Ricky Pearl

Grow without growing pains | Done for you outbound motions that don't suck | Call, Email or LinkedIn Outbound made easy

2025/6 Partnership Salary Survey:  https://survey.hockeystickadvisory.com/salary
Join Tech Sales ANZ https://rep.pointerstrategy.com/
Join Clay Club ANZ   https://nas.io/clay

⚡️ Helping companies train and hire reps that hit targets.
🇦🇺 B2B sales specialist. Pursuing growth for all who need it

🚩 No seller is perfect. 
🚩 They have potential and they have flaws
🚩 Their success will be determined by YOUR ability to maximise their potential, and coach out he flaws

✅  We do that for every rep we place

Recruitment @ 1.5%/m for 12 months (18% total) 

Membership @ $995 giving you access to entire team training and discounted recruitment

Talented individuals, enabled with world class training, coaching and mentorship. 
 
We help you hire better, scale faster, win more business, and reduce the burden on management of maintaining a high-performance sales department.


👉 DM me to get the details 👈

Founding Member - SDRs of APAC

SDRs of APAC is a collective where leaders in business development collaborate and communicate to drive the industry forward.

Revenue enablement is not what it used to be
Things have changed quickly 
in EXCITING ways

Whats possible now is what revenue leaders have always hoped for

What one person can do now is more than a team of 5 a year ago

Genuine, real time, on point, validated enablement to proactively and reactively lift performance. 

Maybe we need to coin Revenue Enablement Engineering - because its maybe heading that way. 

Im excited to hear what Nathan Clark (best in the country) has to say about this and riff on some of the awesome things implemented. 

Jump into the Revenue Enablement ANZ chat (part of GTM ANZ Community) to be in the forefront of the industry and join our event this Thursday

P.S Anyone want to see a step by step guide to building your own Gong style conversational intelligence tool in an afternoon for the less than you spend on one day's parking in the CBD?

GTM ANZ community | Creating high functioning revenue teams through performance based recruitment and outcomes based training

Im looking to speak with the top fractional revenue leaders.  Any fractional sales, marketing and specialist leaders. 

We are having an increasing amount of enquiries and many of the people we current refer on to are full... 

It would be significantly better meeting these people through trusted referrals as it would shortcut the confidence building required before sending people their ways 

I would appreciate any intro's, tags or whispers.

We build the best outbound agency in Australia, then we decided to stop

Why?

Because our success stories ended up with clients leaving us

"Ricky, we just raised $12m - we couldn't have done this without you! Everyone should use your services. "

"We are going to hire a full SDR team and manager and move this in house"

"thank you and good-bye"

Doing it in house is, in all honesty, the better option for 99% of companies 

the 1% should outsource, but the 99% in house is best!!

But there are still gaps to overcome. 

Will outbound even work? What's the outbound strategy? Which channel? Which vertical? What messaging? Whats the ROI going to look like?

All questions that you have to figure out 

To figure it out you need to hire someone. Ramp them, manage them, and point them in the right direction and then you can test and measure your assumptions,

We are shattering that. 

for $90 an hour we will run your outbound calling. You get the test and measure everything. Exactly what works, what volme, what messaging etc. 

You get validated metrics for your business case and financial planning

Then you can go in house with confidence. 

You can make the team who was on your campaign an offer, or we can help you transition in house with a full recruitment and training offering (or you can do it on your own too) 

Either way $90 is the new standard to beat - and you only pay for the hours on the phone! 

But thats not the most exciting part. What is truly exciting is having Andrew Vidler join us to build this. 

We have worked with Andrew a few times already


- He runs our MEDDPICC training as a genuine expert on the topic
- He Is the sales leader we have put in place 4 times for fractional leadership consulting and all times he has absolutely wowed them and turned their ship around (excellent case studies from this) 
- He was who I went to for outbound support when I got stuck
- He has BDR leadership at the highest level, and sales leadership par excellence 

Most importantly, he is perfectly aligned with Pointer's values, our culture and our mission. 

Pointer, the BDR team and the ANZ SaaS community is lucky to have him

Validate your outbound for $90 an hour

CRO's and Revenue Leaders need to learn the new economics. 
The metrics behind AI first businesses are not the same as Saas

The golden era of 90% margins might be gone. 

Everything is different if your margins are 40%-50%

Your entire revenue team looks different 

Your entire GTM looks different

Currently companies are running their AI business like a SaaS business. This works as long as a few major assumptions hold up. Primarily that the cost of delivering AI will tend to zero as the cost of infrustructure of SaaS did. 

The reality is those assumptions are not looking likely. There are bigger bottle necks in AI that will mean the cost goes up, not down. Global infrastructure, energy costs and more. 

This might result in a rude awakening for lots of leaders. 

In this article, I highlight some of the key differences. I o it from the lense of Customer Aquisition Costs and Payback Periods. 

If CAC stays the same
If Payback periods double
Then you cant afford your revenue operations. 

So whats is going to shift? and when is it going to shift? 

Will it shift slowly, or will you have the rug pulled out from under you?

Either way - CROs and CFO and CEOs need to have a big think

Sam Jacobs wrote a piece recently called "The Intercom Moment" that stopped me mid-scroll. If you haven't read it, the short version: a legacy SaaS co

Open article: The Math Has Changed: What Every Revenue Leader Needs to Know About Agentic Economics by Ricky Pearl • 9 min read

The Math Has Changed: What Every Revenue Leader Needs to Know About Agentic Economics

Hiring for a personal cause - JCN (Jewish Climate Network) 

We have three awesome roles that will help drive the mission forward 

This is obviously not part of Pointer's work, but a personal cause. 

If you're looking for a role filled with purpose

to make a meaningful impact on one of the most important issues of our time
to work with thoughtful, ambitious, creative people...
in partnership with absolute legends within and beyond the Australian Jewish community...

And to have an opportunity to work with the very talented Joel Lazer and his team - please apply! 

You can DM me to chat about the roles, or find them on the JCN page.site

What do - 5 Hubspot Agencies,  10 SaaS Tools including alternative CRMs, AI enablement agents, Supabase and Freckle all have in common?


All were recommended in the GTM ANZ chat this week

There is so much noise out there that people turn to their community for recomendations

Trhy google "hubspot agency" and all you will get is paid ads, sponsosred posts and the incumbants that have had the SEO game for over a decade. 

What about the new age disuptor to the market? Nowhere to be seen

So how do you find them?

Community. Asking your trusted network

And that is why partnerships and ecosystem are so important. 
This is the channel that cuts through.
Community is a different flavour of the same thing

Your prospects are currently asking questions of their peers. In community or in DMs. 

What are you doing to be there to capture this intent? 

Ill post this recommendations made this week in the comments 

If you want to get in on this sales action in GTM ANZ you have to do three things

1: Join GTM ANZ
2: Consistently add value consistently to earn the trust of those around you
3: On the odd occasion that a sales opportunity comes up, offer to help

Huge shout out to Cameron! This is so much fun. 

This legend is really leading from the front. 

Our guiding GTM principle is based on two aligned thoughts. 

One is Says law (part of my economic thesis on the great depression and the American dream) which says that “supply creates its own demand” 

The other is Emmersons famous quote 

“If a man can write a better book, preach a better sermon, or make a better mouse-trap than his neighbors, though he builds his house in the woods, the world will make a beaten path to his door”

Is short it means we just want to build the best offering. 

Can we do more to help our clients

Can we be the most useful tool 

I believe that if we build something genuinely useful. People will want to use it.

And that’s what Cam is helping us do. Build a genuinely excellent offering and making sure we do what we say it will. 

Fun video for a Friday cam!

A client got 6 meetings in the first 10 hours of their campaign

Not after ramp - very first 10 minutes of execution, 6 meetings booked. 
They are not on 12 meetings and 25 hours of execution

This is certianly not the case for most - this shows incredible market fit. 

But what is important is that we didn't need a 6-12 week ramp time to build the campaign and people up so that we could test and measure. 

From disco to launch = 1 week
from calling to value = 1 hour
So $90 spent and they have meetings booked in

Would your product get such great results? Probably not.  Well rather, I should say, I actually have no idea. Thats something you should probably try figure out. 

And that is the whole point of this. 

To go from no idea to validation. Test your hypothesis before you hire. Test your metrics before you pivot your GTM

What are we going to test next for this client? We want to know how we improve this number.. 

Ideas to test 

1: Improve reps knowledge on the product (ongoing training scheduled)
2: Improve the data quality for higher connect, or higher conversion (plan in place) 

What else should we be looking at in the early stages to improve the campaign performance?

Building GTM Engines @ The Anti-Lead Gen Agency | Helping Founders of Start Ups & Scale Ups Take Their Message to Market | Outbound Enthusiast | Cold Calling Practitioner

About

I've enjoyed a challenging and rewarding sales career, starting as a hungry young rep and working my way up to leadership roles at an industry leading events company. Along the way, I've sold to leaders in diverse industries such as pharma, manufacturing, and tech.

Now, I'm an Enterprise AE in the EMEA Cybersecurity practice at the world’s leading Business & Technology Insights firm, Gartner. 

Working with industry and thought leading technology solution providers, Gartner analysts and our end-user client base to create relevant research-led, role based platforms for engagement and networking to build strategic, long-term relationships and enable them to make better, informed decisions leading to positive outcomes on their mission-critical priorities.

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