WIN
I'm Carrie Richardson, and this is WIN: a podcast for MSP owners and IT channel sales leaders who are done guessing at sales and marketing and ready to get good at it on purpose.
My co-host Ian Richardson and I have both sat on both sides of the table. Ian built and exited an MSP and I've spent 15 years building pipeline for MSPs and channel vendors.
Between us, we've made the calls, missed the quotas, and closed the deals that actually moved revenue.
Every episode we sit down with an MSP owner, a sales leader, or a vendor exec and ask:
How are you winning?
No theory.
No recycled advice you've already read on LinkedIn.
Just the actual plays IT channel leaders are running right now to land new logos, protect MRR, and build something worth selling one day.
New episodes weekly. Learn more about Fox & Crow Group at https://foxcrowgroup.com/
WIN
David Dulany Helps SaaS teams WIN by choosing the right Sales Technology Stack
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David Dulany, Founder of Tenbound
In this episode of the WIN podcast, host Carrie Richardson sits down with David Dulany, the founder of Tenbound, a premier research and advisory firm in the B2B tech space. They discuss the journey of Tenbound, the evolution of sales technology, and the intricacies of building a successful sales development team. From personal anecdotes to professional insights, David shares invaluable advice for entrepreneurs and sales leaders alike. Tune in to discover the latest trends in sales technology and learn how to navigate the ever-changing landscape of B2B sales.
Episode Highlights:
- [00:01:00] - David's journey from running a sales development team at OpenDNS to founding Tenbound.
- [00:02:00] - The importance of finding a niche and the success of MSP-focused strategies.
- [00:03:00] - Overview of Tenbound's mission and services.
- [00:04:00] - The impact of sales technology on business growth.
- [00:06:00] - Legal and ethical considerations in using sales technology.
- [00:10:00] - Challenges and solutions in training SDRs and managing sales teams.
- [00:12:00] - The pros and cons of parallel dialers and other sales tools.
- [00:16:00] - The evolution of cold calling and telemarketing strategies.
- [00:20:00] - Insights into entrepreneurship and the importance of product-market fit.
- [00:24:00] - Predictions for the future of sales technology and practical advice for building a sales team.
Memorable Quotes:
- "Finding product market fit is everything, whether it's product market fit or service." - David Dulany
- "You don't need a hundred different tools, and the way that people manage the technology is problematic." - David Dulany
- "If you're the smartest person in the room, then you're in the wrong room." - David Dulany
Guest Information:
David Dulany is the founder of Tenbound, a research and advisory firm focused on sales development and technology. With a rich background in sales and marketing, David has been instrumental in shaping the B2B tech landscape through innovative strategies and cutting-edge solutions. Connect with David on LinkedIn.
Links and Resources Mentioned:
Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?
They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.
Learn more at:
Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution
Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel Vendors
Fox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses
Be a guest on WIN! We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.
