The Sales Development Framework with David Dulany #010

The Sales Consultant Podcast

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around the world and virtually.

In this episode we talk about what David sees as the toughest problems for B2B revenue teams, David’s predictions for the sales technology market, David’s book: The Sales Development Framework, and we wrap up with David’s advice to new Sales Consultants.

Episode Show Notes:

• The technology space is in a retraction right now and squeezing more therefore the focus is on efficiency whereas by comparison it was “growth at all cost” just a few months ago.“Some of the best companies, they're just taking a closer look at all aspects of efficiency, whether it's people, the processes that they have, the technology that's plugged in. It's gone from the CEO running the revenue engine to the CFO running the revenue engine to some extent.
• David is predicting consolidation in the tech sales arena which is telling because he’s very close to the research given his ownership of the Tenbound Sales Development Market Map. He’s also predicting that some companies will go out of business.
• Of the 8 pillars in his book: The Sales Development Framework, culture was the one he feels is most important right now.
• “One of the things that I saw missing from a lot of the methodologies that ends up being hugely important is establishing a culture on the team and something that's additive to the company culture. Usually companies have a culture that's either created or it can be positive or can be negative. But what's the culture of your actual SDR team and how are you thinking about that and how are you living that culture? And it's just something that I saw not a lot of people thinking about or even being able to sort of put into a context. And so that's where we actually start with the book.”
• Shares why he agrees that “Culture eats strategy for breakfast.” as Peter Drucker famously said. Here’s a Forbes article that answers why culture eats strategy for breakfast. We go into the importance of being intentional about your Sales or SDR team’s micro culture.
• He shares his views on being intentional about your culture.

• We delve into the benefits of ‘community’ for salespeople and sales organizations. Last year Tenbound launched their Tenbound Plus community and David explains why if he were to write the book again he would absolutely make “Community” one of the pillars to success in his framework.
• Discussed his HEAR/R Methodolgy and how experiments (tests) should be approached with regard to SDR messaging.
• David gives his advice to anyone who is or is thinking of becoming a Sales Consultant.
• David reveals that The Tenbound Sales Development conference will be back in San Francisco this year.

Mentions:

The Sales Development Market Map - https://tenbound.com/market-map/

David's book: The Sales Development Framework - https://www.amazon.com/Sales-Development-Framework-Productive-Program-ebook/dp/B08Z36CJ21?ref_=ast_author_dp

Forbes article that answers why culture eats strategy for breakfast - https://www.forbes.com/sites/forbescoachescouncil/2018/11/20/why-does-culture-eat-strategy-for-breakfast/?sh=7b532b021e09

David's HEAR/R Methodolgy - https://youtu.be/m_iokOIAHo4?t=192

Connect with us:

David's LinkedIn Page - https://www.linkedin.com/in/davidkdulany/

Tenbound's website - https://tenbound.com

The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

These interviews are also available on Derrick’s YouTube page