The Sales Technology Podcast

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...

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 sou...

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...

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 cyberse...

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...

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 wit...

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 ch...

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 t...

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 misconcept...

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 im...

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 campai...

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...

Sales Tech Deep Dive with Jon Miller Revolutionizing 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...

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, shar...

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 inc...

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 wi...

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 D...

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...

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...

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 deci...

Revolutionizing Sales Technology: A Deep Dive into Aviso AI-driven Sales Solutions The 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 convers...

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 s...

Modernizing Go-to-Market Strategies: An Insightful Dive with Zoominfo Dominik Facher and Nicolas De Kouchkovsky In 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...

Revving Up Sales Development: Mastering Outbound Strategies in Tech Sales In 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 startup...

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 companie...