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Driving SDR Performance with David Dulany

David Dulany is the Founder and CEO of Tenbound; a research and advisory firm focused and dedicated 100% to sales development performance improvement. The Sales Development industry has exploded over the past few years, however, expertise in the subject is still rare. David has a long sales history and has put his expertise on paper in his book “The Sales Development Framework.” Tenbound helps revenue leaders and reps hit their pipeline and sales numbers through program assessments, playbook designs, SDR and SD manager training and coaching and Events such as Sales Development Conferences, Training Programs and Webinars. David truly sees sales development as a strategic imperative, not an entry level position or an afterthought. His three fundamentals for building a strong and successful SDR team?
  • People
  • Process
  • Technology
Check out Tenbounds upcoming events, webinars and resources on their website and their current offer to take a quick sales development survey and receive a free book.

A must listen for SDR’s and particularly SaaS companies with a program that might not be generating the desired ROI.

The Sales Development Framework book is available here on Amazon

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And you can find David here on Linkedin

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Key Points of our Discussion

  • David’s background and journey into SD and his firm
  • The impact the current market is having on SDR programs
  • Combining tools and technology with the human elements
  • The importance of a clear process for SD teams
  • SDR roles as a focused career path and who is suited to the role
  • Team structure and alignment with marketing
  • Skills leaders need to successfully drive the SD team
  • David’s book and upcoming webinars and events

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podcast-host

Your Host

Steven Norman

Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, and Targus across the Asia Pacific.

Steven is an accomplished frontline sales and business leader, keynote speaker, consultant and author, dedicated to helping B2B sales leaders implement world-class sales practices.

Years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership training, development and advisory service

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ABOUT steven

Welcome to my passion project!

Having been through more than a hundred quarters as a sales professional and tech sales leader – believe me I have felt all of the highs, lows and pressures.
  • 20+ years in senior management within the technology space
  • Managed high performance sales teams in enterprise markets across the Asia Pacific
  • Responsible for over US$4 billion in sales
Trusted consultant to some of the world’s leading enterprise tech companies, and exciting SaaS startups.
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Steven Norman

“Optimise your sales structure to set yourself and your team up for long-term success in this high intensity and challenging market.”

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