Episode Summary
Join Janet and David Dulany as they delve into the shifting landscape of Go-To-Market (GTM) strategies. From the demise of "predictable revenue" models to the rise of AI-driven tools and data integration, this episode is a masterclass in adapting to uncertainty.
David shares his revolutionary HERE Method (Hypothesis, Experimentation, Results, Reporting, Repeat), a framework for building effective GTM systems through rigorous experimentation and iteration. Together, they explore how organizations can overcome execution gaps, align siloed teams, and leverage live events to foster human connections in a digital-first world.
If you’re navigating the complexities of GTM, seeking innovative ways to execute experiments, or wondering how AI can transform your operations, this episode offers actionable insights tailored for today’s leaders.
About David Dulany
David Dulany is the founder and CEO of Tenbound, a leading research and advisory firm focused on sales development and GTM strategies. With over two decades of experience, David has been at the forefront of transforming how organizations build pipelines and scale revenue.
As the author of The Sales Development Framework and host of the Sales Development Podcast, David is a recognized thought leader in the tech and sales industries. His HERE Method combines scientific rigor with practical application, helping companies thrive amidst uncertainty.
David’s Expertise Includes:
- Designing scalable sales development programs.
- Adapting GTM strategies for the era of unpredictable revenue.
- Empowering teams to align and execute effectively across silos.
Key Takeaways
1. The Shift from Predictable to Unpredictable Revenue
David outlines the macroeconomic shifts disrupting traditional GTM models and how leaders can adapt through experimentation and alignment.
2. The HERE Method: A Playbook for Success
Discover how applying a scientific approach to GTM can yield actionable insights and drive revenue growth in uncertain times.
3. AI as a Game-Changer for GTM Teams
Explore how AI can simplify data workflows, empower non-technical users, and drive better decision-making across organizations.
4. The Resurgence of Live Events
Learn why live events are making a comeback and how to strategically integrate them into your GTM plans for maximum ROI.
5. Busting Silos for Better Execution
David and Janet share strategies for breaking down organizational silos, fostering collaboration, and aligning teams for success.
Episode Highlights
- The HERE Method: How structured experimentation drives effective GTM strategies.
- AI and GTM: David’s vision for how AI can simplify data integration and execution.
- Live Events: Why they matter now more than ever in building human connections and pipelines.
- Breaking Down Silos: Practical advice for fostering alignment across marketing, sales, and customer success teams.
Why You Should Listen
David Dulany’s deep expertise in sales development and GTM innovation makes this episode a must-listen for anyone looking to thrive in today’s unpredictable market. Whether you're a GTM leader, operations professional, or founder, this episode is packed with insights to help you build alignment, execute effectively, and drive growth.
Tune in now to learn how to navigate the era of unpredictable revenue and unlock your next level of GTM success. Don’t miss this episode of The Inside Scoop!
