The Sales Technology Podcast

Although it can be a grind, the Sales Development Rep position can be also be a great learning experience and springboard to a successful career in Sales, Marketing, Customer Success and other parts of the company. But how do you stay motivated? James Bawden came to realize the opportunity after trying a few different roles before getting in to Sales Development, and has now figured out how to tru...

Sales Development is a great career path. All companies need sales appointments, pipeline and revenue; and Sales Development acts as that critical connective tissue between departments. That’s why we’re so passionate about this industry. This week on the pod, we have @Tenbound alumni and all around rock star @Chris Kinnard, who has had a varied career that has lead to Sales Development leadership...

Back on the pod after way too long, @Matt Amundson with @Everstring brings his incredible depth of knowledge to share with us this week. Prospecting has changed dramatically in the last few years. Your prospects are flooded with messages, signals and distractions. In order to stand out, you need to bring something to the table when you reach out. Gone are the days of blindly email spamming thousan...

This week on the pod we have the ever fascinating Tito Bohrt, Founder/CEO of AltiSales and all-around Sales Development provocateur. Tito makes the strong case here and in his other writings that we have the whole SDR->AE thing backwards in our GTM strategy… https://www.linkedin.com/pulse/why-i-pay-my-best-outbound-sdrs-more-than-most-aes-you-tito-bohrt/ i.e… actually hunting prospects and compell...

Brandon Bruce with Cirrus Insight has faced down situations that would test any entrepreneur. Going from getting his JD to starting a highly successful Sales tech company has taught him that determination, grit and keeping up a good attitude will get you through even the toughest times. As we in the Sales Development community face down difficult situations every day, it’s great to know it can lea...

This week’s guest may have finally cracked the code on putting the ultimate Sales Development program together. His emphasis: people development. Victor Baglio of BrightTalk wants you to join his program and graduate out of it as fast as he can make it. He’ll push you to accelerate your growth and expand your skills as an SDR so you can go on to Account Executive and other positions if that’s your...

Richard Harris is on a mission to address a serious problem in the Sales Development world: why don’t we train our Sales Development Reps? Sure, we give them a few weeks of product training and show them how to use Salesforce, but where does it go from there? Hope they produce high quality Sales appointments by trial and error, and smile and dial? Hope is not a strategy. Forget it. To achieve high...

Adam Schoenfeld has documented an incredible journey over the past few months. He’s the CEO who became an SDR at his company and lived to tell the story. Check out the posts here https://www.linkedin.com/in/adamschoenfeld/ and here https://siftrock.com/blog/from-ceo-to-sdr-what-i-learned-why-ceos-should-pay-attention/ During this experience, Adam got a taste of what Sales Development professionals...

If you’re talking to Brandon Bornancin, save your excuses. This is a guy who has bet big on entrepreneurial success, made some huge wins and experienced some big crashes. He just never gives up and works his tail off to hit his targets. Something everyone in Sales Development would understand. The first time I saw Brandon was his video of when he talked his way in to Grant Cardone’s https://www.li...

Malcolm J Smith achieved a dream many SDRs are working their tail off for every day. Through hustle, grit and determination he has clawed his way up from SDR to Sales Development Manager. How’d he get that done? What were the specific mindsets, schedules and execution necessary to get to that next step? And perhaps more importantly, once you grab that coveted spot, how do you stay there and keep c...

Have you ever heard the term “guess marketing”... ie testing a hypothesis against the market to see what your ideal customer profile truly ends up being. Time consuming, difficult, resource intensive. Sanjit Singh has set out to end the guessing game and make sure you’re spending the right amount of time with the right accounts with his company Leadcrunch[ai]. We go deep in this episode on how he...

Can you imagine a great sports team doing a little training at the beginning of the season then putting their players on the field and sitting back to look at the scoreboard? Sounds crazy, but it’s something we see a lot in the Sales Development world. A couple weeks training and then hit the phones. But what about the game tape? Can you imagine Bill Belichick never reviewing any game tape? Crazy....

Olivier L'Abbe is a legendary Sales Leader in the tech space. After rocketing to the top of the leaderboard at Glassdoor, Olivier then took the helm at G2 Crowd and is now growing this rocketship as well to new heights. G2 Crowd is really interesting for Sales Development. What if you could interact with new prospects while they're in market? How could that help move a cold lead to a warm lead wit...

This week on the podcast I interview Taylor Scotto, who’s recent posts have been stirring up debate in the Sales Development Mastermind community. Check out his activity feed on Linkedin for some great topics. Taylor has strong views on how to excel at Sales Development, and has learned a lot on the way up the chain of command since starting as an SDR at Linkedin and now running Sales Dev at Lingo...

This week on the podcast I interview a rising star in the Sales Development Mastermind community, Hope O. Baker with Apptus! Hope is a top-performing BDR who's in the trenches every day getting it done. Listen to how she brings positivity, energy and curiosity to her role and focuses on positive outcomes for her prospects and co-workers in order to achieve success. If you're managing a Sales Devel...

August 30th, 2018. San Francisco. The Sales Development Conference. The first and only live conference 100% focused and dedicated to Sales Development. Join over 300+ 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 as wel...

Scott Ingram is trying to unlock the secret to top performance in Sales. How exactly do you break out of the pack and become Number 1? His podcast, Sales Success Stories interviews the top Sales Performers in a variety of industries to find the patterns and frameworks of today's best. The best salespeople tend to stay close, almost operating in on a different plane than us mere mortals. What exact...

Rex Biberston is on a mission to uplevel the profession of Sales Development. With his new venture, Rex and business partner Ryan Riesert have created The Sales Developers, creating word-class sellers through enablement, education, and engagement. Rex and Ryan wrote a the book "Outbound Sales, No Fluff", which we dive in to on this week's Sales Development Podcast! Learn how to be effective in Sal...

What happens when you put a Finance guy in charge of an SDR team? A totally data-driven approach to management, coaching and training. Metrics, combined with a human side. Ultimately, a winning team. Chris Bryson has lived that transition, and comes on the podcast this to tell us about how he did it. Listen and learn on how to bring an analytical approach to all parts of Sales Dev Management. Rece...

In past decades, David Cancel would have been known as a "Guru" or "Swami", but now, for lack of a better term, let's call him a "Thought Leader" ... even though that term doesn't even do justice. David is the real deal on many levels. He has undeniable street credentials from a business perspective, is a great conversationalist and deep thinker, has a huge platform of followers, and uses his grow...

Brian Remington is the guy I lean on when I need advice, counseling or just a sounding board about Sales Development. He's a tremendous listener, has great advice and is a proven leader in our industry. Brian's approach to Sales Development management is timeless; hire the best, truly care about the people who you work with, support your team and bring passion to your work every day. And he wins c...

Sangram Vajre, is the Co-Founder & CMO at Terminus, Author of "Account Based Marketing For Dummies", and the Founder of the #FlipMyFunnel movement, among many other successful endeavors. Definitely someone we need to learn from. Over the past few years, Sangram has defined a vision, created a framework, and rigorously executed that vision. In the process, he has carved out a niche in our market an...

What if you could crack the Secret Code to sales success? Mark Ridley set out to do just that. Based on interviews and analyses of over a 1000 of the world's leading salespeople, across a mix of industries, cultures and context, his new book presents the most rigorous evaluation of how salespeople behave and how they are driven. Check out the book here: https://www.amazon.com/dp/1911498002/_encodi...

Scott Leese is a very wise man. But far from sitting in a meditation cave somewhere, he's a daily Sales practitioner, SVP of Sales and a hands-on operator. Join Scott and I as we discuss his book "Addicted to the Process", how salespeople are like rehab workers, and why surfing is so much like life. Get the book here: https://www.amazon.com/Addicted-Process-Transactional-Confidence-Consistency/dp/...

What is the future of Sales Development? Join Falon Fatemi, CEO of Node.io, as we discuss the exciting work she's doing applying AI to the questions we struggle with every day in our role as we go to market: What is my true ideal customer profile? How do I access the right buyers at target accounts? What are the attributes of target accounts that will drive maximum revenue? ... and more. Falon has...