Name: Martyn Lewis - How Customers Buy & Why They Don't
Start: 2021-01-27T21:05:00Z
End: 2021-01-27T21:05:26.000Z
Location: BrightTALK
Rating: 0

Sales Appointments, Pipeline and Revenue. All businesses need them, few execute a truly predictable model to achieve them. Whether you are starting your program or strengthening your next chapter, The Sales Development Mastermind is built to help you set up, run and execute your Sales Development program in the most efficient and effective way possible. Hosted in partnership with Tenbound and BrightTALK, it features a balance of proven professionals  and rising stars who will tackle change, disruption, strategy and tactics on a monthly basis.

Technology has completely changed the way that sales professionals get their jobs done. More technology platforms mean more daily tasks for sales pro’s. Which means less time for actual selling. So how do you find a balance between the tech and too many tasks?

Daniel Viduya joins the show to talk about how his team at TaskDrive helps sales teams cut down on those tedious tasks and focus on what’s important! 

Daniel also takes us on the journey he has taken into the B2B world and how his background helps him communicate successfully with his team as well as his prospects. 

NEW Research Report Sales Development Benchmarks 2021. Grab full report here:  https://tenbound.mykajabi.com/research_report 

NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/

#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement  #research #prospecting

Ep 188  Daniel Viduya - Taking control of your Sales Development Task List

Everyone talks about aligning Marketing, SDR and Sales to achieve predictable pipeline and sales. But HOW do you actually do it?
And how do you lead this charge within your company to accelerate your career as a true Revenue Leader? 
In the session we have a true expert in this field, Tracy Eiler, going through a step by step framework on how to become that leader.

Aligned to Achieve

How do you truly create a predictivalabe pipeline machine at your company utilizing the talents and abilities of multiple departments? Start with alignment of the Demand Generation and Sales Development. Join these experienced leaders as they discuss best practices in creating and sustaining this machine through repeatable frameworks. You can’t miss this one!

Demand Generation + SDR = Pipeline Machine PANEL

Sales and marketing. It’s a tale as old as time—how can you bring together two teams to align on their strategies, targets, and overall goals? The answer is simple: Video. Join Marcy Dobozy, VP Marketing, and Dan Wardle, VP of Revenue, as they pull back the curtain on some of the most successful Vidyard initiatives that were driven by the alignment of marketing and sales. See how video can be used by both teams to not only drive more pipeline and revenue, but keep everyone up to date.

Visual Alignment

Don Otvos is on the leading edge of Revenue Alignment and has realized a startling truth - his coordination with the Sales Development team is critical to the success of his overall RevOps strategy. Being a former SDR himself, he has laid the groundwork for success through his regular meeting cadence, feedback loop and iteration of the process. Join Don to dive in on how you can replicate this in your organization to achieve massive results.

The SDR is the Most Critical Role in the Revenue Operations Organization

Can you believe LeadIQ has been doing RateMyPitch sessions for over five years now? If you've never participated before, you're in for a treat! Join Ryan O'Hara, Jon Mazza, and noted sales consultant Tom Stearns as they rate your cold emails LIVE. You'll learn how to craft a great cold email pitch that will lead to higher response rates. Have a pitch for us to rate? Send them to ratemypitch@leadiq.com and be part of the fun.

RateMyPitch

Join David Dulany with Tenbound to kick off the most important day of the year for growing your pipeline, revenue and career! We'll go over the jam packed day full of insights and actionable tips on how to go from a siloed mess to a true Revenue Machine!

Blowing up the Silos - Why Revenue Alignment is the Key Massive Success

In many cases, there aren’t many clear next steps in your career path once you become an SDR Leader. For many, they struggle with what’s next. 

Ron Nelson returns to the podcast to share his perspective on his path after SDR leadership and what motivated him to return to being an individual contributor as an Account Executive at Comparably. 

This conversation covers everything from tactical and practical career advice for current sales development leaders to the value of one hundred percent focus on your current role and the benefits of investing in yourself! 

NEW Research Report Sales Development Benchmarks 2021. Grab full report here:  https://tenbound.mykajabi.com/research_report 

NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/

#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement  #research #prospecting

Ep 187  Ron Nelson - From Sales Development Manager to AE: A Career Path

If you’ve ever considered selling into the international market, this episode is for you! 

David Lexner joins the conversation and shares insights from his ten plus years as the Director of Business Development at Cornerstone OnDemand. The conversation kicks off with David’s unique path into the sales development world and how he ended up leading a team of international sales professionals.

David shares his best practices with us on managing not only international client relationships - but also how he manages international relationships with his colleagues. Tune in for a truly informative conversation on the realities of going global!  

NEW Research Report Sales Development Benchmarks 2021. Grab full report here:  https://tenbound.mykajabi.com/research_report 

NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/

#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement  #research #prospecting

David Lexner - Going Global: International Sales Development

Scaling a successful sales organization is no small OR easy task. George Leith, Chief Customer Officer and SVP of Sales at Vendasta, knows first hand about the journey of growing and running a sales team - and lucky for us - he brings his knowledge to this conversation! 

David and George talk about the lessons he’s learned over the last 8 years of growing the team at Vendasta. George shares best practices on team growth and employee retention as well as how his team at Vendasta has helped the company scale and become a platform for over 50,000 channel partners.

NEW Research Report Sales Development Benchmarks 2021. Grab full report here:  https://tenbound.mykajabi.com/research_report 

NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/

#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement  #research #prospecting

George Leith - How to Create Rocketship Growth Today

David Dulany, Founder of Tenbound, takes a solo tour of the podcast to talk about some of the fantastic new resources available on Tenbound.com and the upcoming launch of the Tenbound Membership option.

salesdevelopment #sales #marketing

New Resources Available for Sales Development Leaders

Buyers are more empowered and knowledgeable than ever before. The voice of your customer holds more weight than ever before. 

What does this mean for sales professionals?

Todd Caponi, Author of The Transparency Sale, talks about the power of transparency and how great sales professionals understand how vital it is to a successful customer relationship. 

Listen in on David and Todd’s conversation and walk away with true insight on how to become more transparent with your prospects and customers!

NEW Research Report Sales Development Benchmarks 2021. Grab full report here:  https://tenbound.mykajabi.com/research_report 

NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/

#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement  #research #prospecting

Todd Caponi  - The Transparency Sale

We all know the key to Sales Development success is not only the top tech stack and the best people, but also continual training and coaching. You must have a system and process for continuous coaching and the discipline to ensure it’s done daily. 

But how do you do it? 

Shianne Sampson has written the book on it. Especially in conjunction with call monitoring technology, the Triage Sales Coaching model gives you a step-by-step process on how to help your team (and yourself) get better each day. 

Listen to this master of selling and learn to coach your team!

NEW Research Report Sales Development Benchmarks 2021. Grab full report here:  https://tenbound.mykajabi.com/research_report 

NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/

Shianne Sampson - The Triage Sales Development Coaching Method

How do you set up a bootstrapped, thriving business using networking, drive and pure chutzpah?  Benjamin Shapiro has done it and done it well. 

Listen into this fascinating conversation with MarTech Master  as we dive into his journey in putting together the premium podcast and community focused on Marketing Technology. 

This is a must listen show! 

NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/

NEW Research Report Sales Development Benchmarks. Grab full report here:  https://tenbound.mykajabi.com/research_report 

 #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement  #research #prospecting

Benjamin Shapiro - The Podcast Marketing Solution

At Clari’s recent Generation Revenue conference, CEOs, CROs, and heads of RevOps revealed how Marketing, Demand Gen, and Sales Development teams can drive greater alignment on creative strategies and leverage data to measure success. Tenbound discusses with industry leader Kyle Coleman top strategies.

#GenR2021 #podcast #clari #sales #marketing #revops #salesdevelopment

Kyle Coleman - How Focusing on Revenue Aligns your Go-to-Market Strategy

What are the best ways to land meetings with high quality prospects? How do we drive the behaviors needed to compete in today’s busy world?

Matt Wheeler lives these questions every day, and helps his clients land those elusive meetings. What can we learn from his process, and the success qualifiedMEETINGS has with it’s clients? And how can these processes help you achieve your goals in-house. 

Listen and learn from one of the best in the business! 

NEW Research Report Sales Development Benchmarks. Grab full report here:  https://tenbound.mykajabi.com/research_report  

The Tenbound Sales Development Conference, come learn from the best in our industry. Prospecting. Plays. Pipeline. Free virtual conference this year June and August! https://tenbound.com/conference/ 

Book Launch: The Sales Development Framework: by David Dulany and Kyle Vamvouris lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here. https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/ 

 #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement  #research #prospecting

Matt Wheeler - How Sales Development Insiders can Learn from Outsourcers

Tracie Orisko is Director, Sales Development at Huntress and an expert in EOS ®  - The Entrepreneurial Operating System. 

On this episode we dive deep into the process that makes Sales Development programs successful, and how elements of EOS ® can be related to what we do every day. 

Do you have a process? Can you measure and improve it? How do you know if you’re making incremental improvements. Listen in for clues. 

This is a can’t miss show! 

NEW Research Report Sales Development Benchmarks. Grab full report here:  https://tenbound.mykajabi.com/research_report 

The Tenbound Sales Development Conference, come learn from the best in our industry. Prospecting. Plays. Pipeline. Free virtual conference this year June and August! https://tenbound.com/conference/ 

Book Launch: The Sales Development Framework: by David Dulany and Kyle Vamvouris lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here. https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/

 #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement  #research #prospecting

Tracie Orisko - What is your Sales Development Operation System?

Quinn Fulk,  Director of Sales Development at Snowflake, takes SDR coaching seriously. 

He’s built a training and coaching machine that produces consistently great results. Listen in on how and why he does it. 

Over the course of his career, he’s seen the benefits working closely with SDRs to develop their skills as professionals and future Salespeople. With each promotion, he’s seeing the fruits of this labor and bottom line results in the business. 

This is a must listen! 

The Tenbound Sales Development Conference 2021, come learn from the best in our industry. Prospecting. Plays. Pipeline. Free virtual conference this year June and August! https://tenbound.com/conference/ 

NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris lay out a proven methodology for running a high performance Sales Development program, now available here in paperback: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=&sr=

#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement

Quinn Fulk -  Solving the People Equation in Sales Development

Over the course of many years, Martyn Lewis began noticing a pattern in how B2B customers buy, and why they don’t. 

He then mapped out that “DNA” sequence and documented it in his book by the same name. 

On this week’s show he shares with us how he mapped that process, what he learned from it and how it can help you in our prospecting and sales efforts. We do a deep dive so you can learn as well. 

This is a great one! 

Get fresh updates each Tuesday and sometimes on Friday.. subscribe to the Sales Development Newsletter for weekly updates and new SDR research! http://eepurl.com/cPHLsb

#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement

Martyn Lewis - How Customers Buy & Why They Don't

Sales Development

Marketing

Tenbound

The inside sales community on BrightTALK is made up of thousands of engaged inside sales professionals. Learn best practices for teleprospecting and lead qualification as well as advice for implementing sales prospecting tools. Join the discussion by attending on-demand and live inside sales webinars and round tables.

Inside Sales

The sales management community on BrightTALK is made up of thousands of sales management professionals. Learn about sales training ideas and techniques while improving pipeline development strategies. Join the conversation by participating in live sales development and management webinars and round tables.

Sales Strategy

Get powerful sales management insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on the sales strategies that are generating record-breaking booking, revenue and retention numbers.

Sales

The sales community on BrightTALK brings together thousands of engaged sales professionals. Learn about careers in IT sales and marketing, sales techniques and selling strategies. Join the discussion by participating in on-demand and live sales webinars and summits with leaders in the sales industry.

Martyn Lewis - How Customers Buy & Why They Don't

Presented by

About this talk

More from this channel