Sales Prospecting: How to reduce your sales cycle by 33% to drive growth
- E254
- 54:07
- May 21st 2022
Nelson Gilliat is the author of the 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.
Nelson proposes the Buyer Centric Revenue model as an alternative to help marketers and sellers have more productive and fulfilling careers while helping companies grow better: more, faster, easier, and at less cost.
In this episode, he shares how we can reduce our sales cycle by 33% and drive growth. Insights he shares include:
- Why Nelson believes companies are running on outdated models
- How companies should go about sales prospecting
- Does Nelson's sales prospecting plan suggest a model change? If so how do we deal with resistance within the organization
- Best ways to get buy-in and build the culture required
- Insights from companies that have made the change
- and much much more
Predictable B2B Success
The Predictable B2B Success podcast is about creating predictable growth in a business. This is a podcast for founders, business owners, and marketing and sales executives.
In each podcast episode, we unpack an aspect of creating business growth predictably. We look at how we can expand our influence and strategies to boost sales through the creation of remarkable experiences, empathetic content, and conversations.
Each episode features an interview with a founder, sales or marketing executive, or thought leader in the B2B space. We might be bringing on well-known authors or hosts of popular podcasts but most importantly you’ll hear from those who have hands-on experience in creating predictable B2B success. Through each episode, we’ll be helping you explore the best ways to create predictable purpose-driven growth of a business and sustainable revenue growth.
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