Podcasts Other Startup Selling: Talking Sales with Scott Sambucci Episode 43: An interview with David Dulany, CEO and Founder of Tenbound, and the organizer of The Sales Development Conference

Episode 43: An interview with David Dulany, CEO and Founder of Tenbound, and the organizer of The Sales Development Conference

Published: July 5, 2018, 3 p.m.

David Dulany is the CEO and founder of Tenbound, which is a consulting and training firm that focuses 100% on sales development in the tech space in the Bay Area.

He’s also the organizer of The Sales Development Conference (Check it out here: https://tenbound.com/conference), and, as you can imagine, he’s an expert when it comes to sales development.

In this episode, we really focused on one main topic: sales development.  Just a few of the things that we covered:

  • Cracking the code of sales development.
  • Why founders need to be Sales Rep first.
  • Why being an SDR is the toughest job in the sales process.
  • Compensation Structures For SDRs.
  • Traits to look when hiring SDRs.
  • Why train on persona instead of product - Lead with the problem you solve not your solution.
  • How to balance quality vs. quantity when doing outbound calls -- Use chunking.
  • Outsourcing research for your SDRs.
  • How to make your outbounds feel less cold.
  • Why you need a sales navigator in your organization.
  • The 18-month payback period - Getting ROI from your hires.
  • The #1 key metric for sales managers and their SDRs.
  • The "two-volley email" and why it's a key signal in your lead development and qualification.

Some of the books and resources that were mentioned by David:

Where to find David on the Interwebs:

Getting in touch with David: www.tenbound.com/contact