In this conversation, David Delany, Founder & CEO of Tenbound, shares his inspiring journey from a corporate career to building a thriving sales technology consulting firm. He opens up about the challenges of entrepreneurship, adapting during COVID-19, the importance of relationships in sales, and advice for newcomers stepping into the world of sales.
The Leap from Corporate to Entrepreneurship
David Delany, the founder of Tenbound, didn’t always envision himself as an entrepreneur. For over 20 years, he worked in corporate sales and marketing roles. While everything seemed “fine” in the corporate world, he was haunted by the dream of starting his own company.
“I just dreamed about it every day for way too long,” he recalls. Like many, he found himself caught in the “golden handcuffs” of a stable salary and lifestyle. Eventually, consulting work in Silicon Valley gave him the opportunity to pursue his passion. With the support of his family, Delany launched Tenbound, a consultancy specializing in sales development processes and sales technology stacks.
The Role of Services in Getting Started
Unlike capital-intensive product startups, Tenbound began as a services business. This allowed David to monetize his expertise immediately by helping companies refine sales playbooks, scripts, and processes. He emphasizes that consulting and training services can create instant revenue, while product-based businesses often require years of funding before profitability.
“It wasn’t all sunshine and rainbows,” David admits. “I still drive a beat-up Toyota Corolla. We made a lot of sacrifices, but the vision kept me going.”
Surviving COVID-19’s Disruption
Before the pandemic, Tenbound thrived on live events and in-person consulting. But when COVID-19 hit, everything changed overnight. “We had two major conferences planned, deposits paid, everything ready. Then suddenly, it was gone.”
David remembers being in Hawaii when news broke of nationwide shutdowns. The shift to virtual was difficult, but it also presented new opportunities. By transferring intellectual property to a virtual environment, Tenbound reduced overhead costs while reaching global audiences through online events and remote consulting.
“In all crises, there’s opportunity,” he explains. “Virtual delivery forced us to adapt, but it also allowed us to scale globally.”
Hardest and Biggest Sales
One of David’s toughest sales involved competing with established firms for a sales kickoff event with over 50 sales development reps. The stakes were high, but through persistence, expertise, and strong relationships, Tenbound won the deal.
He also highlights a significant win—a Platinum sponsorship from one of Silicon Valley’s top sales tech companies for a Tenbound conference. Securing a deal worth over $30,000 was not easy, especially with the bureaucracy of large enterprises. Yet it marked a turning point for the company’s credibility and growth.
The Power of Relationships in Sales
David emphasizes that relationships and community are the backbone of successful sales. Many of his best opportunities came through connections he built over years in the industry.
“I help people whenever I can, without expecting anything in return,” he shares. “It’s more like Karma—it comes back eventually.”
The Importance of Building a Pipeline
One of the most valuable lessons David stresses is pipeline building. “You always want to have three to four times the pipeline you need. Otherwise, one lost deal can derail everything.”
He encourages salespeople to spend time daily on prospecting, even if it’s just an hour, no matter how strong their current deals look.
Advice for Newcomers in Sales
David offers three key areas of focus for anyone starting a sales career:
Mindset: Develop resilience. Learn to handle rejection and ambiguity.
Skills: Master core sales techniques like asking questions, listening, and guiding prospects forward.
Industry Knowledge: Understand your market, product, and customer pain points to become a trusted advisor.
“Ultimately, you want to move from being just a salesperson to being a trusted advisor,” he says. “That’s when people will come back to you again and again.”
Final Thoughts
David’s journey shows that entrepreneurship requires sacrifice, adaptability, and relentless focus. From weathering the uncertainty of COVID-19 to securing big wins through relationships, Tenbound’s story is a blueprint for aspiring entrepreneurs and sales leaders.
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