Sales Prospecting: How to reduce your sales cycle by 33% to drive growth artwork
Predictable B2B Success

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  • Why Nelson believes companies are running on outdated models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 all about helping business owners, marketing and sales executives achieve predictable growth by expanding their influence and sales through 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 discussing topics like marketing strategy, sales strategy, strategic partnerships, customer success, customer experience, people experience, hiring, social media, content creation and marketing, podcasting, video marketing, influencer marketing, agile marketing and much more. 

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 B2B success in your business through empathetic content and conversations.

If you have any suggestions for future episodes or feedback on the podcast, get in touch via Twitter at @vpkoshy or through the website at