Startup Selling: Talking Sales with Scott Sambucci

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:

• T Harv Eker - https://www.harveker.com/
• Influence: The Psychology of Persuasion - Robert Cialdini
• How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing - by Stu Heineck
• The Sales Development Conference

Where to find David on the Interwebs:

• LinkedIn: https://www.linkedin.com/in/davidkdulany/
• Personal Blog: http://www.daviddulany.com/
• Twitter: https://twitter.com/dkdinsf
• Podcast: The Sales Development Podcast

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