In 2021 Dave Kurlan (author of 'Baseline Selling' and founder and CEO of Objective Management Group and Kurlan & Associates) wrote an article that resonated within the sales world.

The title of the article is "Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales" and is quite emblematic.

In the article Dave focused on why leaving pipeline generation to the BDRs/SDRs is a mistake and what alternative methods exist to generate new business opportunities.

I wanted to explore this topic with Dave, trying to get his view regarding this hot topic.