GTM 56: The Pioneer of the BDR Identify with Lars Nilsson (Revisited Bonus Episode)


This can be a revisited episode from the early GTM Podcast days, and our highest streamed episode. A lot worth to remove from the Pioneer of the BDR title!

Lars Nilsson is the VP of World Gross sales Growth at Snowflake. Previous to Snowflake, Lars was the CEO of SalesSource, a premier RevOps consulting agency. Earlier than that he was the VP of World Inside Gross sales for Cloudera. Lars and his staff at Cloudera developed the Gross sales methodology referred to as Account-Based mostly Gross sales Growth, which has reworked how companies method high-value targets, and is an integral a part of most groups playbooks right this moment.

Lars has additionally served in gross sales exec roles at ArcSight, Hewlett Packard, Riverbed Know-how, and Portal Software program, all three of which achieved IPOs.

Lars begins this episode by sharing what he realized early in his profession at Xerox and the world-famous Xerox Administration Coaching Program. He then talks about Cloudera’s account-based gross sales growth technique, together with the way it began and why it was profitable.

What you’ll be taught:

  • Methods to use personalization to your benefit
  • Methods to communicate amongst individuals in a method that brings them collectively
  • What to search for when hiring a BDR


(05:00) Insights on nurturing younger expertise whereas fostering loyalty

(14:40) Cloudera’s account-based gross sales growth methodology: origins and early successes

(21:40) Insights on the facility of personalization

(27:30) Methods to create an enduring impression in entrance of individuals and produce them collectively

(31:00) Why it is best to categorical gratitude or inform a narrative in entrance of individuals extra typically

(32:49) Methods to overcome concern and nervousness and discover the braveness to talk amongst individuals

(38:03) Issues to look out for when hiring a BDR

(41:26) Abstract of Lars’ profession learnings


You do not need to go to school to discover ways to promote.

It’s actually arduous to not solely discover the precise individuals, however then to create an expertise the place not solely are you creating them, however you create loyalty and also you need them to remain and proceed working arduous for you and your organization.

It is a chance for anybody on the proper second, in direction of the latter a part of it, to rise up and provides a second of thanks.

You’ll be able to’t be afraid to ask for assist. You’ll be able to’t be afraid to ask for a referral. You’ll be able to’t be afraid to ask for a advice.

That type of hearth within the stomach, I can see from a LinkedIn profile from somebody that’s nearly to graduate whether or not or not they’ve it.

Don’t be afraid to ask for something.


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