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

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Part 2 is available: Listen here: https://outboundkitchen.substack.com/p/ok17-inside-ownercoms-21m-arr-outbound⁠⁠

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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/kylecnorton/⁠ - Listen to his Podcast: ⁠https://open.spotify.com/show/6y3nqT69DERySdns6Zz4WL?si=eae54b3029464a5c⁠ - Subscribe to his Newsletter: ⁠https://www.therevenueleadershippodcast.com/⁠

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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