitely learn from their systems. Seth Kinney has immersed himself in the world of Outsourced for the last several yea...

As SVP of Strategy at Sapper Consulting, TJ Macke is on the frontline of the hardcore Sales Development industry… needing to deliver high level results to demanding clients on a weekly basis. How does Sapper (and his new venture Regie.io) stay ahead of this demand? People, process and consistent experimentation. Trying, tracking and reporting on new ideas to break through the noise and make connec...

As an accomplished Sales Development Leader, Natasha Shifrin has successfully managed teams from new grads to seasoned pros. How do you manage across these multiple generations and through a world that is constantly changing and evolving (especially now!) Listen to how she navigates this situation to become a successful leader in our industry and continues to build her legacy by helping a whole ne...

Emily Chang’s book “Brotopia” looks at how Silicon Valley and the tech industry became so bro-centric and how it continues to permeate the culture. Many SDR and Sales cultures are no different. Walk around any Sales floor. With their podcast and work on this topic, Kasey Jones and Ashleigh Early have endeavoured to call out the elephant in the room and get leaders to start thinking about to make t...

The tech industry has a bad reputation for being elitist, bro-heavy and generally unwelcoming to anyone but a certain stereotype. @Rahim Fazal and his team at @SV Academy has made it a mission to change this. By forging relationships with top tech companies and training candidates in Sales Development fundamentals, he has created a pipeline of talent and opportunities for people who may have never...

Manvita Nielson is leading a new generation of Sales Development professionals into the future! Over the course of a short time, she has risen through the ranks by focusing on her customers, her team, her industry knowledge and how her products can help them move forward. Listen in as we discuss how to move forward in your career from someone who is making it happen. Tenbound Sales Development Con...

With the plethora of data available to help Sales Development teams talk to the right people at the right accounts at the right time, where do you begin in sorting and prioritizing this data? Tim Royston-Webb has spent his career working on this very problem. Now with HG Insights, Tim has set out to understand how to structure data in a way that is more relevant and lucrative for Sales Development...

Sales Development success must be a coordinated effort across Marketing, SDR, Sales and the Executive Team. To drive that success, many companies implement the role of the CRO (Chief Revenue Officer) to move across silos and get everyone rowing in the same direction. Dan Bonnet has mastered this role and brings his wisdom on how to lead a revenue organization from the highest level. Whether you're...

What are the keys to Sales success? Is it born or made? Cecelia Frye has figured it out and comes on the podcast this week to share her background and how she raised up from Enterprise Rent-A-Car to an accomplished Sales Development Leadership at SurveyMonkey. Listen to how she’s created this path through training, hard work and leadership focus. This a must for any SDRs or AE’s out there who want...

Sales Development is the combination of art and science… the art is in the messaging, the human element of hiring, training and on boarding, and figuring out timing. The science is in the data, extracting value and using it iterate. Mo Moran with Greenhouse Software is one of those rare Sales Dev Leaders who have figured how to blend the best of both worlds to run a high performance program. Liste...

Mark Ebert has led Sales teams at some of the fastest growing companies in the world, and is repeating his success now at 6Sense. Listen in as he breaks down the leadership lessons and tactics he’s acquired in his rise from Sales Rep to VP of Sales. Excellent advice for new and experienced leaders in Sales Development! Big news: Tenbound Sales Development Conferences 2020 are coming up! June 18th...

Dave Hawley is a marketing expert who works with Saas start-ups to take their sales to the next level. Listen in as we discuss how to think about the importance of brand building, top of funnel lead generation, and how to coordinate with the Sales Development team to ensure no leads get left behind. Over the course of his career, Dave has developed a formula for marketing success he applies to his...

This week on The Sales Development Podcast, we are doing the final in a four part series called Freedom Fighters, where we interview entrepreneurs who have gone from the corporate world to entrepreneurship and have utilized their Sales Development skills to start successful businesses. Leave us a comment to let us know what you think of the series! Prior to starting SigParser our guest this week C...

This week on The Sales Development Podcast, we are doing a four part series called Freedom Fighters where we interview entrepreneurs who have gone from the corporate world to entrepreneurship and have utilized their Sales Development skills to start successful businesses! Leave us a comment to let us know what you think of this. On this episode, we dive in with Leo Quinn, Marketing Agency owner on...