Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
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The Buckets Methodology: A Smarter Way to Generate Pipeline Through Cold Calling by Ryan Reisert
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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.”
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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.
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The Sales Technology Podcast
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 .…
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The Sales Technology Podcast
1 Revolutionizing Lead Generation with AI: Inside Salesbot with Jeremy Schiff 22:23
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 AI-Driven Sales Results: How Gamification is Redefining Sales Motivation 20:45
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 Revolutionizing Sales with AI: From Headcount to High-Output 30:52
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 The Buckets Methodology: A Smarter Way to Generate Pipeline Through Cold Calling by Ryan Reisert 59:29
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Play Later Play Later Lists Like LikedThe 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 .…
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The Sales Technology Podcast
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 .…
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The Sales Technology Podcast
1 Navigating the Complex Landscape of B2B Sales Tech: Insights from LeanData's CEO 25:17
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Play Later Play Later Lists Like LikedNavigating 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 .…
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The Sales Technology Podcast
1 The Truth About ABM & Intent Data: Why Your B2B Sales & Marketing Teams Are Still Missing the Mark 31:27
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Play Later Play Later Lists Like LikedAccount-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 .…
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The Sales Technology Podcast
1 Cracking the B2B Buyer Code: How Market Research Drives Sales Success with Peep Laja 31:45
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 How AI is Transforming Prospecting with Nick Smith of Sailes 21:07
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 Discovering Your Sales Superpower: Insights from Kristie K. Jones on Proactive Career Building 38:45
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 Revolutionizing GTM: Insights from Sendoso’s Kris Rudegraap 25:06
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 Unlocking Leads with Quiz Funnels: The Power of Scorecard Marketing 18:58
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 Democratizing Digital Business Exits with Blake Hutchinson, CEO of Flippa 25:21
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Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 Positioning and Sales Pitches That Win: Insights from April Dunford 41:59
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Play Later Play Later Lists Like LikedIn this episode of the Sales Technology Podcast, host David Dulany sits down with April Dunford, renowned author of “Obviously Awesome” and “Sales Pitch!”. April shares her journey from VP of Marketing and Sales to a sought-after consultant specializing in positioning and sales pitches for B2B tech companies. She dives deep into the critical difference between positioning and pitching, explaining how companies can bridge the gap to create compelling, value-driven sales pitches that resonate with buyers. With actionable tips and engaging anecdotes, this episode is a must-listen for SDRs, Sales Reps, Marketers, and Founders looking to refine their messaging and guide their prospects through an information-overloaded marketplace. Tune in to learn how to simplify your pitch, align cross-functional teams, and close deals with confidence. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 Transforming Sales with Digital Sales Rooms: A Conversation with Mark Fershteyn, CEO of Recapped 30:13
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Play Later Play Later Lists Like LikedIn 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 challenges faced by sales teams, the importance of creating a seamless buyer experience, and the future of sales technology. With practical insights and real-world examples, this episode offers valuable strategies for sales professionals looking to enhance their approach and close more deals. Tune in to learn how Recapped is revolutionizing sales with its collaborative platform and why enabling buyers is key to winning in today's competitive market. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 Navigating the SaaS Landscape: Unpacking Cloud Ratings with Matt Harney 51:44
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Play Later Play Later Lists Like LikedIn 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 the challenges and strategies of evaluating software, the importance of ROI reports, and how digital sales rooms are revolutionizing the buying journey. Tune in to gain valuable insights into the evolving landscape of SaaS, driven by data and customer satisfaction. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
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 misconceptions surrounding partnerships, the power of modern data integration tools like Crossbeam, and the pivotal role of sales managers in maximizing ecosystem strategies. Tune in to learn how to navigate the evolving landscape of sales technology and harness the full potential of your partner network for unparalleled growth. Don't miss out on actionable insights! Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 Sales Development: Strategies and Innovations in Tech Sales 40:40
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Play Later Play Later Lists Like LikedThis 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 impactful use of SaaS platforms to optimize sales processes. Listeners will gain insights into the nuances of effective sales development, the importance of data-driven decision making, and how to leverage technology to maximize sales outcomes. The conversation also explores Tito's multifaceted business model, including his venture capital initiatives and the synergy between sales outsourcing, advisory roles, and technological solutions. This episode is a valuable resource for anyone looking to enhance their sales techniques and understand the dynamics of sales development in the tech industry. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 Mastering Outbound Sales: Strategies for B2B SaaS Success 22:42
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Play Later Play Later Lists Like LikedThis 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 campaigns, beginning with refining messaging to better address potential clients' pain points and moving towards leveraging intent data and trigger events to target prospects more effectively. The podcast offers a deep dive into identifying and utilizing signals and triggers that predict buyer readiness, thereby enhancing the precision of outbound campaigns. Through real-world examples and practical advice, the episode provides listeners with actionable insights into optimizing their sales processes, from redefining Ideal Customer Profiles (ICPs) to integrating new technologies into existing sales stacks. The podcast is an essential resource for sales professionals aiming to boost their outbound effectiveness and drive sustained revenue growth. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 The Innovative Seller: Keeping Pace in an AI and Customer-Centric World 32:16
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Play Later Play Later Lists Like LikedJake 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 dives deep into the world of Sales, uncovering the latest, cutting-edge strategies and tactics that are reshaping how companies build their go-to-market engines. This podcast, brought to you by Tenbound, provides invaluable insights into the intersection of process, technology, and human interaction that drives revenue growth and operational efficiency. T he episode explores the challenges and solutions encountered by sales professionals as they navigate the complexities of modern sales environments, offering listeners actionable advice on optimizing sales strategies, leveraging sales technologies, and embracing AI to stay ahead in the competitive world of technology sales. Join us as we uncover the secrets to scaling sales operations, improving performance metrics, and revolutionizing the B2B sales process for the digital age. https://www.amazon.com/Innovative-Seller-Keeping-Customer-Centric/dp/1394180241/ Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
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 Marketo, Engagio (later Demandbase), and a pioneer in demand generation and account-based marketing. Jon delves into the critical need for a paradigm shift in the B2B revenue playbook. Amidst the backdrop of technological advancements and changing buyer behaviors, we explore the limitations of conventional approaches, highlighting the increasing difficulty in capturing and retaining customer attention through traditional lead-based methods. Jon articulates the importance of aligning sales and marketing efforts with the modern buyer's journey, emphasizing the strategic role of brand reputation, personalized customer experiences (ABX), and the intelligent application of AI in crafting more effective and meaningful engagements. As the B2B sector stands at the cusp of significant transformation, this session provides a valuable roadmap for navigating the complexities of today's market dynamics, ensuring organizations are poised to thrive in the competitive landscape ahead. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
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, shares invaluable insights and tactics that have cemented his status as a go-to authority in sales training. From the foundational principles of his NEAT Selling system to the upcoming release of his book "The Seller's Journey," Harris unpacks the critical components of building and maintaining a high-performance sales engine. This episode not only highlights Harris's unique approach to sales training and development but also emphasizes the importance of continuous learning, adaptation, and the personal touch in creating meaningful customer experiences. Join us as we explore the synergies between strategy, people, processes, and technology that power the go-to-market engines of the tech sales world, all brought to you by Tenbound. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 Sales Development Hacks that Work with Sally Duby 47:02
47:02 Play Later Play Later Lists Like Liked47:02
Play Later Play Later Lists Like LikedSally 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 includes significant roles at industry giants like Oracle and Skype, alongside a notable 15-year tenure at the helm of an inside sales consultancy, where she honed her leadership and strategic skills. We discuss her new book: Sales Development Hacks that Work. Buy it here: https://www.amazon.com/Sales-Development-Hacks-That-Work/dp/B0CR16C3SB Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 Does Sales Enablement Really Work? Keenan. and David Dulany 38:35
38:35 Play Later Play Later Lists Like Liked38:35
Play Later Play Later Lists Like LikedKeenan, 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 without understanding the client's needs. Keenan emphasizes the importance of diagnosing a potential client's issues before attempting to sell, akin to a medical professional diagnosing a patient. He criticizes the sales industry's focus on product-centric approaches over developing a deep understanding of the client's business problems and their impacts. David and Keenan. discuss the challenges in sales training and the disconnect between sales enablement efforts and measurable business outcomes. They argue for a shift towards outcome-oriented sales training, where the success of sales enablement initiatives is directly tied to improvements in key sales metrics. The conversation concludes with actionable advice for sales professionals looking to improve their craft, including the importance of building a problem identification chart and adopting a diagnostic mindset in sales calls. Listeners of this podcast episode gain a comprehensive understanding of the current sales development landscape, the importance of aligning sales strategies with business outcomes, and practical strategies for enhancing sales effectiveness. Through Keenan and David's insightful discussion, sales professionals and leaders are equipped with the tools and perspectives needed to thrive in today's competitive sales environment. https://salesgrowth.com/ Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 CEOs in Sales Tech - Strategies from the Outsourced SDR Trenches 41:08
41:08 Play Later Play Later Lists Like Liked41:08
Play Later Play Later Lists Like LikedCEOs 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 Demand Inc. has propelled businesses forward by generating over $7 billion in pipeline revenue through bespoke sales development services. Derek shares his journey from leading go-to-market efforts for a unicorn startup to creating Demand Inc., and how this journey inspired the development of Lasso.ai, a tool designed to leverage AI for identifying and engaging potential clients with unmatched precision. The episode further discusses the significance of research, copywriting, and experimentation in sales development, and how Lasso.ai's AI-powered capabilities are set to redefine the efficiency and effectiveness of sales outreach. This podcast is an invaluable resource for sales professionals, offering actionable insights and showcasing how embracing technology can lead to unprecedented success in the tech sales arena. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 Evolving the Sales Development Game: Insights and Strategies from the Front Lines 31:40
31:40 Play Later Play Later Lists Like Liked31:40
Play Later Play Later Lists Like LikedIn 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 .…
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The Sales Technology Podcast
1 Mastering the Value Sale: Transforming Tech Sales with Ian Campbell 36:55
36:55 Play Later Play Later Lists Like Liked36:55
Play Later Play Later Lists Like LikedIn 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 private pilot, and an adjunct professor, brings a fresh perspective on achieving tangible returns on investment (ROI) in sales. We explore the essence of value-driven sales, the impact of real-world case studies, and the importance of focusing on productivity, cost reduction, and profitability to fuel the go-to-market engine. Campbell's approach demystifies the complex world of ROI and offers practical advice for sales professionals seeking to enhance their effectiveness and drive revenue growth. This episode is a must-listen for anyone in the tech sales world looking to elevate their Sales strategies and achieve meaningful, value-based success. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
1 Leveraging B2B SaaS Reviews: Insights and Strategies for Tech Sales Success 20:20
20:20 Play Later Play Later Lists Like Liked20:20
Play Later Play Later Lists Like LikedWe 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 decision-making processes. The podcast covers the nuances of various review platforms, providing valuable insights for those in demand generation and marketing roles.Joe’s expertise illuminates the crucial role of reviews in the current B2B landscape, offering practical advice on how companies can effectively navigate and leverage these platforms for optimal sales and marketing outcomes. This episode is a must-listen for anyone looking to deepen their understanding of the B2B SaaS review ecosystem and its impact on tech sales and marketing strategies. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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The Sales Technology Podcast
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 conversation progresses, the speakers delve into the unique aspects of Aviso’s technology, such as dynamic win scoring, time series databases, and the application of complex machine learning models for accurate forecasting and deal prediction. This technology enables real-time insights into sales processes, shifting from static data analysis to proactive strategy formulation. The discussion also touches on the integration of conversational intelligence, sentiment analysis, and buyer-seller interaction dynamics, providing a holistic view of sales operations. Furthermore, the conversation sheds light on the practical application of these technologies in daily sales activities, emphasizing the role of AI in augmenting human capabilities rather than replacing them. The dialogue concludes by discussing the broader implications of AI in Sales, envisioning a future where sales teams are empowered by intelligent tools to achieve unprecedented efficiency and effectiveness. This transcript offers a comprehensive overview of the evolving landscape of AI in Sales, demonstrating the potential of technology to redefine traditional sales paradigms. Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support .…
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