The Sales Technology Podcast
Episodes
Ep 71 James Bawden - Maximizing Your Time as an SDR
14 Aug 2018
Contributed by Lukas
Although it can be a grind, the Sales Development Rep position can be also be a great learning experience and springboard to a successful career in Sa...
Ep 70 Chris Kinnard - From PhD Candidate to Sales Development Leader
07 Aug 2018
Contributed by Lukas
Sales Development is a great career path. All companies need sales appointments, pipeline and revenue; and Sales Development acts as that critical con...
Ep 69 Matt Amundson Set Your Sales Prospecting Program on FIRE
27 Jul 2018
Contributed by Lukas
Back on the pod after way too long, @Matt Amundson with @Everstring brings his incredible depth of knowledge to share with us this week. Prospecting h...
Ep 68 Tito Bohrt Why We Should Pay Top SDRs $200,000 Per Year!
20 Jul 2018
Contributed by Lukas
This week on the pod we have the ever fascinating Tito Bohrt, Founder/CEO of AltiSales and all-around Sales Development provocateur. Tito makes the st...
Ep 67 Brandon Bruce - How to Stay Motivated in the Face of Adversity
13 Jul 2018
Contributed by Lukas
Brandon Bruce with Cirrus Insight has faced down situations that would test any entrepreneur. Going from getting his JD to starting a highly successfu...
Ep 66 Victor Baglio - What is the Ultimate Sales Development Program?
07 Jul 2018
Contributed by Lukas
This week’s guest may have finally cracked the code on putting the ultimate Sales Development program together. His emphasis: people development. Vi...
Ep 65 Richard Harris - Why Don’t We Train Sales Development Reps?
28 Jun 2018
Contributed by Lukas
Richard Harris is on a mission to address a serious problem in the Sales Development world: why don’t we train our Sales Development Reps?Sure, we g...
Ep 64 Adam Schoenfeld - From CEO to SDR - What I Learned Doing Sales Development at Siftrock
21 Jun 2018
Contributed by Lukas
Adam Schoenfeld has documented an incredible journey over the past few months. He’s the CEO who became an SDR at his company and lived to tell the s...
Ep 63 Brandon Bornancin - Doing Whatever It Takes to Succeed in Sales Development
11 Jun 2018
Contributed by Lukas
If you’re talking to Brandon Bornancin, save your excuses. This is a guy who has bet big on entrepreneurial success, made some huge wins and experie...
Ep 62 Malcolm J Smith - How to Rise from SDR to Sales Development Manager
06 Jun 2018
Contributed by Lukas
Malcolm J Smith achieved a dream many SDRs are working their tail off for every day.Through hustle, grit and determination he has clawed his way up fr...
Ep 61 Sanjit Singh - How Artificial Intelligence can Accelerate Your Sales Development
25 May 2018
Contributed by Lukas
Have you ever heard the term “guess marketing”... ie testing a hypothesis against the market to see what your ideal customer profile truly ends up...
Ep 60 Matt Finneran - How great Sales Development leaders review the game tape
18 May 2018
Contributed by Lukas
Can you imagine a great sports team doing a little training at the beginning of the season then putting their players on the field and sitting back to...
Ep 59 Olivier L’Abbe - How to use Intent Data to gain more Sales appointments
11 May 2018
Contributed by Lukas
Olivier L'Abbe is a legendary Sales Leader in the tech space. After rocketing to the top of the leaderboard at Glassdoor, Olivier then took the helm a...
Ep 58 Taylor Scotto - Hustle and Drive: Your Keys to Sales Development Success
27 Apr 2018
Contributed by Lukas
This week on the podcast I interview Taylor Scotto, who’s recent posts have been stirring up debate in the Sales Development Mastermind community. C...
Ep 57 Hope O. Baker - How to Become a Top Performing Sales Development Rep
20 Apr 2018
Contributed by Lukas
This week on the podcast I interview a rising star in the Sales Development Mastermind community, Hope O. Baker with Apptus! Hope is a top-performing ...
The Sales Development Conference 2018 San Francisco
17 Apr 2018
Contributed by Lukas
August 30th, 2018. San Francisco. The Sales Development Conference. The first and only live conference 100% focused and dedicated to Sales Development...
Ep 56 Scott Ingram - How to Become a Top Performing Salesperson
16 Apr 2018
Contributed by Lukas
Scott Ingram is trying to unlock the secret to top performance in Sales. How exactly do you break out of the pack and become Number 1?His podcast, Sal...
Ep 55 Rex Biberston - Outbound Sales without the Fluff
09 Apr 2018
Contributed by Lukas
Rex Biberston is on a mission to uplevel the profession of Sales Development. With his new venture, Rex and business partner Ryan Riesert have created...
Ep 53 Chris Bryson March 2018 Using data to drive decision making in Sales Development
20 Mar 2018
Contributed by Lukas
What happens when you put a Finance guy in charge of an SDR team? A totally data-driven approach to management, coaching and training. Metrics, combin...
Ep 52 David Cancel, March 2018 - Using timeless principles to drive your success today
05 Mar 2018
Contributed by Lukas
In past decades, David Cancel would have been known as a "Guru" or "Swami", but now, for lack of a better term, let's call him a "Thought Leader" ... ...
Ep 51 Brian Remington, Feb 2018 - How to become a trusted Sales Development Leader
21 Feb 2018
Contributed by Lukas
Brian Remington is the guy I lean on when I need advice, counseling or just a sounding board about Sales Development. He's a tremendous listener, has ...
Ep 50 Sangram Vajre, Feb 2018 - How can Account-based Marketing help your Sales Development
15 Feb 2018
Contributed by Lukas
Sangram Vajre, is the Co-Founder & CMO at Terminus, Author of "Account Based Marketing For Dummies", and the Founder of the #FlipMyFunnel movement, am...
Ep 49 Mark Ridley, Feb 2018 - What is the Secret Code of Sales Success?
06 Feb 2018
Contributed by Lukas
What if you could crack the Secret Code to sales success? Mark Ridley set out to do just that. Based on interviews and analyses of over a 1000 of the ...
Ep 48 Scott Leese - How to discover your prospects' pain points
30 Jan 2018
Contributed by Lukas
Scott Leese is a very wise man. But far from sitting in a meditation cave somewhere, he's a daily Sales practitioner, SVP of Sales and a hands-on oper...
Ep 47 Falon Fatemi - Predictive Sales Development
19 Jan 2018
Contributed by Lukas
What is the future of Sales Development? Join Falon Fatemi, CEO of Node.io, as we discuss the exciting work she's doing applying AI to the questions w...
Ep 46 Sahil Mansuri - Sales Development Genius
10 Jan 2018
Contributed by Lukas
Sahil Mansuri is a force of nature. Many years ago, Sahil and I shared a double-wide cubicle in the infant days of Glassdoor. I was struck by how inte...
Episode 45 Braydan Young & Nick Casale, Jan 2018
03 Jan 2018
Contributed by Lukas
Calling and emailing prospects still works, but takes a lot of time, resources and skill. What are some alternative ways to break through the noise an...
Episode 44 Maria Pergolino, Dec 2017
28 Dec 2017
Contributed by Lukas
Maria Pergolino has a list of accomplishments unmatched by many in our space. It’s a mile long and growing. If you haven’t met Maria or seen one o...
Episode 43 Adam Weitzman, Dec 2017
19 Dec 2017
Contributed by Lukas
What are the specific strategies and tactics to go from SDR to Account Executive? Many SDR’s are working overtime to move up in the organization, to...
Episode 42 Kyle Morris, Nov 2017
06 Dec 2017
Contributed by Lukas
From US Army Ranger to Founder/CEO of a highly successful software company, Kyle Morris has seen it all. On this week's episode, hear about making tha...
Episode 41 Kayvon, Nov 2017
29 Nov 2017
Contributed by Lukas
Entrepreneurship is hip right now, but as anyone who’s started a business will tell you, it’s the not all sunshine and rainbows. A lot of success ...
Episode 40 Amit Bendov, Nov 2017
15 Nov 2017
Contributed by Lukas
What if you could materially improve the quality of your SDR’s relationships with prospects? Could you gain more agreement, more appointments and mo...
The Sales Development Podcast Ep 39 November 2017 - Phill Keene
08 Nov 2017
Contributed by Lukas
This is one of my favorite interviews with one of my favorite people. Phill Keene runs the highly successful Real Sales Talk Podcast series with Sean ...
The Sales Development Podcast Ep 38 October 2017 - Fred Shilmover
30 Oct 2017
Contributed by Lukas
What if you could actually use the data your Sales Development team was producing to really improve team performance? Everyone talks about it, very fe...
The Sales Development Podcast Ep 37 October 2017 - Steve Woods
25 Oct 2017
Contributed by Lukas
As the author of “Digital Body Language” and the Co-Founder of Eloqua, Steve Woods has been deeply studying online behavior for years. With his ne...
The Sales Development Podcast Ep 36 October 2017 - David Priemer
17 Oct 2017
Contributed by Lukas
If you’re in Sales Development and not following David Priemer, you’re missing out on one of the top minds in our industry. David is the VP of Sal...
The Sales Development Podcast Ep 35 October 2017 - Jason DeAmato
09 Oct 2017
Contributed by Lukas
Jason DeAmato has been through it all with regards to Sales and Entrepreneurship, and has taken the time to collect his thoughts and help us get bette...
The Sales Development Podcast Ep 34 October 2017 - Kevin Dorsey
04 Oct 2017
Contributed by Lukas
Kevin Dorsey lives by the principle espoused by the late Jim Rohn: “Formal Education will make you a living… Self Education will make you a fortun...
The Sales Development Podcast Ep 33 September 2017 - Jeremy Leveille
27 Sep 2017
Contributed by Lukas
Jeremy Leveille has achieved the goal of many SDR’s … moving up in the organization to role where he uses all he’s learned to go further in his ...
The Sales Development Podcast Ep 32 September 2017 - Rob Anderson
18 Sep 2017
Contributed by Lukas
Grit. What does it mean to you? As a Sales Development professional, it’s a word you hear a lot. But what does it actually look like in real life? ...
The Sales Development Podcast Ep 31 September 2017 - Gabe Larsen
11 Sep 2017
Contributed by Lukas
Gabe Larsen may have the dream job of every Sales Development geek. As the VP of Insidesales.com Labs, Gabe runs a team of researchers and analysts tr...
The Sales Development Podcast Ep 30 August 2017 - Trish Bertuzzi
31 Aug 2017
Contributed by Lukas
STOP hatin' on SDRs and listen to this please! Trish Bertuzzi lays it down about the trend of SDR public shamings. Why Trish? She literally wrote the...
The Sales Development Podcast Ep 29 August 2017 - Steve Mayernick
23 Aug 2017
Contributed by Lukas
Do you have a SDR Playbook collecting dust on a shelf or lost somewhere in Google Docs? Imagine a sports team trying to play without a playbook. Doesn...
The Sales Development Podcast Ep 28 August 2017 - Brian Vital
15 Aug 2017
Contributed by Lukas
Imagine if your entire company was a Sales Development program. Everyone focused on the same goals, objectives and game plan. The training, developmen...
The Sales Development Conference - Sept 21st San Francisco
14 Aug 2017
Contributed by Lukas
The Sales Development Conference is an exclusive event for Sales Development leaders, bringing together VPs, Directors & Managers of Sales Development...
The Sales Development Podcast Ep 27 August 2017 - Brandon Compher
09 Aug 2017
Contributed by Lukas
Sports and Sales Development have a lot in common. The constant recruiting, the importance of constant training and coaching, the Darwinian process of...
The Sales Development Podcast Ep 26 August 2017 - Stu Heinecke
01 Aug 2017
Contributed by Lukas
What if you could get a meeting with anyone? How would that change your career? Meet Stu Heinecke, author of "How to Get a Meeting with Anyone."Stu’...
The Sales Development Podcast Ep 25 July 2017 - Andrea Waltz
26 Jul 2017
Contributed by Lukas
Every day, Sales Development professionals are striving to engage prospects and set quality sales appointments. However we get through a day, or week ...
The Sales Development Podcast Ep 24 - Nick Ruiz July 2017
19 Jul 2017
Contributed by Lukas
Nick Ruiz is an inspirational figure. After doing very well in Real Estate prior to 2008, he went bust during the last bubble. However, instead of giv...
The Sales Development Podcast Ep 23 - Thomas Corley July 2017
13 Jul 2017
Contributed by Lukas
We all have 24 hours per day. So why is it that some can be so successful and productive in the same time period, while others fall short? What’s ma...
The Sales Development Podcast Ep 22 - Katherine Andruha July 2017
06 Jul 2017
Contributed by Lukas
Working with mentors, bringing passion, and knowing your customer's pain points; some of the keys to success as a Sales Development Leader. Katherine ...
The Sales Development Podcast Ep 21 - Chris Casillas June 2017
22 Jun 2017
Contributed by Lukas
Tune in to this week's Sales Development Podcast to hear how Chris Casillas of Appfolio combines his passion for growth, learning and winning into a k...
The Sales Development Podcast Ep 20 June 2017 - Jim Brown
12 Jun 2017
Contributed by Lukas
Imagine sending a sports team out on the field with little or no training. Impossible right? Yet, we see Sales Development teams in the game every day...
The Sales Development Podcast Ep 19 June 2017 - James Nielsen
31 May 2017
Contributed by Lukas
What happens when you apply the brainpower of a Stanford Engineering PhD to the Sales Development world? Dive in this week with James Nielsen, CEO of ...
The Sales Development Podcast Ep 18 May 2017 - Steve Richard
12 May 2017
Contributed by Lukas
Steve Richard is a legend in the Sales Development space. From starting his own Sales Development appointment setting company to teaching countless SD...
The Sales Development Podcast Ep 17 May 2017 - Brian Walton
01 May 2017
Contributed by Lukas
When you think of a world-class Sales Development program, a handful of companies come to mind. LinkedIn is one of those. With over 300 people dedicat...
The Sales Development Podcast Ep 16 April 2017 - Joe Payne
17 Apr 2017
Contributed by Lukas
Jump on the Payne train! Join me this week as Joe Payne of Leadgenius and I dig into the secret weapon of high performance SDR programs that most comp...
The Sales Development Podcast Ep 15 Steven Benson
30 Mar 2017
Contributed by Lukas
Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve joined Go...
The Sales Development Podcast Ep 14 March 2017 - Russ Hearl
21 Mar 2017
Contributed by Lukas
Russ Hearl is a legend in the Sales Development space. When listening to Russ you feel like you've got a seat the Executive table. Tune is in this wee...
The Sales Development Podcast Ep 13 March 2017 - Kristina McMillan
10 Mar 2017
Contributed by Lukas
Imagine the wide perspective you could get of Sales Development best practices from working with 100’s of the world's leaders to build their teams. ...
The Sales Development Podcast Ep 12 March 2017 - Nicolette Mullenix
06 Mar 2017
Contributed by Lukas
How do you go from a Rock Star SDR to a Director of Global Sales Development in 3 years? Join this conversation with a raising star of the Sales Devel...
The Sales Development Podcast Ep 11 Feb 2017 - Marylou Tyler
22 Feb 2017
Contributed by Lukas
Predictable Revenue has been the Sales Development bible for the past 6 years. After implementing the PR methodology for that long, what have we learn...
The Sales Development Podcast Ep 10 Feb 2017 - Sean Sheppard
04 Feb 2017
Contributed by Lukas
Why the aren't we teaching people Sales in school? Sean Sheppard, Founder of GrowthX, breaks down the education gap that is not supporting the 50% of ...
The Sales Development Podcast Ep 9 Jan 2017 - Ralph Barsi
20 Jan 2017
Contributed by Lukas
What does it really take to be a legendary SDR? How do you break out of the mediocrity and raise above the noise? Find out on this week's Sales Develo...
The Sales Development Podcast Ep 8 Jan 2017 - Jake Shaffren
13 Jan 2017
Contributed by Lukas
How do you go from SDR to Manager? What should you be doing to excel your career and build an awesome future? Join me in a lively conversation with Ja...
The Sales Development Podcast Ep 7 Jan 2017 - Carrie Simpson
06 Jan 2017
Contributed by Lukas
Wake up SDRs and Management: now for something completely different! Get out of the Silicon Valley echo chamber on this week's Sales Development Podca...
The Sales Development Podcast Ep 6 Dec 2016 - Jon Miller
22 Dec 2016
Contributed by Lukas
Account Based Everything makes sense in theory, but how do you put it in practice? How do SDR Leaders step up and lead the charge? Learn from the gran...
The Sales Development Podcast Ep 5 Dec 2016 - Gabe Moncayo
09 Dec 2016
Contributed by Lukas
Going straight from college or another profession into Sales Development can be a jarring transition, to say the least. Gabe Moncayo started AlwaysHir...
The Sales Development Podcast Ep 4 Nov 2016 - Sean Burke
30 Nov 2016
Contributed by Lukas
In this conversation with Sean Burke, CEO of Kitedesk, we discuss how to be an efficient and effective SDR, how SDR Managers can set up their "Sales M...
The Sales Development Podcast Ep 3 Oct 2016 - Nick Ezzo
10 Oct 2016
Contributed by Lukas
Join your host David Dulany in a wide ranging conversation with Nick Ezzo, VP of Demand Generation at Host Analytics. Nick is a thought leader in the ...
The Sales Development Podcast Ep 2 Sept 2016 - Mark Kolsoglow
16 Sep 2016
Contributed by Lukas
Join your host David Dulany in a fascinating conversation on Sales Development wins and loses, with Mark Kolsoglow, VP of Sales at Outreach.ioBecome a...
The Sales Development Podcast Ep 1 Sept 2016 Matt Amundson
12 Sep 2016
Contributed by Lukas
Join your host David Dulany in a lively conversation on the latest best practices in Account Based Sales Development with Matt Amundson, VP of Sales D...