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A conversation with Snowflake’s Lars Nilsson
At 6sense, we love to love BDRs! So we were thrilled to welcome the godfather of BDRs/SDRs himself, Lars Nilsson — VP Global Sales Development at Snowflake, and founder and CEO of SalesSource, a premier consulting firm helping companies optimize their sales motion.
In this discussion, Lars and 6sense CMO Latané Conant break down all things business/sales development, including:
- How to keep good SDRs from leaving and taking everything you’ve invest in them to another company
- The metrics to look for to ensure you’re running an efficient shop
- How Nilsson managed to cut SDR ramp time from 3 to 6 months to 2 to 4 weeks
- The four elements of dealing with the dreaded “Dead Zone”
Whether you’re a BDR/SDR or you work with them on your team, this episode is filled with useful nuggets you can start using today. Listen now.
“A lot of what’s being discussed today in this downturn is how much pipeline you need in order to cover the revenue number. It turns out that the sales development rep, if properly onboarded and ramped and developed, can do that.”
Lars Nilsson
