In the early 2000s a major revolution happened in sales: most companies switched from a full sales model led by the A.E. to a split model, in which more junior workers (SDR/BDR) were in charge of prospecting and the salesperson was in charge of closing the sale.

Although this model is considered scalable by most companies there are conflicting opinions about it, especially from the perspective of customer-centricity and profitability.

I had the opportunity to discuss this topic with Darius Lahoutifard, creator of the M.E.D.D.IC. methodology, Founder of the Meddic Academy and author of the book 'Always Be Qualifying: M.E.D.D.I.C.'.