⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠ (anonymous) --- 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. --- 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/ --- When you're ready ⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠ --- Connect with me ⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠ --- 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