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?

Growth Team Advisory - Growth is a team sport

At Growth Team Advisory, our vision is to be the leading growth and sales advisory firm for professional services, financial services and technology. Our deep experience and proven track record provides value and security of execution, delivering substantial and sustained growth for our clients.

Extensive experience in Growth and Go To Market Strategies and Sales Enablement that provides client facing colleagues with sales technology, sales methodology, sales process, lead generation and customer value propositions. These are critical elements in any growth strategy. Deep experience in Professional Services, Financial Services and Technology with proven track records of delivering substantial and sustained growth. 

Our service offerings include: Sales Transformation, Sales Enablement, Go To Market strategy and execution, Social Selling and Lead generation, CRM & Pipeline analysis/validation, Sales playbook creation, Sales capability assessments, Sales STI/Commission plan structuring, C-Suite and Executive coaching, Management reporting structuring and cadence, Fractional/Virtual CGO or CEO, B2B Partnerships, Industry Practice Groups, Client Experience.

https://www.linkedin.com/company/96939578/admin/feed/posts/
www.growthteamadvisory.com.au

Chief Executive Officer

Brain Vector

Because brain health is different for everyone, Brain Vector is developing fully personalised solutions from mental performance to therapies that promote brain homeostasis, fostering resilience and psychological well-being. We're dedicated to address the escalating global mental health crisis through the power of precision medicine by stimulating the natural production of mood-boosting neurotransmitters.

Our team, comprised of leading experts in neuroscience, technology, and artificial intelligence. We leverage advanced technology fused with deep neuroscience knowledge to develop non-pharmaceutical, precision medicine driven by positive emotions. Brain Vector technology aims to combat the mental effects of mood disorders, particularly depression, potentially offering a novel solution in mental health care.

Investment and Commercial Director

RAIN Group

Strategic Advisor/Senior Consultant

Trinity Perspectives

Trinity Perspectives is a consulting company specialising in Win Loss Analysis. We help you close more deals by removing the guesswork, exposing the real truth behind why you win and lose. By harnessing the power of your customers’ insights, we deliver concrete change and improvement across all aspects of your sales process.

Senior Consultant

DLA ignite

I provide the methodology and training in Asia Pac for DLA Ignite Social Selling. We took the ideas from some of the world’s top experts in social media and created a series of programmes which are both predictable and repeatable which transform entire organisations and the departments within them. Our programmes have been created to use the power of social media to do five things: Increase Sales Pipeline, Rapid to Market Time, Ease of Communication. Exponential Visibility, and Simple Buyer conclusions.

Partner - Asia Pacific

Alive 90.5 FM

Chair of marketing committee. Alive 90.5 is a successful community radio station serving the Sydney areas of Hills, Parramatta and Cumberland.

Non Executive Director

Cernova

Cernova develops technology using world leading Neuroscience that quantifies human capital and organisational risk .Our flagship product, the Workforce Resilience Index is the corporate resilience benchmark that identifies your ability to execute by measuring that risk. We also partner with Insurers, Recruitment ecosystem firms, HR Tech companies and Corporate Health service providers to bring our technology to the market.

Advisor

Findex

Responsibilities - Build a growth division to see the firm reach its growth aspirations in new to firm and new to existing cross sell. Firm wide remit across four divisions: Wealth Management, Accountancy and Tax, Audit and Advisory and Consulting. Member of M&A Committee, sponsor and member Pricing Committee, and sponsor and member STI Framework Committee. Built key pillars for Growth: Growth Enablement, Strategy and Transformation, B2B Partnerships and Bids & Tenders/Pursuits. 

Achievements
•	Restructured and recruited Growth Leadership team to position business for growth.
•	Built Growth Competency Framework, a program of training and development for all client facing staff. This delivered a consistent methodology and skill sets for Growth based on the Growth equation of Quality x Activity = Growth. 
•	Developed and implemented a consistent sales methodology (the principals and framework for how to sell), a repeatable sales process (activities and tasks) and the measurement of those processes.
•	Delivered annual annuity revenue growth of >5% after 18 months from a base of 0% growth. Grew firm from $390m to $440m in a 2 year period.
•	Established four Industry Practice Groups in Agriculture, Health, Education and Construction delivering Industry Value Propositions via a collective group of specialist practitioners.
•	Established a B2B partnership framework to leverage partner client ecosystems to deliver new to firm opportunities for Findex.
•	Revised STI scheme to deliver better governance and reward for Key Relationship Managers and the firm.
•	Worked collaboratively with an established C-Suite and Executive Heads to deliver these results. 
•	Created referral (cross sell) program between services lines producing >$32m p.a. for last 2 years.

Chief Growth Officer

Responsibilities - Delivering business sales growth across the Commercial businesses, aligning with other areas of Aon, executing a sales strategy and disciplines, delivering culture change and building a strong sales team.

Set the sales strategy and execution plans for the Commercial businesses and accountable for the delivery of all New business and New to Existing (cross sell) revenue in these businesses. 

Achievements
	Restructured and recruited Sales Leadership team to position business for growth.
	Designed and implemented a sales strategy with the goal to achieve 10% P.A. sales growth. 2019 delivered >20% YoY new sales growth, >10% 2018.
	Developed and implemented a consistent sales methodology (the principals and framework for how to sell), a repeatable sales process (activities and tasks) and the measurement of those processes.
	Developed Industry Vertical strategies in conjunction with the wider Aon group.
	Created channel partner strategy to build ecosystem over 3 years. Delivered 4 large channel partners in first year (meeting growth goals). This involved targeting and creating value proposition, winning the partner (most requiring board approval), building and executing onboarding plan, training sales staff, and creating campaigns to drive revenue for both parties. Creating, with our partners, pursuit plans for targets, both existing clients of the partner and new targets.
	Redesigned sales incentive plans to drive behaviours and results.
	Coached, developed and engaged a national team of Regional Directors and sales professionals to ensure growth targets were met.
	Negotiated, customised and delivered a sales training program for Aon Australia across all segments.
	Redistributed lower value customers to lower cost service centres whilst maintaining a retention rate of >90%.
	Drove >$1mln additional revenue from implementation of customer “Play Books” that resulted in 10 point increase in NPS and a >1% increase in retention rates.

Director, Commercial Risk Solutions Sales

Chubb

Leading the business strategy, growth and management for the Asia Pacific region including Australia and New Zealand. A strong focus on driving top line growth and profitability through proactive customer and partner engagement and process improvement. Passionate to ensure our customers’ experience in partnering with us provides true value and the development of our people.

This position had full business and P&L accountability for Asia Pacific and reports to the President of Combined Insurance of America and matrix reporting to the Country President Chubb Insurance Australia & New Zealand.

Achievements
- Achieved $6.5m of annual expense savings after right-sizing the business to align with sales outcomes whilst improving profit margins by 6%.
- Restructured and recruited Executive Management team to position business for growth.
- Successfully shifted the sales distribution model from a direct independent contractor based model to a 3rd party B2C model in order to mitigate regulatory risks and increase production. Created alternate distribution networks to maximise production.
- Changed product from a higher risk personal advice to a general advice product aligned to 3rd party distribution networks (initially mortgage brokers).
- Managed from a business perspective an ASIC investigation of sales practices meeting with the regulator on several occasions. Successful in reducing the impact to the business short and long term.
- Managed relationship with APRA and ASIC for Combined business.

Executive Vice President Asia Pacific  (CEO) Combined Insurance

You have to be fishing in the right place with the right bait to catch the fish!

As a kid, my dad used to take my brother and me fishing, firstly from piers, and when we bought a little "tinny", in the estuaries and harbours of Sydney. We caught a lot of fish because dad knew where to fish, the right bait and tackle to get a bite, and how to hook the target.

Leadership and sales is a bit like fishing. You need the right tools, you need to know where to find your prospect, how to attract them and how to "hook" them.

My first job was as a storeman at Clarke Rubber during the summer holidays. I was 16. Warehouse. Tin roof. Hot and working Saturday! Yes, I could unpack the truck, move the boxes, pack the shelves and exhaust myself until closing time, but what I most enjoyed was talking to customers on the showroom floor. It wasn't my job, I wasn't supposed to do it, but I was drawn in. I remember I convinced this gentleman to purchase a 'pool cleaner' even though I knew nothing about it. My boss was very impressed until I told him that I had told the customer that the unit picked up the leaves when in fact it simply pushed them to the surface for the skimmer box to collect. Not a 'pool cleaner' at all! The customer returned it next weekend. Evidence that I had no tools, lack of knowledge and plenty of front.

Unperturbed, I became a merchant banker in Sydney during the heady days of the late 80's, early 90's. Firstly financing cars and photocopiers, progressing to trucks, boats and aeroplanes. I wrote some of the largest asset finance deals at the time. Fast forward ten or so years, I was leading HP Finance's Asia Pacific Japan sales team. From there I spring boarded to MD of a fleet leasing company, then was CEO of an insurance company owned by Chubb, was Director Commercial Sales for Aon and then CGO of the 5th largest professional services firm in Australia and New Zealand. Each move utilised and built upon my skills in sales, growth, enablement and leadership. Knowing where to fish, what to fish with, what to fish for and how to hook them. Always learning. Sales is a conversation but you need to be able to get someone to talk to you first. Enter my new firm, Growth Team Advisory.

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The Battle

Ricky Pearl

Christopher Carey

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The Battle

Ricky Pearl

Christopher Carey

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Ricky Pearl's LinkedIn Performance

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