The Sales Technology Podcast

Moving from SDR to Sales Development Management can be a tough journey. How do you make the jump from rep to leader? Dan Ho has made that leap, and has the experience to share on how to avoid pitfalls, drive higher productivity and stay sane while making it happen. He also operates in EMEA so brings a different perspective we don’t often hear on the podcast. Tune in here! NEW BOOK: The Sales Devel...

Joe takes us on a magical mystery tour on how he created his idea, where the Product-Led Growth PLG + SDR strategy fits in, and a lot of amazing advice about PLG adoption, optimization, and execution. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .

As the world has gone digital, online communities have exploded in popularity over the last year. Jacob Peters has set out to create the standard and accepted Community Operating system with his new venture, Commsor. In this conversation, we dive deep into Jacob’s entrepreneurial journey, and his ability to bring ideas to concept and ultimately to the market. Learn how you can leverage communities...

Captain Kirk talks about active listening, quality discovery process, and fishing. This is a classic episode that modern reps need to truly excel at the human elements of new sales. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .

Wes takes us on a tour of PLG for Sales, products that sell themselves, how he built out his research for the amazon hit product-led growth, and ways he's building a community around best practices for high-growth startups. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/supp...

The world has changed radically in the past year. We can order any food on phones to our door, gain expertise from around the world online in seconds, and work from anywhere. This change to the B2B world has also led to the rise of Fractional Executives, where you know you need a CFO or CMO but are too early to hire full time, or between phases and need a Senior leader now, not tomorrow. Ed Porter...

Kyle walks us through how to establish PLG for sales dev, how it impacts the entire revenue chain, resources to get up to speed fast on PLG and the future of SaaS growth. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .

Mike Weinberg is known for delivering blunt truth on Sales success and how to operate in today’s distraction filled environment. He truly delivers on this one! Join our conversation on his new book #SalesTruth and classic New Sales Simplified, and how you can use these concepts to accelerate your prospecting and sales performance as we enter this new year. Fire off your silver bullets, forget the...

Product-Led Growth Meets Sales - First Despina walks us through the anatomy of PLG - product-led growth. An adventure into how to set up an effective SaaS organization for PLG, the leading resources and books and the role of sales and marketing. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology...

Are salespeople “coin operated”? Not the best ones. Lisa Earle McLeod has made a quest to find out what makes top-performing salespeople really stand out. The best ones have Noble Purpose. In her book, Selling with a Noble Purpose she does deep dive into understanding the difference between a sales force that’s merely effective and one that’s truly outstanding. It comes down to living your noble p...

Jeff Bajorek teaches us how sales is more similar to the way things were then some "new normal." Tune in for sound advice for humanizing and modernizing the sales process. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .

You know about Software-as-a-Service, where you pay as you go and you can drop the subscription at any time if you're not happy with it. 20 years ago this was a revolutionary concept, and today it's very familiar and recognized. But do you know about Value as a Service? Rob Bernshteyn Coupa Software CEO & Chairman, Board Member and Author at Robideas.com has written an entire book on it. This conc...

Denis talks about heart-centered approaches to outbound, maintaining work-life balance, how to break through C-Levels without gimmicks, and the overall attitude he built through elite athletics. Don't miss this motivational episode about powerful ways to leverage modern methods to breakthrough to hard to reach C-Level prospects! #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Beco...

Prospecting can be a structured, repeatable process if you are disciplined and have an approach you can follow regularly. The key is regular, daily practice. Mark McInnes has laid out this process in his new book, Tactical Pipeline Growth, and deepens it regularly on his podcast, the #Boss Podcast. In his clear, Aussie style, Mark walks us through the process, from implementation to success on thi...

Shawn Finder built Autoklose up into an emailing powerhouse which has now combined with VanillaSoft. He's an expert in digital strategy, a great coach and leader, and has many core insights for personalizing outreach as he had to crack email. The secret? Omnichannel. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcas...

We are blessed to have one of the most beloved members of the Sales Development community on stage this week, Mr Art Sobczak, author of Smart Calling (a must have book) and entrepreneur extraordinaire. Art goes deep on his experience with phone prospecting, how he wrote Smart Calling and his ups and downs over the years prospecting and selling over the phone. If you’ve been a bit call reluctant la...

Keith Daw is a masterful business strategist with Sandler. He walks us through DISC, Transactional Analysis, Pain Funnels, Elements of Persuasion, how to build a methodology at the core, and advance your career. He shares how to develop pain on outreach so prospects take our meeting. Super deep "Sales Therapy" Edition of Beyond Sales Development! #SDR #BDR #salesdevelopment #tenbound #podcast #sal...

Scott Logan and his team have discovered a key factor overlooked by many Sales Development leaders. After a tremendous investment in Brand building, Field marketing, Digital demand generation and Sales Development, many companies are missing “The Last Mile” between all the up-front activities and setting up confirmed and qualified appointments with their sales team. Too many times things fall thro...

Zeke Lever is a leader, not a manager. He knows how to train and motivate insurance reps tactically. The lessons he shares in this episode about call control, tonality, and persuasion are priceless. Don't miss this! Edge of your seat insight, passion, and wisdom #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the...

Cameron Herold is a legendary business growth guru and operator who helps leaders grow their companies exponentially. This is a person who knows how to get things done and make money for his clients. He’s written dozens of books on various business topics such as The Miracle Morning for Entrepreneurs, Meetings Suck and the one I read to find out about him, Free PR. All of them are highly recommend...

Over the course of many years, Martyn Lewis began noticing a pattern in how B2B customers buy, and why they don’t. He then mapped out that “DNA” sequence and documented it in his book by the same name. On this week’s show he shares with us how he mapped that process, what he learned from it and how it can help you in our prospecting and sales efforts. We do a deep dive so you can learn as well. Th...

Ian teaches us on this episode how to actually utilize social selling, coach and train teams, and optimize your sales tech stack. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .

Lucia Piseddu is founder of The BD School, Europe's first education platform dedicated to Business Development. (AKA Sales Development, Account Development, Lead Development) - we get into naming conventions on the podcast! Why focus on this area and start an entire school dedicated to this enterprise? Lucia dives into the creation of the program, how it benefits students, and what’s next for trai...

Warren Zenna sheds light on exactly how an SDR can get a hold of a C-Level executive. He illuminates how to run discovery calls and close deals. He sagely explains how Marketing and Sales can coalesce to create internal synergy. #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957...

Jesse Rothstein draws on 15 years experience in Sales to share his wisdom in his new book, Carry That Quota. What makes a great salesperson in the changing landscape of our digital world? How do you know if you’re right for a career in sales? What are the specific tactics you need to focus on to make your number year in and year out? Jesse walks us through all these and more. For new SDRs or seaso...