Nelson Gilliat is the author of a new book called The Death of the SDR: Birth of Buyer Centric Revenue. He is also a Demand Generation Manager at Centerbase, a practice management software provider to law firms.
In this episode, Jeremey and Nelson discuss the contrarian ideas in his book, alternatives to the predictable revenue model, and the nuances of doing away with quotas and commissions.
The only way that you can mitigate the risk of unproductive employees is by hiring the right people, for the right roles, for the right things, in the right ways, with the right technologies, with the right training, the right coach, the right metrics and the right conversation, et cetera.
Listen below to the entire podcast episode or on Apple Podcasts here.
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