Brad Leeuwen
👤 SpeakerAppearances Over Time
Podcast Appearances
People would book demos.
People would respond to our outbound.
We didn't need to think about it.
It was like the air we breathed.
It just happened.
And then last year, something interesting happened.
We started flatlining on our pipe gen.
The quota attainment was dropping off as we were adding more SDRs.
We were not booking necessarily more demos.
We were being consistent.
It wasn't going down.
But I wanted to double revenue last year.
And I wanted to think about how we were going to double revenue again this year.
And so a flat line didn't make me very, very excited.
And so what did we do?
What did we think about whilst this section of the chart was flat?
What did we do to respond?
So what we did was probably what a lot of companies did.
We decided to widen our aperture.
Instead of just selling to our ICP, we said, well, you know what?