Death of the SDR and the Birth of Buyer Centric Revenue - with Nelson Gilliat | B2B Podcasting - a podcast by Kap Chatfield

B2B marketing is broken.

That’s the main premise of Nelson Gilliat’s book—and it’s not the only controversial thing he shares in this episode.The way we’ve done B2B marketing for decades just isn’t working anymore. And while it’s uncomfortable jumping into uncharted territory, businesses have to adapt if they want to survive and thrive in this new world.


In this episode of B2B Podcasting, Kap sits down with Nelson Gilliat, author of “Death of the SDR and the Birth of Buyer Centric Revenue”. Together they discuss how outdated strategies are limiting companies’ growth—and what you can change today if you find yourself in that position.Marketers and business owners: you don’t want to miss this.Main Takeaways:💎The SDR/prospecting model isn’t the best way to do business anymore💎It’s crucial to make content for your audience💎The evolution of social media has affected modern buyer preferences💎Consider shifting your SDR model in a two-phase approach


Timecodes:⏰ 00:00-11:08 | Why the B2B marketing model is broken

⏰ 11:08-19:24 | The problems with sales development or prospecting⏰ 19:24-33:07 | Four main points of Nelson’s book

⏰ 33:07-46:14 How to transition to a buyer-centric strategyQuotes:💬“That’s what content creators and marketers do, we try to put on a good show—not boring old reruns that nobody watches.” - Nelson Gilliat💬“Sales development or prospecting is spam. The definition of spam is sending someone unconsented marketing solicitations to their private inbox. It’s basically marketing while selling your soul. That‘s why SDRs hate it and can't wait to escape, and buyers are turning off and tuning out.” - Nelson Gilliat💬“Prospecting and sales development does generate leads and revenue. But just because a marketing tactic can generate them doesn't mean that it's worthwhile relative to all the other possibilities.” - Nelson Gilliat💬“Content is basically non-spam marketing. It's a way for marketing to communicate with, attract, educate, and entertain buyers in a non-spam way while developing relationships.” - Nelson Gilliat



————————————————-Connect with Nelson Gilliat:

Nelson’s book:- https://www.amazon.com/Death-SDR-Birth-Centric-Revenue-ebook/dp/B09GT562GL/ref=sr_1_1?keywords=death+of+the+sdr&qid=1652050904&sr=8-1


Follow Nelson on LinkedIn:- https://www.linkedin.com/in/nelson-gilliat/


Reach out to Rveal:Rveal’s website


- https://site.rveal.media/Rveal’s LinkedIn


- https://www.linkedin.com/company/rvealmedia/mycompany/Rveal’s YouTube channel:


- https://www.youtube.com/channel/UC69p14R2ccMdyUbbmdlWCEw

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