Sales Prospecting: How to reduce your sales cycle by 33% to drive growth

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• Why Nelson believes companies are running on outdated models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