David Dulany's Blog

By Jeff Garon, Senior Researcher, Tenbound
 
​Erin serves as the Senior Director of Revenue Operations for Lean Data (LeanData provides the Revenue Ops platform to manage all go-to-market motions to increase speed-to-revenue, improve the buyer experience, and better align sales and marketing ROI), and shared her insights to the growing field of Revenue Operations, crafted by her vast experience spanning sales development, management, operations and beyond.
 
Interesting takeaways from our conversation:
 

1. Erin describes revenue operations as a customer focused, holistic approach to a company’s systems, data and processes that align to your entire customer journey and experience, merging and aligning the marketing, sales and customer success functions.
   
   
2. Sales and marketing operations may be overlapping on various functions when siloed. By merging into Revenue Operations, efficiencies and savings can be realized, such as not having separate contracts with similar or the same vendors for different teams.
   
   
3. Erin found success by building out the revenue operations function based on the go to market strategy of the organization. If your sales team is focused on accounts, build out your systems, processes and workflows accordingly with that top of mind instead of constantly tweaking a system intended for a different GTM plan.

 
For more information on Erin & Lean Data, please visit her LinkedIn profile or visit leandatainc.com.
 
Podcast epidsode https://www.spreaker.com/user/9196584/episode-106-special-done
And here https://tenbound.com/resources/

​Click on image to hear the podcast.

​Feel like you’re getting lost in the noise?

Not sure how to create better engagement in your current playbook?

Involve your SDR team. SDR’s are often your first point of contact with prospects and can be the make or break in your sales cycle.

Whether it’s uncovering needs that your sales team can then help meet, or just creating an authentic connection, SDR’s are invaluable to your entire process.

Our guest today on The Sales Engagement Podcast was David Dulany, CEO of Tenbound. He chats with Mark about how your sales development team is indispensable when it comes to the effectiveness of your engagement, especially when it comes to connecting on an authentic level with your prospects.

​Episode 17 Brian Walton
Summary:
In this episode, David shares the mic with Brian Walton, Sales Development Director at LinkedIn. Listen as Brian walks us through his journey from starting off on the talent solutions team of LinkedIn to becoming the Sales Development Director. He has managed and reorganized the sales development teams of Latin America into segments so that each team can focus on their target people and maximize their efficiency. Tune in as Brian discusses the importance of training your sales reps and what he’s fired up about, today, in his work at LinkedIn.

3 Key Points:
1. Managers and directors: spend time with your sales reps, educating them on the fundamentals of how business leaders think.
2. Sales reps: if your point of contact is a VP of sales, go to your own company’s VP of sales—study and learn from them so that you can be better equipped for that meeting or call.
3. At the end of the day, you are just two people connecting and and that point of connection is what people appreciate and respect.

​Welcome Joe Payne to the show! Joe handles the Demand and Partnerships at LeadGenius, a lead generation company that takes marketing to the next level. Listen as Joe shares with David why he considers the old lead generation methods to be a waste of time and resources, the different ways LeadGenius works with their customers to maximize on their ad targeting and sales development, and why hiring a sales intern can be the first step to building a lead generation process for small companies.

3 Key Points:
1. Lead generation is more than just acquiring a list of names and email accounts—the opportunity to save time and narrow in on your targeting is KEY.
2. Your messages to prospects MUST translate into a valuable, personalized message, otherwise, it just becomes a noise.
3. Smaller companies can start building their lead generation processes and systems by utilizing the people that are available to them—sales interns are a great resource for this.

​"If your actions inspire others to dream more, learn more, do more, and become more, you are a leader." - John Quincy Adams

I can't think of a more appropriate quote for this week's guest. As you can tell from the intro, I'm a huge fan of Ralph Barsi.  Below, Ralph compiled the notes, links, books and takeaways from our conversation so you can put the ideas into action today! As you can see, he went way above and beyond to make this useful. The sign of a true professional. 

Show Notes:

Connect with Ralph Barsi: LinkedIn | Twitter | Instagram | Website | Email

ServiceNow: Provides service management for every business unit in the enterprise.

Glassdoor: Search millions of jobs and get the inside scoop on companies with employee reviews, personalized salary tools, and more.

AA-ISP: The American Association of Inside Sales Professionals.