Kyle Norton
speaker
290 appearances
1 recordings
1 series
first heard Aug 2024
last heard Aug 2024
Kyle Norton’s voice in public audio — every appearance, attributed to the second.
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Appearances
So now I know how to get to all of the good accounts.
I know what accounts we want to start with.
The second piece is you need to equip your BDR teams with high quality data.
And if you look at the average BDR team, they're probably working between 40 and 60% of their leads that are irrelevant.
Wrong contact data, wrong company, not quite the right profile.
And so you might as well send your team home two to three days of the week.
That's how inefficient it was.
This is what my analysis three companies ago told me when I looked at the BDR team.
And so it's a lesson I've had printed in my mind.
And so we went from having a 40% contact quality, because we sell SMB, contact data is pretty horrible, to an 80% contact quality with this whole enrichment system, this AI model.
And then we API'd into people data labs to fuzzy match company, person, state, or city, state, and pull their mobile phone numbers.
In the U.S., I'm Canadian, in the U.S., this data is everywhere.
And so you can get mobile phone numbers.
So now we went from 40% contact accuracy to 80%.
and every single lead that my sales reps touch has been mobile phone enriched.
And so the results there are sort of mind blowing.
The best identifier here is call to decision maker contact rate.
When I first started piling the outbound motion, 100 calls got us three conversations with the decision maker.
Then we got from 3% to 12%, from 12% to 16%.
So now that same 100 calls that got me three decision maker conversations.
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