Evolving the Sales Development Game: Insights and Strategies from the Front Lines

The Sales Technology Podcast

#Business #David Dulany #Sales Development #Entrepreneur #Marketing

33:19

What’s the secret to lasting friendships? How does queer community show up through the ebbs and flows of life? And what’s the REAL story behind the “YMCA” song? In the first episode of Silver Linings, The Old Gays dive into an essential part of queer life: chosen family. They discuss the vital love, support, and sense of belonging that community provides, especially during life's toughest moments. They open up about what “queer” means to them, how chosen family has impacted their lives, and how to maintain close bonds over time–including their love for each other! “We’ve come a long way, baby.” Family isn’t just what you’re born with; it’s the people who show up, shape you, and stick around. See omnystudio.com/listener for privacy information.…

about a year ago 31:40

MP3•Episode home

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, leadership, and the ever-evolving landscape of sales development roles, David provides valuable insights into building successful teams, embracing technology, and nurturing talent for sustained growth.
Through engaging discussions and personal anecdotes, this episode illuminates the strategies, tactics, and mindset necessary to excel in sales development, offering listeners a comprehensive guide to fueling the revenue machine in today's competitive tech sales environment.
Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

371 episodes

The Sales Technology Podcast

Evolving the Sales Development Game: Insights and Strategies from the Front Lines

The Sales Technology Podcast

12 subscribers

published about a year ago

MP3•Episode home

371 episodes

#Business #David Dulany #Sales Development #Entrepreneur #Marketing

All episodes

The Sales Technology Podcast

1
Sales Tech Deep Dive 6Sense 37:42

4 weeks ago37:42

37:42

In this episode of Sales Tech Deep Dive, David Dulany and Nicolas de Kouchkovsky sit down with Latané Conant, CRO of 6sense, for an eye-opening conversation on how AI is reshaping the sales and marketing landscape. From the origins of 6sense as a predictive data company to its transformation into a full-stack GTM platform, Latané Conant walks through the evolution of customer engagement, account intelligence, and workflow automation. They explore the rise of autonomous sales plays, the role of AI agents in prospecting, the shifting expectations of BDR teams, and how brands must adapt in a world of zero-click content and dark funnels. This session also demystifies misconceptions about 6sense's capabilities, cost structure, and impact — and offers a practical look at how GTM leaders can stay competitive in the era of unpredictable revenue. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Revolutionizing Lead Generation with AI: Inside Salesbot with Jeremy Schiff 22:23

5 weeks ago22:23

22:23

In this episode of the Sales Technology Podcast, host David Dulany sits down with Jeremy Schiff, founder of Salesbot, to explore how AI is transforming B2B lead generation. Jeremy shares how his background in robotics and machine learning led to the creation of Salesbot, a powerful automation platform that simplifies and supercharges prospecting. Learn how Salesbot crawls the web to build a massive, real-time database, uses generative AI to identify ideal customer profiles, automates multi-channel outreach, and drastically reduces time spent on manual lead research. Whether you're targeting tech companies in Silicon Valley or procurement managers in Ohio, Salesbot’s smart automation helps sales teams find and engage prospects faster and more effectively. Tune in to hear how the future of sales prospecting is being built today. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
AI-Driven Sales Results: How Gamification is Redefining Sales Motivation 20:45

7 weeks ago20:45

20:45

In this episode of the Sales Technology Podcast, host David Dulany sits down with Sindre Haaland, CEO of SalesScreen, to explore the evolution of sales gamification into full-fledged AI-powered performance management. They dig into why motivating sales teams is harder than ever, how burnout and boredom kill productivity, and how SalesScreen uses real-time data, gamification, and AI insights to transform repetitive sales tasks into an engaging, performance-driven culture.From personalized dashboards and contests to team-based rewards and even Strava integrations, learn how top companies like Adobe and SAP are driving consistent sales execution across massive teams—and how AI is helping managers coach smarter, not harder.If you're a RevOps leader, Sales Manager, or curious about scaling a winning sales culture, this one’s for you. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Revolutionizing Sales with AI: From Headcount to High-Output 30:52

8 weeks ago30:52

30:52

In this eye-opening episode of the Sales Technology Podcast, David Dulany sits down with Frank Sondors, CEO of SalesForge, to unpack a bold new vision for sales productivity. Frank shares his journey from leading massive sales teams to founding a company focused on minimizing headcount while maximizing output through AI and automation. He explains how legacy tech is optimized for bloated sales teams—and why that model is broken. You’ll hear how SalesForge leverages large language models, data-driven workflows, and real-time agent-based systems to drive pipeline generation with fewer, smarter hires. Plus, Frank shares real strategies for sales leaders navigating outdated tech stacks, and why bacon is more than just breakfast—it's a brand philosophy. Whether you're scaling a sales org or refining your GTM stack, this episode is packed with insights on the future of lean, efficient, AI-powered selling. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
The Buckets Methodology: A Smarter Way to Generate Pipeline Through Cold Calling by Ryan Reisert 59:29

10 weeks ago59:29

59:29

The Buckets Methodology: A Smarter Way to Generate Pipeline Through Cold Calling by Ryan Reisert.In an era dominated by AI and automation, it’s easy to forget the power of the phone. But for Ryan Reisert, cold calling isn’t just alive—it’s thriving. With over 17 years of experience and a laser-sharp focus on outbound sales, Ryan has created a systematic approach to cold outreach that’s helped countless companies generate predictable pipeline. The key? A methodology he calls “Buckets.” Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Sales Tech Deep Dive - Outreach 25:32

11 weeks ago25:32

25:32

In this episode of Sales Tech Deep Dive, we sit down with Abhijit Mitra, CEO of Outreach, to explore the rapidly evolving landscape of sales technology. Mitra shares his journey from leading enterprise software initiatives at Oracle, SAP, and ServiceNow to joining Outreach in 2023. He discusses how Outreach has expanded beyond sales engagement into conversation intelligence, deal management, and AI-driven forecasting, unifying once-disparate categories like sales engagement, Salesforce automation, and revenue intelligence into a $25 billion and growing market. Mitra highlights Outreach’s differentiation as a "system of action", leveraging AI to streamline sales workflows, automate repetitive tasks, and provide real-time insights to sales teams. He also introduces AI-powered sales agents that proactively assist reps with prospecting and account research, reducing manual effort and improving efficiency. Additionally, he shares Outreach’s broader industry focus, expanding from high-tech to telecommunications, financial services, and global enterprise customers like Siemens. The conversation also touches on the future of AI in sales, debunking misconceptions about Outreach as merely a prospecting tool, and how AI-driven workflows will reshape sales execution. Mitra envisions a world where AI partners with sales professionals, enabling them to focus on strategic conversations and relationship-building rather than administrative tasks. For those interested in learning more about Outreach, Mitra invites listeners to visit the company’s newly revamped website and engage with their AI-powered SDR team. outreach.io Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Navigating the Complex Landscape of B2B Sales Tech: Insights from LeanData's CEO 25:17

12 weeks ago25:17

25:17

Navigating the Complex Landscape of B2B Sales Tech: Insights from LeanData's CEO In this episode of the Sales Technology Podcast, host David Dulany interviews Evan Liang, CEO of LeanData, exploring the evolution of sales technology and go-to-market strategies. Liang shares his journey from experiencing sales and marketing data challenges to founding LeanData, highlighting the critical shift from individual lead management to sophisticated account-based and buying group approaches. The conversation delves into the complexities of enterprise sales, the role of SDRs, and the delicate balance between technological automation and human intelligence. Key insights include the importance of strategic technology integration, the value of human connections in sales, and the ongoing transformation of B2B sales processes through innovative data and workflow solutions. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
The Truth About ABM & Intent Data: Why Your B2B Sales & Marketing Teams Are Still Missing the Mark 31:27

14 weeks ago31:27

31:27

Account-Based Marketing (ABM) and intent data platforms like 6sense and Demandbase promise to revolutionize your go-to-market strategy—but are they actually delivering results? In this episode of the Sales Technology Podcast, host David Dulany sits down with Kristina Jaramillo, President of Personal ABM, to unpack the growing skepticism around ABM tech, why many teams struggle with implementation, and how sales, SDRs, and marketing teams can stop chasing bad intent signals and start closing bigger deals. Kristina shares real-world insights on:✅ Why intent data alone won’t drive conversions✅ The missing strategy behind most ABM tech investments✅ How SDRs, sales leaders, and marketers can align for real revenue impact✅ The biggest mistakes teams make when adopting ABM—and how to fix them If you're in Sales, Marketing, RevOps, or GTM leadership, this episode is packed with actionable insights to turn your ABM strategy from a money pit into a revenue machine. 🎧 Tune in now! 🚀Connect with Kristina https://www.linkedin.com/in/kristinajaramillo/ Free ABM Strategy Brainstorming https://www.personalabm.com/abm-strategy-call/ Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Cracking the B2B Buyer Code: How Market Research Drives Sales Success with Peep Laja 31:45

15 weeks ago31:45

31:45

In this episode of the Sales Technology Podcast, host David Dulany sits down with Peep Laja, founder and CEO of Wynter, to explore the evolving landscape of B2B market research. Peep shares insights on how companies can leverage real-time buyer intelligence to refine their messaging, understand customer pain points, and stay ahead of rapid industry shifts—especially in the age of AI. The conversation dives into the importance of peer recommendations, review sites, and the growing role of AI-powered search in software buying decisions. Peep also discusses the future of conferences and how his event, Spryng, is redefining networking for marketing leaders. Whether you're a sales or marketing professional, this episode is packed with actionable insights on how to make your company the preferred choice in competitive markets. Conference https://wynter.com/spryng/lp Wynter data https://wynter.com/blog Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
How AI is Transforming Prospecting with Nick Smith of Sailes 21:07

18 weeks ago21:07

21:07

In this episode of the Sales Technology Podcast, host David Dulany sits down with Nick Smith, Founder and CEO of Sailes, to explore how artificial intelligence is reshaping the future of sales. Nick shares the origin story of Sailes, a groundbreaking tool designed to handle prospecting autonomously while freeing salespeople to focus on closing deals. They dive into the nuances of AI adoption in sales, the challenges of replacing traditional SDR models, and the critical role of human oversight. Tune in to learn how Sailes tackles sales inefficiencies, optimizes team performance, and generates tangible revenue results for businesses of all sizes. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Discovering Your Sales Superpower: Insights from Kristie K. Jones on Proactive Career Building 38:45

20 weeks ago38:45

38:45

In this episode of the Sales Technology Podcast, host David Dulany sits down with sales expert and author Kristie K. Jones to discuss her new book, Selling Your Way In: Setting Your Income and Owning Your Life. Kristie shares her unique framework for identifying your "sales superpower" and aligning your career choices to maximize success and fulfillment. The conversation dives deep into how sales professionals can proactively design their careers, overcome burnout, and create a personalized roadmap for achieving both personal and professional growth. With actionable advice and stories of real-world experiences, this episode is a must-listen for anyone looking to take control of their sales journey. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Revolutionizing GTM: Insights from Sendoso’s Kris Rudegraap 25:06

23 weeks ago25:06

25:06

In this episode of the Sales Technology Podcast, host David Dulany reconnects with Kris Rudegraap, CEO and founder of Sendoso, for a deep dive into the evolution of corporate gifting and direct mail as a strategic advantage in the GTM (Go-To-Market) landscape. Kris shares his journey of building Sendoso, navigating economic challenges, and leveraging AI and data to drive efficiency and ROI for sales and marketing teams. From scaling global operations to integrating AI-powered personalization, this conversation explores how Sendoso has disrupted traditional gifting practices and created a tech-enabled category that’s helping companies break through the noise. Whether you're a sales rep, RevOps professional, or marketer, this episode offers actionable insights on driving pipeline, optimizing costs, and standing out in a crowded digital landscape. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Unlocking Leads with Quiz Funnels: The Power of Scorecard Marketing 18:58

24 weeks ago18:58

18:58

In this episode of the Sales Technology Podcast, host David Dulany interviews Maxwell Nee, Chief Revenue Officer of ScoreApp, about the transformative potential of scorecard marketing. Maxwell shares how quiz-based lead generation strategies can revolutionize sales funnels, increase lead conversion rates, and deliver valuable customer insights. From leveraging AI to create personalized quizzes to effectively qualifying prospects and streamlining sales calls, this conversation dives deep into practical applications for businesses of all sizes. Tune in to discover how ScoreApp helps companies gamify their outreach efforts and maximize revenue growth. PS Don’t miss the exclusive offer to access ScoreApp’s groundbreaking book on scorecard marketing. Get Free book here Scoreapp.com/book Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Democratizing Digital Business Exits with Blake Hutchinson, CEO of Flippa 25:21

25 weeks ago25:21

25:21

In this episode of the Sales Technology Podcast, host David Dulany chats with Blake Hutchinson, CEO of Flippa, the leading marketplace for buying and selling digital businesses. Blake shares insights into how Flippa empowers founders, acquisition entrepreneurs, and institutional buyers to navigate the burgeoning asset class of digital businesses. They explore Flippa's unique approach to valuation, data verification, and end-to-end support for transactions ranging from $10,000 to $10 million. From SaaS companies to Shopify stores, discover how Flippa is transforming the way digital businesses change hands, why this market is still undervalued, and how entrepreneurs can capitalize on this growing trend. Whether you’re looking to buy your first business or scale a portfolio, this episode offers valuable lessons for aspiring and seasoned entrepreneurs alike. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…

The Sales Technology Podcast

1
Positioning and Sales Pitches That Win: Insights from April Dunford 41:59

27 weeks ago41:59