Dave Kurlan | We should rethink the SDR/BDR model (Vol.2)

from The Sales Strategist Podcast · host Tobia La Marca

In 2021 Dave Kurlan (author of 'Baseline Selling' and founder and CEO of Objective Management Group and Kurlan & Associates) wrote an article that resonated within the sales world.The title of the article is "Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales" and is quite emblematic.In the article Dave focused on why leaving pipeline generation to the BDRs/SDRs is a mistake and what alternative methods exist to generate new business opportunities.I wanted to explore this topic with Dave, trying to get his view regarding this hot topic.

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This episode was published on June 29, 2023.

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