Aaron Ross changed the game for scaling startups with his smash hit books “Predictable Revenue” and “From Impossible to Inevitable.” In this episode, we will explore practical ways to develop oneself and theories on where Sales Development is going so you can be ready for the high-tech future that is rushing at us at 200 miles per hour. Skills must improve, outreach must be more human, and Money Ball is real. Subspecialization and converged systems are not going away. There will be a rainbow of flavors of what XDR even means – even Sales Management could become sub-specialized.