194: No More Quotas, No More Commission: Sales Without SDRs

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission and what should replace them.

What You’ll Learn

1. The problems with the SDR to sales handoff
2. The role of prospecting in a world without SDRs
3. A better way to compensate instead of commission
4. What buyer-centric revenue really means

Show Agenda and Timestamps

1. About Nelson Gilliat & Brantr [2:11]
2. Defining a predictable revenue model [4:07]
3. Why prospecting sits apart from sales [6:59]
4. The vision for buyer-centric revenue [15:38]
5. A new perspective on commissions [19:36]
6. Paying it forward [26:59]
7. Sam’s Corner [29:04]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

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