The GTM Podcast
GTM 56: The Pioneer of Account Based Sales Development with Lars Nilsson *Revisited Bonus Episode*
Aug 18, 2023
Lars Nilsson, VP of Global Sales Development at Snowflake, shares his insights on nurturing young talent, the origins and success of Cloudera's account-based sales development method, the power of personalization, creating a lasting impression, and what to look for when hiring a BDR.
46:23
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Quick takeaways
- The importance of personalized outreach in sales development and its impact on revolutionizing the prospecting process.
- The significance of creating a safe space and engaging with the audience to build connections and command a room.
Deep dives
The Evolution of Outbound Sales Development
Lars Nielsen discusses the early days of telemarketing and how he built an outbound team, leading to a name change from telemarketing to SDR, ADR, LDR, and VDR. He highlights the importance of personalized outreach in sales development and how it revolutionized the prospecting process. Nielsen also shares his insights on the crucial role of SDRs in building pipeline and the impact of technology in streamlining outbound sales engagement.
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