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 #salesengagementBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-development-podcast--1947957/support.

Ep 167 - Martyn Lewis - How Customers Buy & Why They Don't

Welcome to the Sales Development Podcast - your go-to resource for all things Pipeline and Revenue production in the tech sales world! Technology Marketing, Sales Development, Sales, and Revenue Operations have combined to create the go-to-market engine fueling the success of SaaS start-ups and established companies alike. Each week, the Sales Development Podcast dives deeply into the strategies, tactics, people, processes, and technology that fuels the revenue machine. The Sales Development Podcast is brought to you by Tenbound. Get more free resources, insights and intelligence today at tenbound.com and be sure to like and subscribe on YouTube!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-development-podcast--1947957/support.

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In this episode of the Sales Development Podcast, host David Dulany delves into the transformative concept of Ecosystem-Led Growth with Bob Moore, CEO of Crossbeam. Bob shares insights from his latest book, "Ecosystem Led Growth," and explains how leveraging data and relationships within partner ecosystems can drive efficient and scalable business growth. They discuss the challenges and misconceptions surrounding partnerships, the power of modern data integration tools like Crossbeam, and the pivotal role of sales managers in maximizing ecosystem strategies. Tune in to learn how to navigate the evolving landscape of sales technology and harness the full potential of your partner network for unparalleled growth. Don't miss out on actionable insights!Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-development-podcast--1947957/support.

Ecosystem-Led Strategies with Bob Moore

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Sales Development: Strategies and Innovations in Tech Sales

This episode of the Sales Development Podcast, hosted by David Dulany and featuring expert guest Mark Colgan, delves into the intricate world of outbound sales strategies for B2B SaaS companies. The discussion centers on overcoming common pitfalls that many companies face when their outbound efforts yield diminishing returns. Mark breaks down his two-phase approach to revitalizing outbound campaigns, beginning with refining messaging to better address potential clients' pain points and moving towards leveraging intent data and trigger events to target prospects more effectively. The podcast offers a deep dive into identifying and utilizing signals and triggers that predict buyer readiness, thereby enhancing the precision of outbound campaigns. Through real-world examples and practical advice, the episode provides listeners with actionable insights into optimizing their sales processes, from redefining Ideal Customer Profiles (ICPs) to integrating new technologies into existing sales stacks. The podcast is an essential resource for sales professionals aiming to boost their outbound effectiveness and drive sustained revenue growth.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-development-podcast--1947957/support.

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The Innovative Seller: Keeping Pace in an AI and Customer-Centric World

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Ep 167 - Martyn Lewis - How Customers Buy & Why They Don't

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