In this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission and what should replace them.
What You’ll Learn
The problems with the SDR to sales handoff
The role of prospecting in a world without SDRs
A better way to compensate instead of commission
What buyer-centric revenue really means
Show Agenda and Timestamps
About Nelson Gilliat & Brantr [2:11]
Defining a predictable revenue model [4:07]
Why prospecting sits apart from sales [6:59]
The vision for buyer-centric revenue [15:38]
A new perspective on commissions [19:36]
Paying it forward [26:59]
Sam’s Corner [29:04]
The GTM Podcast
Features conversations with well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives.
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