The Sales Technology Podcast

Why do some SDR’s burn out or give up while others climb the ranks to Manager and beyond? @Lakesha Magee might have figured out the winning formula. By combining a passion for learning, skills in coaching her team and a great attitude, she’s been able to propel her Sales Development program to new heights of productivity. Listen in as we dig in to her thought process and system of success! She’s o...

Sales Development is both an art and a science. While most sales professionals are comfortable with the art part, the science can be a bit more challenging. However, we need to know what messaging or modalities are working, and what are not, based on data versus hunches or opinions. We need the science. @Blake Johnson has cracked the code on experimentation with his company @Outboundview and break...

Henry Schuck is a fan favorite at The Sales Development Podcast. In just a few short years he’s built up the data powerhouse at Discoverorg and sees no end to it’s ambitions. His focus, talent and relentless attention to detail is paying off with a rush of recent acquisitions. Listen in as we explore his decision making process, how he considers the data landscape and what’s next for Discoverorg....

Thousands of college students graduate each year with massive debt and few transferable job skills. At the same, thousand of SDR jobs remain hard to fill and fall into “churn ‘n burn” due to misaligned expectations on the part of the candidates. @James Nielsen has set about to change this. By tapping into the ancient practice of mentorship, he’s turned the SDR Recruiting model on its head with his...

AI is everywhere, but how does it pertain to Sales Development? Will robots take our jobs, is it a passing fad, or are we headed toward a future of Ironman JARVIS type of thing? Join our expert this week, Addison Lee (formerly of @Conversica now with @Pantheon) who has spent several years living and studying the interaction of Sales Development and AI, and how it can benefit your performance. If y...

Join 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-t...

Outsourced Sales Development companies live and breath on creating results for their clients. If they don’t produce results, they are cancelled. As Sales Development professionals, we must learn how these companies produce results day in and day out. Our guest this week is @Mike Farrell, who ran one of the largest and most respected Outsourced companies for over a decade at @By Appointment Only We...

August 23rd, 2019. San Francisco. The Sales Development Conference. The first and only live conference 100% focused and dedicated to Sales Development. Join over 500 of the top minds in Sales Development for a full day of learning, forging new relationships and creating the next generation of Sales Development excellence. This year, we have dedicated tracks for Sales Development Leadership, Sales...

@Jake Dunlap has built his career on continuous learning and honing his craft as a Sales professional. In a just a few years, he’s built the Sales and Marketing Consulting powerhouse @Skaled, as well as built a personal brand by focusing on the unique needs of the Sales and Marketing community. Tune in this week to understand how Jake has achieved this success, and how he’s built his personal bran...

90% of Lauren Bailey’s business at @Factor8 is referral and repeat work. Think about that. Starting your business, working hard, creating programs and having customers come back to you again and again. That is a huge success. How does she do it? Tune in this week on the podcast to learn how she listens to customers and creates programs to really help them hit their goals, with heart. And how you c...

You’ve heard of Unicorn and Rocket Ship companies, but what about people? Jackie Woods could be one of those people. In just a few years, Jackie has gone from internships in college to running an high-performance Sales Development team at @Optimizely We were lucky enough to catch up with Jackie live at the Optimizely office, and she shares with us how she rose through the ranks so quickly and the...

There are many moving parts to any Sales Development operation, and adding a large number of SDRs, Managers and a global reach to the mix makes it even more complicated and difficult to execute. @Chris Castaldini has it covered, and he goes into depth on how he does it on this week’s podcast. This is a must for anyone looking to expand their program and/or career. With an MBA from Santa Clara, dee...

You could say Chris Fago has had a pretty amazing 2018… among other things… Named one of InsideSales.com Top 10 Sales Development Leaders. 3rd sales hire at RedLock, which acquired by Palo Alto Networks for $173 Million in October ‘18 Featured on Sales Secrets Podcast with Gabe Larsen, Make It Happen Podcast with John Barrows, Predictable Revenue Podcast, Hubspot Sales Blog and The Sales Developme...

Sales Development prepares you for a myriad of career choices. If you can organize your own day, hold yourself accountable, cold call strangers and stay on track to quota, you can thrive in many, many circumstances. Most people want to get in to full-cycle Sales, but some go with other paths, including entrepreneurship. That was the path of @Carolyn Betts with @Betts Recruiting. Seeing a need in t...

How do you buy things today? You may not realize it, but the process has changed dramatically in the last few years. Fast growing companies like @slack @dropbox @drift and @expensify make it so easy to get started, after a little while you love the product and are pulling out your wallet to buy or asking your boss for budget. It’s the consumerization for IT purchase. Our guest this week is Liz Cai...

@John Barrows is known as “Sales trainer to the world's fastest growing companies” and he proves it every day. He travels the world working with SDRs and Sales Reps at some of the hottest companies on earth to push them to the next level of skill development. John is someone you need to hear from now, as we enter into the new year. Take responsibility, make your own success and make it happen; the...

@Dan Gottlieb is a Sales Development Analyst with @TOPO, where he consults with Sales Development programs at some of the highest growth companies in technology and beyond. He brings a viewpoint few of us can gain: a higher level view of what works and what doesn’t in Sales Development today based on working with many companies across industries. It’s easy to get so heads-down on our own Sales Dev...

Want to be more successful? Experts say one way to is model success. i.e., find out what successful people are doing and study their strategies. Implement those in your own program and see how they support you. Listen in this week as we unpack success with @Sarah Harbison Tosh at @sigstr and discover how she moved up through the ranks from SDR to Director of Sales Development. We dig-in to what sh...

Sales Development success usually comes down to how fast you can think on your feet. Every cold call, every email reply, every chat; you’re on the spot to come up with something that’s going to keep the conversation moving forward. @Andrew Mewborn with @outreach.io has made this art of improv a study, and now shares those skills with the team at Outreach, showing phenomenal success. As a matter of...

In Scott Ingram’s recent book, “Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals” an SDR is featured named Florin Tatulea, from Loopio. How does one join these elite ranks, as the top 1% Sales professional? Listen in behind the scenes as Florin and I break down the specific tactics he used as an SDR and now as an AE to achieve that coveted status. So much to learn on this one....

Anyone who attended The Sales Development Conference in August may recall the keynote where I mentioned that in the next few years we’ll see the first Chief Sales Development Officer, the CSDO. When I mentioned this, the crowd went wild. Finally, full validation on the critical role Sales Development plays in pipeline production, revenues and thus, success of the company. A position with the autho...

Trying out a different format this week for the pod... a solo show. On my audio soapbox I go in to some highlights from the recent Sales Development Conference (350 people in San Francisco), a bunch of upcoming events including two in Boston, and some thoughts on the Sales Dev industry and the coming year. Check it out! Event breakdown I mention on the show: Sales Dev Manager Training - San Franci...

Executives are getting a ton of emails and Linkedin messages each day. But, beside from robocalls, their phones lay silent. Even when people do call, they don’t leave voicemails, so there’s very little communication happening here. Why isn’t anyone calling? Dan Jourdan is on a mission to change that. In his view, the phone is the most underutilized channel in all of Sales Development. He’s pledged...

How can Marketing truly support the work of Sales Development? Where should SDR’s report to, Marketing or Sales? How do you ensure everyone is on the same page? Scott King has thought through these issues and more, and shares a tremendous amount of wisdom on this week’s podcast. Take a listen, and ensure your revenue engine is a well oiled machine. Scott is also the host of The Scott King Show, wh...

Kyle Vamvouris has created a niche for himself as not only a top performing Sales Development Rep, but also as a Manager and Leader. Lucky for us, he has written down his knowledge in a book, now available on Amazon: Cold to Committed: Find leads, engage prospects, and book more meetings https://www.amazon.com/Cold-Committed-Engage-Prospects-Meetings/dp/1540899896/ref =tmm_pap_swatch_0?_encoding=U...