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Tech in Sales
November 16, 2023

The Process of Buying Sales Technology


Delve into this episode's shownotes for
expert insights, actionable strategies,
and game-changing inspiration.

10 Episode Takeaways

  • Building a well-defined process for buying sales technology is crucial for organizations.
  • Documenting the step-by-step policy for buying technology is the first homework step.
  • SDR teams should report to the marketing department for better alignment with data-driven marketing strategies.
  • The best sales reps constantly prospect and fill their own funnel, even if they have an SDR team.
  • The collapse of the tech industry led to many companies laying off their SDR teams, resulting in sales reps having to prospect themselves.
  • Full-cycle AEs are becoming more common, with higher prospecting quotas being assigned to them.
  • Evaluating and trying new technology should involve a pilot program or a bake-off between different tools before committing to a long-term contract.
  • Buyers of sales technology have more power than they realize and should negotiate for favorable terms and deals.
  • It is important to consolidate the list of tools being used within the organization and consider the implications and payment terms.
  • Some older SAS sales technology companies can be inflexible with their contracts, so buyers should be assertive and escalate any issues.

Episode Recap

he episode focuses on the process of buying sales technology and the importance of having a well-defined process for evaluating and adopting new tools. David emphasizes the need for companies to have an official step-by-step policy for buying technology and to document it. He also discusses the challenges of using tools from previous companies without properly evaluating their fit for the current organization. The key takeaway for listeners is the importance of conducting pilot programs and comparing different technologies before making a long-term commitment. David also advises buyers to negotiate favorable terms and not be afraid to escalate any issues with vendors.

Jump to Talking Points

  • [00:19] Recap of previous episode and discussion on sales technology.
  • [00:37] Background of the guest and topic of buying sales technology.
  • [08:57] Importance of building a process for evaluating and buying technology.
  • [09:06] Lack of well-defined policies for buying technology in most companies.
  • [12:02] Basic principles and rules for adopting or trying new technology.
  • [14:26] Potential pitfalls of relying on tools used at previous companies.
  • [15:20] Importance of documenting tools being used and their implications.
  • [17:23] Negotiating contracts and terms with sales technology vendors.
  • [19:31] Dealing with vendors trying to increase contract terms without notice.

Guest Bio (Who is David Dulany?)

David Dulaney is a prominent figure in the tech industry, with a career focused on sales development and inside sales. He is the CEO and founder of TenBound, a company that specializes in sales development consulting and training. David is also known for his role as the host of the Sales Development Podcast, where he shares insights and strategies for sales professionals. With his extensive experience and expertise in the field, David has become a trusted resource for individuals and organizations looking to improve their sales performance. Through his work at TenBound and his podcast, he has established himself as a thought leader in the sales development community. David's dedication to helping others succeed in sales is evident in his commitment to providing valuable content and resources. His passion for the industry and his ability to connect with his audience have made him a highly respected figure in the field.

Find David At His Website Or Connect With Him On LinkedIn!