- How did Lars his way into the world of enterprise sales back in 1995? How has Lars seen the industry change so significantly over the last 22 years?
Why does Lars believe that SDRs are the most important role in sales? How does their role of ensuring a full pipe compare to the role of demand gen and marketing?
How does Lars think about setting a quota that ensures a desired behavior beyond pure revenue chasing? What is his framework for setting and optimizing the right quota? Why does Lars believe that sales is all about activities? What activities is Lars most eager to measure and test?
What is Lars’ biggest advice to someone looking to build out their SDR team from the ground up? What core characteristics should one look for in those initial SDR hires? What is and has been Lars’ biggest challenge in building out his SDR team? Why is building SDR teams in the bay so hard?
How does Lars think about setting ideal customer profiles? How big a TAM is large enough to be excited, yet narrow enough to be achievable and solve a true and inherent customer need?
60 Second SaaStr
- What does Lars know now that he wishes he had known at the beginning?
What is Lars favorite piece of SaaS reading material?
Sales rep productivity, what does Lars believe is the scale from exceptional to poor?
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Lars Nilsson The post SaaStr Podcast #152: Lars Nilsson, VP of Global Inside Sales @ Cloudera on Why SDRs Are The Most Important Role In The Sales Function appeared first on SaaStr.