Business
SDR/AE Split Model Called Structurally Broken From the Start
If the way most B2B companies hire and structure their sales teams was broken by design, not by execution, the fix looks nothing like what most leaders are trying.
SDR Model
Business
The Pre-2011 Sales Method That Outperformed the Entire SDR Industry
If your pipeline feels broken, it might be because someone in 2011 decided to specialise away the one thing that actually worked.