The Selling Podcast

SALES DEVELOPMENT PROGRAM - WELCOME TO THE NEW WAVE WITH DAVID DULANY

May 19, 2021 Season 2 Episode 19
The Selling Podcast
SALES DEVELOPMENT PROGRAM - WELCOME TO THE NEW WAVE WITH DAVID DULANY
Show Notes

Founder and CEO of Tenbound joins us for an episode of enlightenment. David Dulany shares insights on how to create a great sales development process. His book, "The Sales Development Framework" can be purchased on Amazon. You can learn more about his process and consulting services by going to https://www.daviddulany.com/.

Here is what we discuss (and quickly realize that we are WAY OVER our heads) with David:

  • Technology's trend-setting culture continues to lead the way.
  • Companies trying to work a new culture, then they need an SDR team (sales development representative team)
  • Inbound and outbound calling is critical to success and Tenbound helps deliver on results. 
  • There is a "farm league" for the sales team and the foundation is critical to building a successful team.
  • Outside the borders of tech, then an SDRT would make sense to run an efficient and productive team.
  • We also run simple math: Connects + Conversions to Appointments + Pipeline Deals = Closures. If something is not adding correctly, then we must reevaluate.

Mike and Scott learned something new! The SDR role is important to begin the funnel of sales. With solid prospecting and pipeline development, then sales will grow quickly.

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