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
And so three days of calling might get you a handful of meetings.
Now, every day a rep talks to, a BDR talks to 16 people.
They book two or three meetings a day.
The economics of BDR went from unsustainable, can't scale it, you're basically losing money, to every single month, every BDR on my team kicks out over $60,000 in closed one ACV.
And it only works because the data is good.
And the great thing is there's 1,000 data providers out there that are all basically doing what we had to build in-house through web scraping, enrichment.
And if you're not in SMB, it's even easier.
But I would encourage everybody to do a very thorough analysis.
What's the quality of data that your BDR team or your sales team is touching?
Get a fine-tooth comb on it and then just start killing leads.
And just get them out of your system and don't let your BDRs touch it.
Don't let them do lead research.
One of the things here is don't let your BDRs do lead research.
Give them the leads and make sure.
And if they say they need to do anything with them, it means your model's broken.
All right, that's data.
We're going to go a little faster here.
So now let's fast forward to Q1 2023.
We're starting to scale the machine.
And so this is when things start breaking a lot.
Showing 141–160 of 290 · page 8 of 15
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