What do you do when the traditional playbook doesn't work as well as it used to?

In this episode, Nick talks with Nelson Gilliat, author of "The Death of the SDR: And the Birth of Buyer Centric Revenue", about why some sales and marketing teams miss the mark when they pursue the traditional "Predictable Revenue" model of revenue generation. They discuss:

• How SDR's can be potentially incentivized to create negative customer experiences
• The pro's and con's of account executives being responsible for quota
• Marketing's place in the modern buying cycle, and the importance of content