Making a business case for the buyer centric revenue model
Nelson Gilliat, author of The Death of the SDR: And the Birth of Buyer Centric Revenue is over the Predictable Revenue Model and thinks your company should be, too.
In this episode, he explains the benefits he sees in transitioning to what he calls the Buyer Centric Revenue Model.
He offers a detailed 5-step plan (available in this deck) to make the business case for doing so.
Hint: it's not an overnight process, but a gradual phasing in of new tactics that support the modern buyer's preferences (and a phasing out of tactics that fill CRMs with uninterested leads).
Listen/watch however you like:
Key moments in the conversation (links go to YouTube)
0:00 Nelson, Ashley, Jess & the Topic: How to Make a Business Case for the Buyer Centric Revenue Model
1:10 What is the Buyer Centric Revenue Model?
3:30 First, understand the Predictable Revenue Model and the current state of marketing
6:35 How Nelson's book, The Death of the SDR: And the Birth of Buyer Centric Revenue, captures what he believes is wrong with the Predictable Revenue Model: prospecting and the sales assembly line
10:50 How can you convince your company to transition to the Buyer Centric Revenue Model? Nelson offers 5 steps