In 2019 David Brock (CEO of Partners in Excellence and author of 'Sales Manager Survival Guide') wrote an interesting and counterintuitive article.
According to David, the SDR/BDR model was not a fit for complex sales and it needed to be revised.
Three years later, that article is still more relevant than the day it was written: this is why I decided to explore the topic with David trying to understand why he came up with a different, out-of-chorus point of view.
