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
10 snips
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.
AI Snips
Chapters
Transcript
Episode notes
Initial State of Owner.com's Sales Team
- Kyle Norton joined Owner.com in June 2022, inheriting a four-person sales team reliant on inbound leads.
- Two reps left, prompting a near-total rebuild, including establishing a previously non-existent outbound sales motion.
Outbound Efficiency in SMB
- While inbound is common for SMBs due to manageable customer acquisition costs (CAC), outbound can be equally efficient if structured correctly.
- Outbound allows targeting higher-value customers, improving the lifetime value to CAC ratio, a critical metric for sustainable growth.
Unconventional BDR-to-AE Ratio
- Consider a 2:1 BDR-to-AE ratio in SMB sales, even if unconventional.
- If BDRs generate significant closed revenue monthly, this ratio is capital-efficient, as seen with Owner.com's BDRs producing $70-80k ARR monthly.