The Ledger, every show

“And our competitors who run that model, we're anywhere between like three and four times more productive on a per rep basis than most companies.”

“And I think AI is going to drive so much more company creation that there will be a consistent demand For these roles, because the economics of the roles get better. There's more companies that need sales reps.”

“Our machine is anywhere between three and four times more efficient on a per rep basis.”

“If you have an elite mid-market and enterprise seller, they will have so much more leverage with all of these tools that the competitive dynamic will say, but it was only that seller was worth 350 K to me before, but now look at what they're going to produce. …”

“Depends on the time horizon. It will be 50%. Is that in six months, 12 months, 24 months? It is an eventuality.”

“The two new ones broke the record for first month, the newest BDR in person broke the record for first month, and then the SDRs that are at month two and three both broke the previous records. This is the purely in-person team.”

“When we changed comp to include EGBV, which means they are going to be more focused on the higher value customers for the business, our estimated MRR on a per deal basis went up pretty significantly.”

“A lot of one call closes, but average sales cycles under a week.”

“We're at, like, 40 today. Under under three years.”

“It's falling pretty rapidly for us. We're getting more and more efficient as we grow, but we've also made tremendous investments upfront.”

“If you look at most BDR teams, like, 30 to 50% of their time is just Flush down the toilet with work that a data ops team should be doing for them.”

“We've, we're probably up 25 to 30% in terms of the revenue generating activity time because they don't have to fill out CRM after. They don't have to update the notes for the launch team. It's all done.”

“Every single month, every BDR on my team kicks out over 60,000 dollars in closed one ACV.”

“Each BDR ranks out like over 80, over 60,000 dollars in close one ARR every single month.”

“So we originally had a three percent call to connect rate. So a rep making a hundred calls would talk to three prospects. Really tough to make that work from a scale perspective. And now it's hovering around like 14 to 16% DM call to DMC decision maker connect…”

“All of our new SDR and BDR hires are five days a week in office in Toronto now.”

“Account research, lead prep, lead research, figuring out who to call. I think it's insane that companies do that today, that they have BDRs doing manual lead research.”

“And now like almost 50% of our tier one support tickets are AI contained.”

“We started at three. We're just passing 20 right now.”

“So I joined June, twenty-twenty-two, and massive inefficiency in the business, mostly driven by early churn. We were closing tons of deals. The sales number looked pretty good, but you know, rampant misalignment of customer fit, customer quality, the handoff, …”

“So last year we grew two and a half X burn multiple under one four and a half to one LTV CAC.”

“We went from having a 40% contact quality, because we sell SMB, contact data is, is pretty horrible, to an 80% contact quality with this whole system, the enrichment system, this AI model.”

“We went from Three to six million in that sort of half year. We went six to 16 last year. We've strung together a bunch of 10% month over month growth months. So we're, we've just broken through twenty-one million in ARR in 22 months.”

“We've reduced calc pretty significantly and we've operated with a one or a sub one burn multiple.”

“We grew two and a half X last year while operating in an LTV CAC of four and a half to one.”

“We've more than doubled per month bookings, like aggregate per month bookings, and the size of the team has basically stayed constant.”

“In the early days of owner, I could post a role We would get 1200 applications. We would get 60 to a 100,000 impressions on every single job post I put up”

“So we use Momentum that looks at the transcript of every single sales call, and it fills in the Salesforce fields for the rep. It fills in their opportunity record, it updates the account, the person, it says whether or not the event was run or not, all of tha…”

“They do a lot of launches every month on a per person basis. Over 20 per person. Plus they're Latin American based.”

“If you're not closing a call on the demo, it's usually on that follow-up call. And if you're not getting them on that follow-up call, the win rate falls precipitously.”

“We're SMB. We have a four day sales cycle, highly transactional. We sell to mom and pops.”