The Sales Technology Podcast
Episodes
Content Networking, Social Media Recon & SDR Empowerment
15 Sep 2020
Contributed by Lukas
Nikki Ivey is a talented speaker, content creator, and SDR. In a world where reps are taught to curate, she is taking cutting edge approaches to messa...
A Millennial's perspective on XDR as Content Marketer
11 Sep 2020
Contributed by Lukas
Mateo is royalty in the New Guard. His tech stack is free, he's got a podcast and community on YouTube. He's teaching generations how to make their ap...
Ep 154 Steve Benson - Navigating the Turbulent Landscape in Sales Development
09 Sep 2020
Contributed by Lukas
With all the current madness, it’s harder than ever to stay focused and on track. Once you add in a team, the demands become even more intense. In t...
Top SDR turned rockstar AE drops wisdom and knowledge on what works
08 Sep 2020
Contributed by Lukas
Sarah Brazier is a fantastic debate team winner, theater actor, and also a very gifted SDR now AE at Gong. Her stacks, her philosophy, and her world a...
Restoring "humanity" to XDR
03 Sep 2020
Contributed by Lukas
Aaron Ross changed the game for scaling startups with his smash hit books "Predictable Revenue" and "From Impossible to Inevitable." In this episode, ...
Ep 153 Mary Grothe - How RevOps Supports Sales Development
02 Sep 2020
Contributed by Lukas
With the proliferation of sales tools and services today, it’s becoming increasingly important to coordinate the system in a way that helps Sales De...
Unleash your inner Ricky Gervais for B2B!
02 Sep 2020
Contributed by Lukas
Jon Selig is the Canadian Bob Ross of comedy for sales. He walks through the psychology and approach to being funny in outbound email. He tricks sales...
Create Superbowl Ads for an audience of one!
27 Aug 2020
Contributed by Lukas
Ryan 0'Hara, filmmaker, keytarist, and corgi-wrangler, takes us on a wild ride fit for Mister Toad into individualized Super Bowl ads per prospect, in...
Ep 152 Taylor Ryan - Marketing Secrets Sales Development Can Use to Drive Pipeline
25 Aug 2020
Contributed by Lukas
Taylor Ryan is a specialist in growing companies, working with leaders to determine their ideal customer profile, persona goals and marketing campaign...
Look Mom, no hands – I'm doing RevOps!
25 Aug 2020
Contributed by Lukas
Scott Haney, RevOps leader at Chili Piper, explores the future of revenue operations, explores how reps can upskill on their Operations chops, which S...
Linguistic Jiu-jitsu!
20 Aug 2020
Contributed by Lukas
Greg Woodward has the mind of a psychologist and the meticulous nature of a copywriter. He breaks down the subconscious factors that are happening whi...
Ep 151 Niraj Kapur - Everyone is in Sales Development
18 Aug 2020
Contributed by Lukas
Niraj Kapur has trained Salespeople around the world, and over time realized that in the world of business, everyone is in Sales. Surprised? It’s ac...
SDR Bill of Rights!
18 Aug 2020
Contributed by Lukas
Evan Carlton is a skilled leader of SDR teams and has sold technical ETL products to CIOs. He envisions a world where reps leverage their humanity and...
Vice President of Sales Development
16 Aug 2020
Contributed by Lukas
David speaks with Adam Johnson of ActiveCampaign about a new position of leadership developing the Sales Development world, Vice President of Sales De...
Ep 150 Neil Ringers - Taking CRM to the Next Level with Sales Engagement
13 Aug 2020
Contributed by Lukas
Neil Ringers has seen the evolution of Sales Technology from the front row, as a Sales Leader in the CRM space and now with Revenue Grid. As the indus...
Secrets from Inside Sales as a Service!
11 Aug 2020
Contributed by Lukas
Greg Casale, visionary CEO of Reveneer, really breaks it down to basics. He shares a bold call-only approach. He talks about equal business stature wh...
Ep 149 Darryl Praill - Going From CMO to CRO - Lessons From The Top
04 Aug 2020
Contributed by Lukas
Sales Development sits at the intersection of Marketing, Sales, Ops, Product, and Executives... and the natural result will be Sales Development Leade...
What Can Medical Research Teach Us About Sales Development?
04 Aug 2020
Contributed by Lukas
Marylou Tyler, the force of nature on process development for SDRS, talks about patterns in applying Deep Learning to Cancer Research as well as SDR s...
Ep 148 - Jon Miller - Account Based Sales Development Today
03 Aug 2020
Contributed by Lukas
Jon Miller is the preeminent expert in Account Based Everything, including writing the book on Account Based Sales Development. From starting Marketo,...
Ep 147 - Shawn Fowler - Coaching Sales Development Teams to Success
28 Jul 2020
Contributed by Lukas
Shawn Fowler, PhD of SalesLoft takes a deliberative and methodical approach to Sales Development program performance improvement: ongoing analysis of ...
Houston we have an opportunity! Talking to the Neil Armstrong of SDRs about SDR NASA.
28 Jul 2020
Contributed by Lukas
Beyond Sales Development with Justin Michael and Eric QuanstromQuanstrom is the bold CMO of the NASA for SDRs - CIENCE. He talks about "sub" specializ...
Ep 146 - Armand Farrokh - Bringing Energy and Education to Sales Development
23 Jul 2020
Contributed by Lukas
Armand Farrokh has crushed his roles in Sales Development, Sales and now Management. How did he rise the ranks and go on to share his knowledge and ex...
Ep 2 Beyond Sales Development with Justin Michael and Erroin Martin
22 Jul 2020
Contributed by Lukas
Erroin Martin led sales at Conversica, an artificial intelligence driven platform for processing inbound leads. He talks about ways that SDRs can inoc...
Ep 1 Beyond Sales Development with Justin Michael
13 Jul 2020
Contributed by Lukas
NEW! Beyond Sales Development with Justin Michael. Sales Development continues to grow in importance as a critical component of a successful go-to-mar...
Ep 145 - Lisa Schnare - Opening New Markets and Opportunities with Sales Development
10 Jul 2020
Contributed by Lukas
Sales Development can lead a myriad of interesting career opportunities. One of the most unique we’ve seen on the show has been @Lisa Schnare, who’...
Ep 144 - Calvin Patterson - Becoming a Lifelong Learner of Sales Development Success
03 Jul 2020
Contributed by Lukas
Throughout his career, @Calvin Patterson has studied the art and science of Sales Development through trial-n-error, certifications, courses, and orga...
Ep 143 Greg Tapper - Leveraging AI to Drive Your Sales Development Success
25 Jun 2020
Contributed by Lukas
After working with countless top performing companies as a senior consultant with @McKinsey & Company, @Greg Tapper noticed a pattern: Large establish...
Ep 142 - Evan Carlton - Leveraging Sales Development to Accelerate Your Career
16 Jun 2020
Contributed by Lukas
The skills you’ll learn in Sales Development are transferable not just to Sales, but also to Sales Enablement, Marketing, Product Development, PR an...
Ep 141 Matt Belkin - Psychographics: Your Sales Development Secret Weapon
04 Jun 2020
Contributed by Lukas
Have you ever bought something Amazon recommends? If so, you’re not alone. Amazon sees a 30% sales increase from psychographic-driven recommendation...
Ep 140 - Lisa Sharapata - Prioritizing Your Precious Time in Sales Development
27 May 2020
Contributed by Lukas
The single largest time waster in Sales Development? Sorting through unstructured data. Sifting through names, trying to find the right person to cont...
Ep 139 David Kreiger - Unlimited Sales Development Success in Crises Times
21 May 2020
Contributed by Lukas
Recently, many companies have scaled back their Sales Development programs. At the same time, there are 1000’s of open SDR jobs on the jobs boards. ...
Ep 138 Aurelien Mottier - The Ultimate Sales Development Success System
14 May 2020
Contributed by Lukas
@Aurelien Mottier is CEO and Co-founder at @Operatix and the Host of the B2B Revenue Acceleration Podcast. Over the past few years, he has built Opera...
Ep 137 Jason Bay - The REPLY Method to Explode Your Sales Development Results
07 May 2020
Contributed by Lukas
Struggling to get conversations started in this new environment? Nobody returning your calls and your team is getting fed up with a lack of results? M...
Ep 136 Joe Venuti - Modern Legends of Sales Development
29 Apr 2020
Contributed by Lukas
We have been blessed to learn from one of the true legends of Sales Development on this week’s podcast, Mr Joe Venuti of @sendoso Whether you’re n...
Ep 135 Jeff Kahn - The Sales Benefits of a Good Night's Sleep
22 Apr 2020
Contributed by Lukas
In recent years, there’s been more focus on something that we all get and most of us need more of: sleep. Especially as Sales Development profession...
Ep 134 Bobby Narang - Leveraging Sales Development to Rocket Launch a Start-Up
15 Apr 2020
Contributed by Lukas
A few years ago, @Bobby Narang had a great career going in sales, and things looked all set. But the entrepreneurial itch kept on him, so he struck ou...
Ep 133 Seth Kinney - Taking Sales Development Professionalism to New Heights
08 Apr 2020
Contributed by Lukas
Outsourced Sales Development companies live or die by producing results for their clients. Results are the name of the game. They must have the most e...
Ep 132 TJ Macke - Applying Experimentation to Sales Development Campaigns
02 Apr 2020
Contributed by Lukas
As SVP of Strategy at Sapper Consulting, TJ Macke is on the frontline of the hardcore Sales Development industry… needing to deliver high level resu...
Ep 131 Natasha Shifrin - Managing Change in Sales Development
25 Mar 2020
Contributed by Lukas
As an accomplished Sales Development Leader, Natasha Shifrin has successfully managed teams from new grads to seasoned pros. How do you manage across ...
Ep 130 - Kasey Jones and Ashleigh Early - Addressing “Brotopia” in Sales Development
11 Mar 2020
Contributed by Lukas
Emily Chang’s book “Brotopia” looks at how Silicon Valley and the tech industry became so bro-centric and how it continues to permeate the cultu...
Ep 129 - Rahim Fazal - Extending Opportunities in the Tech Industry through Sales Dev
04 Mar 2020
Contributed by Lukas
The tech industry has a bad reputation for being elitist, bro-heavy and generally unwelcoming to anyone but a certain stereotype. @Rahim Fazal and his...
EP 128 - Manvita Nielson - Meteoric Rise Through Sales Development
27 Feb 2020
Contributed by Lukas
Manvita Nielson is leading a new generation of Sales Development professionals into the future!Over the course of a short time, she has risen through ...
EP 127 - Tim Royston-Webb - Prioritization of Data in Sales Development
19 Feb 2020
Contributed by Lukas
With the plethora of data available to help Sales Development teams talk to the right people at the right accounts at the right time, where do you beg...
EP 126 - Dan Bonnet - CRO Leadership for Sales Development
12 Feb 2020
Contributed by Lukas
Sales Development success must be a coordinated effort across Marketing, SDR, Sales and the Executive Team. To drive that success, many companies impl...
EP 125 Cecelia Frye - Learning from the Best in the Business
05 Feb 2020
Contributed by Lukas
What are the keys to Sales success? Is it born or made? Cecelia Frye has figured it out and comes on the podcast this week to share her background and...
EP 124 Mo Moran - Sales Development Operations and Leadership Today
29 Jan 2020
Contributed by Lukas
Sales Development is the combination of art and science… the art is in the messaging, the human element of hiring, training and on boarding, and fig...
EP 123 Mark Ebert - Developing Leadership Skills in Sales Development
22 Jan 2020
Contributed by Lukas
Mark Ebert has led Sales teams at some of the fastest growing companies in the world, and is repeating his success now at 6Sense. Listen in as he brea...
EP 122 Dave Hawley - The Start-Up Marketing Full Funnel Formula
15 Jan 2020
Contributed by Lukas
Dave Hawley is a marketing expert who works with Saas start-ups to take their sales to the next level. Listen in as we discuss how to think about the ...
EP 121 Freedom Fighters Series - Episode Four: Chris Landry
08 Jan 2020
Contributed by Lukas
This week on The Sales Development Podcast, we are doing the final in a four part series called Freedom Fighters, where we interview entrepreneurs who...
EP 120 Freedom Fighters Series - Episode Three: Leo Quinn
31 Dec 2019
Contributed by Lukas
This week on The Sales Development Podcast, we are doing a four part series called Freedom Fighters where we interview entrepreneurs who have gone fro...
EP 119 Freedom Fighters Series - Episode Two: Garrett Mehrguth
23 Dec 2019
Contributed by Lukas
This week on The Sales Development Podcast, we are doing a four part series called Freedom Fighters where we interview entrepreneurs who have gone fro...
EP 118 Freedom Fighters Series Episode One: Matt Halle, Founder, Lead2Growth
10 Dec 2019
Contributed by Lukas
This week on the Sales Development podcast, we are starting a four-part series called Freedom Fighters, where we interview entrepreneurs who have gone...
EP 117 Shawn Finder - How Hustle Can Build a Sales Development Solution
27 Nov 2019
Contributed by Lukas
Shawn Finder is the story of how hard work, determination and focus can lead to success. With his company Autoklose Shawn has found a problem that fac...
EP 116 Lauren Dadigan - The Power of Research for Sales to Success
22 Nov 2019
Contributed by Lukas
Lauren Dadigan Combines the power of research and solid leadership to create her sales development to success. CB Insights is the leader in research o...
Ep 115 Karen Rhorer - The Science of Sales Development
13 Nov 2019
Contributed by Lukas
You probably know Karen Rhorer as a force of nature within the Modern Sales Pros community forum, as well as the powerhouse behind the AtriumHQ operat...
EP 114 Jeff Davis - Creating Togetherness: How to Align your Marketing, SDR and Sales Team for Top Performance
06 Nov 2019
Contributed by Lukas
The Sales Development Podcast with David Dulany and Jeff Davis, author of the new book Create Togetherness- now available on Amazon! https://www.jeffd...
EP 113 Eli Perkins - The Critical Role of Coaching in Sales Development
30 Oct 2019
Contributed by Lukas
You hire a group of eager SDRs, you get them all the equipment and bells and whistles, did some basic training, everyone has matching T-shirts. Should...
EP 112 Jeff Haber - Soul Surfing Sales Development Leader
23 Oct 2019
Contributed by Lukas
Jeff Haber takes a refreshing approach to Sales Development Leadership: he’s what you could call a Servant Leader. This leadership style has led to...
EP 111 David Henzel - Making Sense of Outsourced Sales Development
09 Oct 2019
Contributed by Lukas
Outsourced Sales Development can be a critical part of your Sales Dev strategy. It brings together many trends we see in the economy today: technology...
EP 110 - Peter Kazanjy - Renaissance Man and Sales Development Polymath
02 Oct 2019
Contributed by Lukas
If you’ve been in the Sales Development community for any time, you know about Pete Kazanjy.He not only runs the premier Sales community Modern Sale...
EP 109 Michael Tuso - Making of the Modern Sales Development Leader
18 Sep 2019
Contributed by Lukas
Winner of the 2019 BEAST Award for Best Sales Development Leader, Michael Tuso is a rising star in the Sales Development world. How does he create the...
EP 108 - Steven Broudy - From Army Special Operations Sniper Team Leader to Tech Sales Leader
30 Aug 2019
Contributed by Lukas
This week we have Sales Development legend Steven Broudy on the podcast as our special guest. If you’ve ever seen Steven speak at a conference or me...
EP 107 - Ron Nelson - The Sales Development Rocketship Career
13 Aug 2019
Contributed by Lukas
Sales Development offers career paths people can only dream of in other industries. Through sheer hard work and determination a great SDR can become a...
EP 106 - Erin Bush - How Revenue Operations Supports Sales Development
01 Aug 2019
Contributed by Lukas
Revenue Operations has become the term of the day when talking about how to align departments and make the go-to-market team more efficient. But what ...
EP 105 - Travis Henry - The Most Common Issues in Sales Development Today.
26 Jul 2019
Contributed by Lukas
Travis Henry spends his days working with different Sales teams all over Silicon Valley and beyond as a consultant with SalesSource. As he works with ...
EP 104 - Dan Altieri - From Customer Success to Sales Development Leadership
18 Jul 2019
Contributed by Lukas
What does it take to truly excel in Sales Development Leadership? Dan Alteri came up the ranks in a different way than most, through customer success....
Ep 103 - Nick Psaros - The Ultimate Sales Development Coaching Organization
04 Jul 2019
Contributed by Lukas
Most of the highest performing teams and organizations have one thing in common; an incredible coaching culture. But what does that actually mean, on ...
Ep 102 - Alex Jagiello - Major Considerations for a New Sales Development Manager
24 Jun 2019
Contributed by Lukas
From Hockey savant to top performing Sales Rep to SDR Manager, Alex Jagiello has always been competitive. Now that he’s running a Sales Development ...
Ep 101 - Richard Smith - Coaching Sales Development Reps to Success
10 Jun 2019
Contributed by Lukas
@Richard Smith with @refract.ai is obsessed with Coaching. In fact, Refract specializes in helping SDRs and Sales Rep pinpoint what it takes to be suc...
Ep 100 - Ralph Barsi - 100 Episodes of Sales Development Wisdom!
31 May 2019
Contributed by Lukas
It’s fitting to bring home Episode 100 with none other than a legend in our industry, Ralph Barsi. Through his work in Sales Development, Ralph has ...
Ep 99 - John Steinert - Sales Development Success and the CMO
23 May 2019
Contributed by Lukas
John Steinert is an increasingly rare form of CMO; someone who can truly leverage the Sales Development program. He brings deep experience and really...
Ep 98 Jay Tuel - Account Based Sales Development in Action
14 May 2019
Contributed by Lukas
Account Based strategies foster greater alignment across Marketing, Sales Development and Sales, and are de rigueur in modern revenue engines. But whe...
Ep 97 Derrick Williams - The Science and Art of Sales Development
07 May 2019
Contributed by Lukas
Check out the upcoming Webinar series with @HG Insights and @outreach → hginsights.com/webinars Prior to joining @HG Insights, @Derrick Williams wa...
Ep 96 - Jenny Poore - Building a Team of Sales Development Winners
29 Apr 2019
Contributed by Lukas
Jenny Poore has gone from Enterprise SDR to Manager and Senior Manager in under 3 years at Sprout Social. What is she doing right? In that time, she h...
Ep 95 - Darryl Praill - Leveraging Alignment of Marketing and Sales Development for Massive Success
19 Apr 2019
Contributed by Lukas
If you ever meet @Darryl Praill at a conference, buckle up. This is a man with an encyclopedic knowledge of the marketing world, sales engagement plat...
Ep 94 - Lakesha Magee - From SDR to Manager and Crushing It All the Way
12 Apr 2019
Contributed by Lukas
Why do some SDR’s burn out or give up while others climb the ranks to Manager and beyond?@Lakesha Magee might have figured out the winning formula. ...
Ep 93 - Blake Johnston - Creating a Culture of Experimentation in Sales Development
04 Apr 2019
Contributed by Lukas
Sales Development is both an art and a science. While most sales professionals are comfortable with the art part, the science can be a bit more challe...
Ep 92 Henry Schuck - The Data Dynasty Begins
28 Mar 2019
Contributed by Lukas
Henry Schuck is a fan favorite at The Sales Development Podcast. In just a few short years he’s built up the data powerhouse at Discoverorg and sees...
Ep 91 James Nielsen - Why Don’t We Teach Sales at School?
21 Mar 2019
Contributed by Lukas
Thousands of college students graduate each year with massive debt and few transferable job skills. At the same, thousand of SDR jobs remain hard to f...
Ep 90 Addison Lee - The Impact of AI on Sales Development
14 Mar 2019
Contributed by Lukas
AI is everywhere, but how does it pertain to Sales Development? Will robots take our jobs, is it a passing fad, or are we headed toward a future of Ir...
Sales Development Call-In Show #1 With Richard Harris and David Dulany
08 Mar 2019
Contributed by Lukas
Join Richard Harris (Sales Training Legend) and David Dulany on the Sales Development Call-In show. It's our opinion on topics such as cold calling, p...
Ep 89 Mike Farrell - Sales Development Lessons from the Biggest Outsourced Companies
28 Feb 2019
Contributed by Lukas
Outsourced Sales Development companies live and breath on creating results for their clients. If they don’t produce results, they are cancelled. As ...
The Sales Development Conference
26 Feb 2019
Contributed by Lukas
August 23rd, 2019. San Francisco. The Sales Development Conference. The first and only live conference 100% focused and dedicated to Sales Development...
Ep 88 Jake Dunlap - Building Your Personal Brand to drive Sales Development Success
21 Feb 2019
Contributed by Lukas
@Jake Dunlap has built his career on continuous learning and honing his craft as a Sales professional. In a just a few years, he’s built the Sales a...
Ep 87 Lauren Bailey - Using Personalization to Make Your Prospects Love You
11 Feb 2019
Contributed by Lukas
90% of Lauren Bailey’s business at @Factor8 is referral and repeat work. Think about that. Starting your business, working hard, creating programs a...
Ep 86 - Jackie Woods - From College to SDR Manager in 2 Years
31 Jan 2019
Contributed by Lukas
You’ve heard of Unicorn and Rocket Ship companies, but what about people? Jackie Woods could be one of those people. In just a few years, Jackie has...
Ep 85 - Chris Castaldini - How to Run a High Performance Global Sales Development Team
18 Jan 2019
Contributed by Lukas
There are many moving parts to any Sales Development operation, and adding a large number of SDRs, Managers and a global reach to the mix makes it eve...
Ep 84 - Christopher Fago - How to Skyrocket your Career in Sales Development
08 Jan 2019
Contributed by Lukas
You could say Chris Fago has had a pretty amazing 2018… among other things…Named one of InsideSales.com Top 10 Sales Development Leaders. 3rd sale...
Ep 83 - Carolyn Betts - Going from Employee to Entrepreneur and Lessons Learned
26 Dec 2018
Contributed by Lukas
Sales Development prepares you for a myriad of career choices. If you can organize your own day, hold yourself accountable, cold call strangers and st...
Ep 82 - Liz Cain - How Sales Development will Evolve with Product-Led Growth
13 Dec 2018
Contributed by Lukas
How do you buy things today? You may not realize it, but the process has changed dramatically in the last few years. Fast growing companies like @slac...
Ep 81 John Barrows - Strategy and Tactics for SDR Success
04 Dec 2018
Contributed by Lukas
@John Barrows is known as “Sales trainer to the world's fastest growing companies” and he proves it every day. He travels the world working with S...
Ep 80 Dan Gottlieb - The Sales Development Landscape Today
27 Nov 2018
Contributed by Lukas
@Dan Gottlieb is a Sales Development Analyst with @TOPO, where he consults with Sales Development programs at some of the highest growth companies in ...
Ep 79 Sarah Harbison Tosh - Going from SDR to Manager to Director
20 Nov 2018
Contributed by Lukas
Want to be more successful? Experts say one way to is model success. i.e., find out what successful people are doing and study their strategies. Imple...
Ep 78 Andrew Mewborn - Using Improv to Increase your Sales Dev Success
07 Nov 2018
Contributed by Lukas
Sales Development success usually comes down to how fast you can think on your feet. Every cold call, every email reply, every chat; you’re on the s...
Ep 77 Florin Tatulea - Specific Tactics for SDR Success
26 Oct 2018
Contributed by Lukas
In Scott Ingram’s recent book, “Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals” an SDR is featured named Florin Tatulea, ...
Ep 76 Haley Katsman - Rise of the Sales Development Executive
15 Oct 2018
Contributed by Lukas
Anyone who attended The Sales Development Conference in August may recall the keynote where I mentioned that in the next few years we’ll see the fir...
Ep 75 David Dulany - Elevating Sales Development as a Profession
26 Sep 2018
Contributed by Lukas
Trying out a different format this week for the pod... a solo show. On my audio soapbox I go in to some highlights from the recent Sales Development C...
Ep 74 Dan Jourdan - The Forgotten Sales Development Tool: The Phone
17 Sep 2018
Contributed by Lukas
Executives are getting a ton of emails and Linkedin messages each day. But, beside from robocalls, their phones lay silent. Even when people do call,...
Ep 73 Scott King - Bringing Clarity and Focus to Sales Development Alignment
06 Sep 2018
Contributed by Lukas
How can Marketing truly support the work of Sales Development? Where should SDR’s report to, Marketing or Sales? How do you ensure everyone is on th...
Ep 72 Kyle Vamvouris - Taking Prospects From Cold to Committed
24 Aug 2018
Contributed by Lukas
Kyle Vamvouris has created a niche for himself as not only a top performing Sales Development Rep, but also as a Manager and Leader. Lucky for us, he ...