On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource. Lars has been involved in the world of sales development for more than 20 years. He’s held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups.  Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This is Sales Development 101. Highlights include: how Lars got the middle name SDR (27:04), whether account-based sales has change the definitions of inbound vs. outbound (33:29), the role of Artificial Intelligence in sales development (40:29), whether moving from inbound to outbound requires a culture shift (106:53), and the importance of getting a seat at the table (1:11:02).