August 6th, 2024 Sales Talk for CEOs

Pivoting to Success: The Tenbound Story

Pivoting to Success: The Tenbound Story 37:06

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 Technology

David 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 Entrepreneur

David 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 Tenbound

Tenbound 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 Technology

The 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 Hiring

Hiring 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

Embrace Flexibility: Be open to pivoting your business model based on market demands.
Invest in People: Hiring the right talent can make a significant impact on your company’s success.
Leverage Technology: Utilize sales technology tools to streamline operations and enhance efficiency.
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 below.

Episode Details

Chapters

00:52 David’s Early Career and Foundational Experience

01:59 Introduction to Ten Bound and Its Current Focus

02:54 David’s Career Ride and Transition to Ten Bound

06:03 Becoming an Accidental Entrepreneur

07:54 Initial Hiring and Overcoming Early Challenges

09:12 Strategies in Growing Ten Bound

12:27 Sources of Early Business and Role of Referrals

16:07 Launching Sales Development Conferences

17:39 Realizing the Shift Towards Sales Technology

19:56 Coping with Industry Shifts and Economic Changes

22:47 Building the Market Map and Creating the Directory

25:23 Interaction with Competitors and Future Plans

29:05 Monetization and Customer Engagement

30:53 Sales Strategy and Future Events

32:59 Final Reflections and Key Takeaways

About Guest

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused on the Sales Technology industry. Tenbound.com lists over 2500 Sales Technology products and services and offers guidance on the best Sales Tech available.