Sales Talk for CEOs: Pivoting to Success: The Tenbound Story

What if the key to your company’s success lay hidden in a challenge you’re currently facing? David Dulany’s journey from sales frustration to creating a thriving business is a testament to this idea.
In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulany, founder of Tenbound, about his transition from working at Achieve Global to founding a company focused on sales technology tools. David shares insights on pivoting his business, building a robust sales team, and the importance of niching down to meet market demands.
Here’s what you’ll discover:

• David’s journey from sales training to founding Tenbound.
• The significance of pivoting and niching in business.
• Challenges and strategies in building an effective sales team.
• Insights into the evolving landscape of sales technology.
• David’s advice for CEOs on continuous learning and adaptation.

Finding a Niche in Sales TechnologyDavid Dulany, founder of Tenbound, didn’t start his career with a clear path to entrepreneurship. Initially working at Achieve Global, a sales and leadership training company, David always had a passion for the tech industry. “I got my foot in the door at Glassdoor when they first started, and we built up the SDR team there,” David recalls. His experience at Glassdoor paved the way for his eventual leap into entrepreneurship.
The Accidental EntrepreneurDavid describes his entry into entrepreneurship as accidental. “I was between jobs and a friend needed help with his SDR program,” he says. This opportunity led to his first client and the birth of Tenbound. David’s story is a testament to seizing opportunities as they come and being open to new paths. “I was really interested in the predictable revenue model, and a lot of things converged at the same time,” he notes.
Building TenboundTenbound initially focused on consulting and training services for SDR teams. “We started doing playbooks, training, and consulting with different companies,” David explains. The company’s growth was largely driven by word of mouth and referrals. “People I had worked with in the past reached out, and that became a source of business,” he says.
Pivoting to Sales TechnologyThe major pivot for Tenbound came with the realization of the growing demand for sales technology tools. “Everybody wanted to talk about the tools,” David observes. This led to the creation of a comprehensive database of over 2,000 sales technology tools on Tenbound’s website. “We’ve compiled this database where you can research and look into the best solutions for your sales problems,” he explains.
Overcoming Challenges in HiringHiring the right salespeople was a significant challenge for David. “One person can make such a huge difference to your company,” he emphasizes. David’s approach involved a lot of trial and error, but ultimately, he found success by hiring individuals with a proven track record in sales.
Action Steps for CEOs

1. Embrace Flexibility: Be open to pivoting your business model based on market demands.
2. Invest in People: Hiring the right talent can make a significant impact on your company’s success.
3. Leverage Technology: Utilize sales technology tools to streamline operations and enhance efficiency.
4. Build a Community: Foster strong relationships with clients and industry peers to create a robust referral network.

David Dulany’s journey with Tenbound highlights the importance of adaptability, leveraging technology, and the power of community in building a successful business. To learn more about his strategies and insights, watch the full episode of Sales Talk for CEOs.
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