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Episode 93: Transform SDRs for Happier Clients and Better Sales with Nelson Gilliat
HIGHLIGHTS
- Sales development vs demand gen
- How to sunset the SDR role in increments
- Publish content on social rather than pushing unsolicited content
- Leverage your innate talents for even more success demand gen
- Nelson's routines and successes in his failures
- Book recommendations: Ayn Rand’s works and inspiring fiction and nonfic
QUOTES
Nelson: "Why don't we have demand gen and we have sales development? That's basically what's going on in most companies is that they will have two marketing strategies, two different, basically, marketing teams trying to generate and qualify leads for sales."
Nelson: "I really feel for SDRs who are running up against a brick wall because, again, they are kind of set up to fail, I think. I think the tactics that they're given, what they can do, the metrics, the goals, everything, it's so misaligned with how buyers want to be marketed to that it's going to be difficult."
Nelson: "Repurpose that talent to more productive use. They know your company, they've been doing really great work, and they're just capable of so much more, so don't underutilize them. So that is my message to SDR managers, leaders."`
Nelson: "I use demand gen as an umbrella term as the subdivision within marketing responsible for generating qualifying leads which can include community, it could partner marketing. It depends with every single company."
Nelson: "If you think about the B2B SaaS or software world, entrepreneurship and startups are all about trying to challenge status quo. And, in order to do that, you got to ruffle some feathers. You got to push back against the old ways of doing things. We have to rethink stuff."
Connect with Nelson by following the links below:
- LinkedIn: https://www.linkedin.com/in/nelson-gilliat-2b260574/
- Amazon book link: https://www.amazon.com/Death-SDR-Birth-Centric-Revenue-ebook/dp/B09GT562GL/
Follow The Other Side of Sales by checking out these links:
- Website: https://www.othersideofsales.com/
- Twitter: https://twitter.com/osos_pod
- Instagram: https://www.instagram.com/othersidesales/
- LinkedIn: https://www.linkedin.com/company/other-side-of-sales/
View all episodes
By Ashleigh EarlyHIGHLIGHTS
- Sales development vs demand gen
- How to sunset the SDR role in increments
- Publish content on social rather than pushing unsolicited content
- Leverage your innate talents for even more success demand gen
- Nelson's routines and successes in his failures
- Book recommendations: Ayn Rand’s works and inspiring fiction and nonfic
QUOTES
Nelson: "Why don't we have demand gen and we have sales development? That's basically what's going on in most companies is that they will have two marketing strategies, two different, basically, marketing teams trying to generate and qualify leads for sales."
Nelson: "I really feel for SDRs who are running up against a brick wall because, again, they are kind of set up to fail, I think. I think the tactics that they're given, what they can do, the metrics, the goals, everything, it's so misaligned with how buyers want to be marketed to that it's going to be difficult."
Nelson: "Repurpose that talent to more productive use. They know your company, they've been doing really great work, and they're just capable of so much more, so don't underutilize them. So that is my message to SDR managers, leaders."`
Nelson: "I use demand gen as an umbrella term as the subdivision within marketing responsible for generating qualifying leads which can include community, it could partner marketing. It depends with every single company."
Nelson: "If you think about the B2B SaaS or software world, entrepreneurship and startups are all about trying to challenge status quo. And, in order to do that, you got to ruffle some feathers. You got to push back against the old ways of doing things. We have to rethink stuff."
Connect with Nelson by following the links below:
- LinkedIn: https://www.linkedin.com/in/nelson-gilliat-2b260574/
- Amazon book link: https://www.amazon.com/Death-SDR-Birth-Centric-Revenue-ebook/dp/B09GT562GL/
Follow The Other Side of Sales by checking out these links:
- Website: https://www.othersideofsales.com/
- Twitter: https://twitter.com/osos_pod
- Instagram: https://www.instagram.com/othersidesales/
- LinkedIn: https://www.linkedin.com/company/other-side-of-sales/