The Sales Technology Podcast

In this episode of the Sales Technology Podcast, host David Dulany is joined by Anton Lenke, Global Director of Growth at Hewlett Packard Enterprise (HPE). They delve into the evolving landscape of growth operations, exploring how traditional sales development roles are transforming into strategic, data-driven functions that span multiple departments. Anton shares his journey from art to AI, offering insights into aligning marketing, sales, and operations for more efficient and sustainable growth.

They also discuss key concepts like growth operations, signal analysis, and the importance of cross-functional alignment in today’s business environment. 

Tune in to learn how SDR leaders can leverage growth ops to drive innovation and become indispensable in a shifting market.

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In this episode of the Sales Technology Podcast, host David Dulany dives deep on Partner-Led Growth, with Jared Fuller, author of the new book Nearbound. Jared shares his unique insights on the critical intersection between sales and partnerships, challenging traditional models like Predictable Revenue and introducing a new approach to GTM strategy. They explore how buyer behavior has shifted in today's complex sales landscape and emphasize the importance of trust, relationships, and being immersed in the market to drive success. Jared also offers tactical advice on leveraging existing relationships, understanding buyer networks, and navigating the ever-evolving world of sales. Tune in to discover how to align your sales approach with the realities of today's marketplace.

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In this episode of the Sales Technology Podcast, host David Dulany sits down with Matt Heinz, founder and president of Heinz Marketing, to dive deep into the intricacies of go-to-market strategies in today's dynamic B2B environment. Matt shares his journey from journalism to becoming a leading figure in marketing and sales strategy, emphasizing the importance of understanding your ideal customer profile, creating predictable pipeline outcomes, and overcoming collaboration drag. They discuss the challenges of aligning marketing, sales, and customer success teams, the evolving landscape of B2B Events, and the critical role of strategic market orchestration. Whether you're grappling with tactical marketing issues or looking to refine your go-to-market approach, this episode offers actionable insights for driving scalable success.

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In this episode of the Sales Development Podcast, host David Dulany sits down with Diego Sternberg, Founder of Nexton, to explore the evolution of remote work and its impact on the tech industry. Diego shares his journey from Stanford to Buenos Aires, where he identified the untapped potential of Latin American engineering talent. They discuss the challenges of convincing U.S. companies to embrace remote teams from Latin America, the competitive advantages of hiring from the region, and the cultural shifts that have made remote work the norm. Diego also provides insights into the current economic and political landscape in Argentina, reflecting on the potential for growth and the obstacles that lie ahead. This conversation is a must-listen for anyone interested in the future of global talent and the dynamics of remote work!

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In this episode of the Sales Development Podcast, host David Dulany converses with industry veteran Ilan Kopecky about his transformative journey from leading high-performance SDR teams at Salesforce to launching a franchise in parking lot restriping business. Ilan shares his candid experiences, including the challenges and red flags that led him to leave the tech sales world. He discusses the soul-searching moments, the support from his family, and the eventual decision to bet on himself and venture into a niche industry. The episode offers valuable insights into entrepreneurship, the rewards of starting anew, and the profound impact of aligning one's career with personal passions and values. Tune in to learn about the unexpected yet fulfilling transition from SaaS to Entrepreneurship, and how Ilan is redefining his professional life.

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In this episode of the Sales Development Podcast, host David Dulany delves into the dynamic journey of John Li, co-founder of Vimcal, a cutting-edge calendar tool tailored for busy professionals and executive assistants. John shares his experiences and insights from his early days in the tech scene, starting with his time at Twitter to navigating the challenging world of startups. He discusses the critical lessons learned from Y Combinator, the importance of persistence, and the strategic pivots that led to the development of Vimcal. John also offers a glimpse into the unique challenges faced by executive assistants and how Vimcal aims to streamline their workflow. Tune in to discover the innovative strategies that are shaping the future of productivity tools in the tech industry!

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In this episode of the Sales Development Podcast, host David Dulany engages in a deep dive with Clark Barron, a marketing genius specializing in the cybersecurity industry.

Clark shares his journey from the high-pressure world of digital creative agencies to becoming a key figure in cybersecurity marketing. The discussion covers the challenges and strategies for standing out in the crowded cybersecurity market, the value of targeted field marketing events like B-Sides over major conferences like RSA, and the importance of focusing on practitioners over CISOs for effective brand building. Clark also emphasizes the shift from traditional lead generation to providing genuine value and fostering long-term brand relationships.

Tune in for actionable insights on how to navigate and thrive in the cybersecurity marketing landscape.

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In this episode of the Sales Development Podcast, host David Dulany sits down with Blair Carey, the founder of Inside CRO, to explore the evolving landscape of industrial sales. Blair shares his journey from an investment analyst to a sales leader and explains how he is revolutionizing traditional sales models in the industrial sector. They discuss the challenges and opportunities of transitioning from territory-based, face-to-face sales to a more digital, account-based approach. Blair provides insights into understanding client profiles, the importance of effective communication, and the necessity of adapting sales strategies to meet modern demands. This episode offers valuable lessons for sales professionals looking to enhance their methods and achieve higher margins in various industries. Tune in to discover how Blair is making the phone great again and driving success for his clients.


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In this episode of the Sales Development Podcast, host David Dulany dives deep into the world of buyer personas with Jim Kraus, President of the Buyer Persona Institute. Jim shares invaluable insights into the importance of understanding buyer decisions and the five key areas that can transform your approach to sales and marketing. From defining buyer personas to conducting in-depth interviews with recent buyers, Jim provides a comprehensive guide on how to uncover and leverage the information that truly matters to your prospective clients. Whether you're in tech sales, marketing, or product development, this episode will equip you with the tools and strategies needed to better connect with your target audience and drive revenue growth. Tune in to learn from one of the leading experts in buyer persona development and take your GTM strategy to the next level!

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In this episode of the Sales Development Podcast, host David Dulany sits down with Mark Fershteyn, CEO of Recapped, to explore the innovative world of digital sales rooms and their transformative impact on the sales process. Mark shares his journey from a struggling salesperson to a successful entrepreneur, driven by a passion for process-driven selling and buyer collaboration. They discuss the challenges faced by sales teams, the importance of creating a seamless buyer experience, and the future of sales technology. With practical insights and real-world examples, this episode offers valuable strategies for sales professionals looking to enhance their approach and close more deals. Tune in to learn how Recapped is revolutionizing sales with its collaborative platform and why enabling buyers is key to winning in today's competitive market.

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