Outbound Kitchen - B2B Sales Podcast
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
Nov 19, 2024
In this insightful discussion, Kyle Norton, the Chief Revenue Officer at Owner.com, shares his journey of scaling an outbound sales team from 4 to 50 reps in just two years. He reveals why a 2:1 BDR-to-AE ratio is key for efficiency. Listeners will learn how to achieve $72K ARR per BDR each month and discover innovative uses of machine learning for account scoring. Kyle emphasizes the importance of building data-driven operations and strategic hiring, making this a treasure trove for sales leaders aiming to enhance their outbound strategies.
50:30
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Quick takeaways
- Kyle Norton successfully scaled Owner.com's sales team from 4 to 50 members in two years by implementing effective outbound sales strategies that significantly enhanced revenue generation.
- Norton advocates for a 2:1 BDR-to-AE ratio, asserting that it leads to greater capital efficiency and improved sales outcomes for small and medium businesses.
Deep dives
Scaling Outbound Sales Teams
Kyle Norton successfully scaled a sales team from four to fifty members within two years, demonstrating the efficacy of outbound sales strategies, particularly for small and medium enterprises (SMEs). He emphasized the importance of having a dedicated outbound motion, noting that when he joined, there was no outbound focus at all, with nearly everything relying on inbound leads. By implementing an outbound strategy, the team was able to generate impressive revenue, with BDRs contributing around $72,000 in recurring revenue monthly while maintaining a low customer acquisition cost (CAC). This shift not only helped diversify lead generation sources but also established a strong foundation for accelerated growth.
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