187: A Different Perspective on Prospecting and Sales - with Nelson Guilliat

Scale Your SaaS

EPISODE SUMMARY

In this episode of SaaS-Story in the Making, Matt Wolach interviews Nelson Gilliat, the CEO of Buyer Centric Revenue and the author of The Death of the SDR: And the Birth of Buyer Centric Revenue. Nelson presents a different perspective on prospecting sales. With an alternative model called the Buyer Centric Revenue model, all marketing is inbound.

Nelson shares how this unique perspective on sales can effectively liberate marketers and sellers from the usual sales models like the Predictable Revenue. There will be no buyer handoffs via sales assembly, no commissions in favor of a salary, and no more short-term quotas. His new approach can set up businesses for success.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 187, “A Different Perspective on Prospecting Sale - with Nelson Gilliat”

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Nelson Guilliat, CEO at Buyer Centric Revenue

TOP EXCERPTS FROM THIS EPISODE

I don’t agree with everything Nelson said in this discussion, but it’s always interesting to hear different perspectives and viewpoints.

• Allocate Your Resources Wisely
• Automate Demo Qualification
• Put Your Name Out There

EPISODE HIGHLIGHTS

• What is the Buyer Centric Revenue Model?
• Why Prospecting Can Harm Sellers
• Proper Marketing Redefined

TOP QUOTES

Nelson Gilliat

[12:47] “It's marketing's job to generate demand for sales. And there are so many ways that they can do that.”

[15:38] “You need to take into account that prospecting is extremely resource-intensive.”

Matt Wolach

[03:21] “Too many people have kind of a negative connotation with sales, and salespeople need to change that.”

[02:55] “For me, I always love seeing new views, points, or perspectives.”

LEARN MORE

To learn more about Nelson Gilliat and Buyer Centric Revenue, visit http://www.buyercentricrevenue.com/.

You can also find Nelson Gilliat on LinkedIn at: https://www.linkedin.com/in/nelson-gilliat-2b260574/.

For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

Get even more tips by following Matt elsewhere:

• Sales Tips
• LinkedIn
• Twitter
• Instagram