David Dulany
372 episodes listed below
B2B revenue talk, pressure-tested one practical question at a time.
The Sales Technology Podcast puts host David Delaney across from B2B guests, from the CEOs of LeanData and Sendoso to Christina Jaramillo of Personal ABM. The talk stays grounded in intent data, quota math, everyday AI shortcuts and how to make top-rep habits repeatable across a whole team.
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The Sales Technology Podcast is a B2B sales interview show presented by Tenbound, and it treats revenue as a machine whose parts are worth taking apart. Pipeline, sales development, marketing, revenue operations and the tools that connect them make up the beat. Host David Delaney does his best work in the follow-up. A guest describes a model, and he asks what it means for the person who has to carry it out. Sometimes that is a small check, as when a conversation with Ilan Kopecky about going the franchise route pauses so he can ask whether a profit margin figure is net, after taxes and everything else. Sometimes the question is bigger. In the LeanData conversation with CEO Evan Lang, it becomes how a company can copy the instincts of the few enterprise reps at the top of the bell curve, the ones who multi-thread naturally, so that more of the team can sell bigger deals. The show also has a skeptical streak when a topic invites one. 'The Truth About ABM & Intent Data: Why Your B2B Sales & Marketing Teams Are Still Missing the Mark', with Christina Jaramillo of Personal ABM, makes the point that a buyer flagged by intent data may already have a shortlist by the time anyone reaches out. When every team has the same signals and reacts the same way, the argument goes, everyone ends up in a 'sea of sameness', and buyers start hunting for the most value for the least money. 'Uncovering Hard Truths with Will Barron: Proven Sales Tactics and Lessons Learned' goes back to basics: how many deals it takes to hit quota, how many accounts that means in pipeline, and how much outreach it takes to book the meetings. The conversation admits this is boring, tedious work. The search for a single bottleneck comes only after it, and the bottleneck might be something as simple as buyers who are not on LinkedIn. Founders get airtime as well. In the Sendoso conversation with Kris Rudegraap, the host's surprise at how much the company has grown turns into a point about listening to customers instead of throwing spaghetti at the wall. AI shows up as a working habit. John Munsell of Bizzuka describes photographing a business card and having ChatGPT turn it into a VCF file for his address book. The host follows up the way the show usually does, asking whether that applies to a team of five to ten or an organization of thousands, and the answer is all of the above. The conversations are quick and casual, full of okay and wow, with room for a joke, like a closing aside about skipping the Cybertruck and sticking with a box truck for now. Tenbound frames the interviews with reads that invite reviews of software tools people love or hate and point to a free sales tech buyer guide. Some intros and outros use the name Sales Development Podcast instead. For a first listen, the ABM and intent data episode shows the show at its most pointed, and the Will Barron conversation works as a checklist to hand a new rep. Either way, what a listener comes away with is less a pep talk than a set of sharper questions to ask about a pipeline.
Made for: Suits a listener who works somewhere along the B2B revenue chain, such as an SDR, sales leader, marketer or founder, and wants frameworks tested against real sales situations rather than left as theory.
What sets it apart: The guest list mixes sales-tech CEOs with conversations about ABM, AI and entrepreneurship. The host keeps pulling each one back to practice, down to checking whether a margin figure is net.
Welcome to the Sales Technology 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 Technology Podcast dives deeply into the strategies, tactics, people, processes, and technology that fuels the revenue machine. The Sales Technology 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...
Based on 6 episodes we listened to · September 2026
Detailed guest conversations connect sales ideas to the metrics, workflows, and judgment calls behind revenue execution.
The Sales Technology Podcast turns conversations with sales practitioners into working sessions on how revenue teams operate. David Delaney keeps asking guests to move from a big idea to its practical consequences: the staffing and data behind growth operations, the structure of…
Cold calling meets connect-rate math, and your next sales pep talk starts looking underprepared.
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Short reviews from the PlayNext desk, based on the episodes we processed.
Buyer intelligence helps salespeople walk into meetings prepared.
Humantic AI is presented as buyer intelligence for salespeople, and the pitch is easy to follow: help reps walk into meetings prepared and know customers well enough to move deals along.
Partner-led selling works best when it follows the market's trust network.
Jared Fuller, Reveal's Chief Partnership Officer and author of Nearbound, argues that sales tends to work better when it starts with trust that already exists in the market.
Practical sales development talk that ties go-to-market theory to buyer behavior and workflow.
The episode treats sales development as a practical conversation about qualifying interest and deciding the next step when a buyer has a real problem to solve. Blair Carey brings an investment analyst background, plus years in private equity and private debt.
Cybersecurity marketing comes through as a product market fit and KPI problem before anything else.
The piece keeps coming back to a plain point: cybersecurity marketing gets hard fast when buyers are not sure they even have the problem. Clark Barron's exchange with the host stays on product market fit, KPI pressure, and the need to settle definitions early, instead of letting…
Practical sales AI discussion focused on pipeline math.
The discussion weighs an old sales instinct against a newer one: hire more reps, or use AI, agencies, and a leaner team to move pipeline faster.
Cold calling is treated like a system, not a slogan.
Ryan Reisert comes across as a practical cold calling operator. The conversation stays on the mechanics: finding the right people, saying the right thing, and using pilot data to see whether a team can really generate pipeline.
A sharp reminder that sales success starts with fit.
Christy K. Jones uses this Sales Technology Podcast conversation to make a plainspoken case for career fit: sales people do better when they stop forcing themselves into the wrong lane and lean into the strengths they already have.
A practical case for leading with the buyer's problem, not a product tour.
April Dunford makes positioning feel usable in the middle of a sales call, not just in a workshop. She shows how a feature-by-feature pitch blurs a product into the usual CMS-or-LMS comparison, then resets the frame around the buyer's real job: helping reps reach quota faster…
Melissa Perri interviews CPOs and VPs of Product on leadership, pricing, and team design.
Stephen Dubner tests bourbon economics, Alzheimer's research, and money advice against hard data.
Daily business news with Kai Ryssdal, tracking Fed policy, oil shocks, and private credit.
Galloway rotates Office Hours Q&A, Raging Moderates politics, and China Decode geopolitics weekly.
Joel and Matt answer listener money questions weekly in the show's Ask HTM segments.
Ryan Reisert says the phone is still “the most efficient way to revenue,” and he frames The Sales Technology Podcast conversation around his Buckets methodology for cold calling.
The episode starts with Winter's B2B buyer research problem.
Evan, CEO and co-founder of UserEvidence, shares his journey from Stanford grad to first SDR at TechValidate, through enterprise sales at SurveyMonkey, to founding a company that helps B2B companies create customer evidence at scale.
John Munsell, founder and CEO of Bizzuka, explains how a bank robbery in his branch-manager days pushed him toward sales, software, and eventually AI training.
David Delaney speaks with Ilan Kopecky, a former Salesforce sales development leader, about leaving SaaS after being laid off twice in 11 months and walking away from an interview that asked for call and email quotas.
Christina Jaramillo, president and partner at Personal ABM, says account-based marketing works best when teams start with readiness, not software, and she cites platform costs of $100,000 to $300,000 a year.
Diego Sternberg says Nexton began in 2015 after he returned to Argentina from Stanford and saw that access to opportunity in Latin America was very different.
David Delaney speaks with Evan Lang, CEO of LeanData, about why B2B sales tech is moving from leads and accounts toward buying groups and multi-threaded selling.
Christy K.
Jeremy Schiff says SalesBot crawls the entire internet, combines experience, investment, revenue, industry, demographic, phone, and social data, and claims a database of about 690 million people.
Sales Tech Deep Dive 6Sense centers on Latini Konit’s explanation of how Sixth Sense grew from single-digit ARR to a broader GTM platform over nearly seven years.
Will Barron says he found sales advice by Googling “how to get better at sales” after working as a middling performer in medical device sales, then built a podcast around high performers, from astronauts and UFC fighters to Formula One drivers and NASCAR drivers.
Kris Rudegraap says Sendoso shifted from a growth-at-all-costs company to profitability after the zero-interest-rate era changed GTM spending.
Frank Saunders gets past the SalesForge origin story quickly and lands on the hiring problem.
April Dunford joins the conversation to break down positioning and why a pitch has to earn attention fast.
The show opens with David Delaney welcoming Blair Carey.
John Lee, co-founder of VimCal, discusses his journey from software engineer to startup founder.
Nick Smith, founder of Sailes (sales + AI), explains how his company built AI 'salebots' that autonomously prospect for individual salespeople, replacing the need for multiple point solutions and outsourced SDR teams.
Cyndra Holland of Sales Screen discusses how gamification and AI together solve the core motivation challenge in sales: making repetitive prospecting work engaging.
Amarpreet Kalkat, CEO and founder of Humantic AI, discusses how AI-powered buyer intelligence helps salespeople understand their prospects' personality types before meetings.
Jared Fuller joins the show to connect sales and partnerships around the Nearbound idea.
The host brings on Nick and Armand for a loose but pointed conversation about cold calling.
Clark Barron joins the Sales Development Podcast for a blunt look at cybersecurity marketing.
David Delaney welcomes Anton Lenke.
Organizational silos destroy revenue teams