The Prospecting Debate

Sometimes the recipe for a good discussion is to simply pick an important topic, invite two smart people who disagree with each other, and then sit back and listen. Today Paul Stansik, Operating Partner at ParkerGale, is joined by Cory Bray (MD at ClozeLoop) and Nelson Gilliat (Author of Death of the SDR: And the Birth of Buyer Centric Revenue) to talk about how to get prospecting and growth right. In the course of a rousing hourlong debate, Paul, Cory, and Nelson cover the spectrum of opinions on “how to prospect well”, the evolving role of the BDR/SDR, and where sales and marketing teams should focus to maximize their chances for success.