OK10: How this CRO brings in $72K ARR per BDR, monthly, in SMB w/ a 2:1 BDR-to-AE Ratio - Kyle Norton, CRO at Owner.com
Description
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Learn how Owner.com scaled their sales team from 4 to 50 reps in 24 months while maintaining a 0.13 BDR CAC ratio through innovative outbound sales strategies.
Kyle Norton shares:
- Why a 2:1 BDR-to-AE ratio works in SMB
- How to achieve $72K ARR per BDR monthly
- Building data-driven sales operations
- RevOps investment strategy for scale
- Machine learning for account scoring
Perfect for founders and sales leaders looking to scale efficient outbound sales teams in 2024.
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Who is Kyle Norton?
CRO of Owner.com
Host of the Revenue Leadership podcast (Pavilion Podcast)
More context about the Owner's Sales team:
- ACV: $5.5k
- Sales Cycle Length: 4-7 days
- Vertical SaaS: Restaurant industry
- Buyer personas: Restaurant owners
- Markets: North America
Connect with Kyle:
- On LinkedIn: https://www.linkedin.com/in/jordancrawford/
- Listen to his Podcast: https://www.joinpavilion.com/the-revenue-leadership-podcast
- Subscribe to his Newsletter: https://www.therevenueleadershippodcast.com/
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👨🍳 Want to work with me? Send me a DM
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Connect with me
📌 Connect on LinkedIn
📹 Subscribe on YouTube
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Chapters:
(00:00 ) Building a highly efficient outbound team
(00:48 ) The State of the Sales Team at Owner.com
(01:48 ) Building an Outbound Machine
(03:28 ) Hiring and Scaling the Outbound Team
(04:02 ) Optimizing Deal Quality and ICP
(04:57 ) Evolution of Outbound and Inbound Mix
(06:42 ) BDR to AE Ratios and Efficiency
(12:33 ) Dedicated BDRs vs. Full Cycle AEs
(17:18 ) Importance of RevOps and Systems
(23:57 ) The Challenge of New Skills in Sales
(25:35 ) Building Outbound Systems at Owner.com
(28:19 ) Leveraging AI for Sales Efficiency
(41:04 ) Improving Conversion Rates Through Coaching
(46:36 ) Hiring the Right Talent for Sales Success
United States
