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?

I am Co-Founder of Sell Anything and have spent the last 8 years in b2b SaaS taking new products to market.

Sell Anything works with SaaS and tech-enabled companies at pivotal points in their business
growth to support leadership, enable new revenue outcomes, and drive scalable and repeatable
sales processes. 

Need help email me sean@sellanything.io

Before Sell Anything, I was a Growth Manager and account exec for new SaaS companies and built my own company Mymint in Aged Care, helping 4000+ families across Australia stay connected with a loved one in care.

If you want to see my key achievements to date, check out my highlights in my experience section below. 

Past Acheivments /Awards not listed 
-Startmate Accelerator alumni, participating in Australias leading technology accelerator (Jan - April 2020)
-South Australian Young Achiever of the year 2019 (May 2019)
-Slingshot x HCF accelerator program (Feb 2019)
-Speaker at LASA Congress on Aged Care startups (Oct 2018)
-Semi-Finalist winner of the South Australian Channel 9 young Achievers award of 2018
-Student Entrepreneur delegate to Tel Aviv, Israel (January 2018)
-Best pitch Hacker Exchange, Tel Aviv, Israel (January 2018)
 
My success is the result of all the help others have provided me and I hope to pay it forward.

Sean Grealy

bullish on adelaide 

after 2 years in Sydney & balancing some ongoing health issues i pulled the pin & moved back to Adelaide to get right 

where we’d go next was left open, Perth, Sydney, Melbourne or upto the goldy 

but on return I couldn’t believe the momentum building in my home state 

so the decision was clear

Radelaide it is 

I’m still in Sydney and Melbourne monthly so please keep inviting me to things 😂 but I guess it’s official and I’ll be updating my LI location 

p.s my health is back baby! Some content coming on all the learnings rebuilding the body whilst running a business 

p.p.s enjoy the Sunday admin setup, deck chair, suitcase table, prized roadie in sight

Sean Grealy 💰🪓

I help B2B founders scale sales from 🚀 $0 to $5M revenue. We’ve helped 1000+ Founders and Builders across Australia. Join Australia’s first B2B Startup Sales Accelerator for founders growing $0-$1m 👇

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If you want to see what’s possible as a first hire in a startup, look at Sarah Lim.

Last week, splose made waves with a $46m Series A, the largest in South Australian history, led by Spectrum Equity and Athletic Ventures. 

In Australia, we have far and few between examples of what getting in on the ground floor can look like, since 2023 Sarah has moved from: 

2023 - Account Executive
2024 - Sales & Ops Manager
2024 - Head of Operations 
2025 - General Manager
2025 - Chief of Staff

From the front line and putting in the ground work to being a part of scaling the core capabilities of the business. 

This is no easy feat, but Sarah is one of the inspiring Unicorns. 

Experience.
Commercial maturity.
Scaled as a founder
Walked the hard yards in traditional sales and leadership roles.

Most people wouldn't jump back in and do the hard work in an early-stage startup, but Sarah did. 

Every ambitious seller should be paying attention to this.

The buzz around this raise has been huge for the SA ecosystem.

None of this success is possible without the vision that Nicholas Sanderson had in 2016, a decade of pushing to change what Practice Management means and saving businesses time, money and a heap of admin. 

Every founder should take note of what's possible by chipping away day in and day out. Congrats to the entire Splose team on hitting this monster milestone.

We were fortunate enough to work with Splose when they were preparing for their first sales hire, and again in 2024 training the team on SPICED and Pillars of Persuasion.

A small part to play - but one we’re proud of.

Everyone knows it takes vision, product-market fit, and an exceptional team to build something at this level.

Splose have done exactly that.

So here's to more SA rocketships, more first hires becoming leaders, more of this.

And hopefully we will see Nicholas on some event stages to share the journey, one we can all learn from! *Cough Cough* ;) SOUTHSTART

hug your co-founder 


popped into the gong to see the one and only Roy Head

When I started with Sofia in May she was at $75k MRR, last month Sof hit $158k MRR, here’s how… 


firstly Sof is the most systems focused founder I’ve worked with.

Everything becomes a system. 

Every new bottle neck, identified and immediately strategised to solve. 

Sof relentlessly uses a experiment mindset whether it’s
-changing the offer
-ads
-length of sales meetings
-call openers

She goes to the nitty gritty with an obsession to unlock the bottle neck until it’s resolved.

I saw Sofia jump to $100k months by simply changing her Sales Discovery 

She spent $6k on coaching with Sell Anything and immediately grew her sales conversions by 20%+ a month later  

I spent a week reviewing every sales call 
- good
- bad 
- confusing 

We dialled in the process, role played and ran the new process.

Then Sofia had so many calls thanks to Ethan’s handy work she couldn’t keep up so brought in Claudia. 

This year I’ve worked with Claudia on the founder led to first sales hire shift. 

It has to be authentic to Claud, bring her presence and strengths. 

And the conversion followed. 

We time boxed each stage of the sales meeting, deliberate action built around our Pillars of Persuasion methodology.

And here we are at a $158k months in Feb. 

Now we chase the elusive $200k month 🔥 

Working fractionally the best part is joining amazing team. 
Sofia - founder
Claud - sales gun 
Ethan - marketing wizard 

Sofia has brought together a true all star team and each member adopts her mindset baked in the company DNA.

You can’t beat a IRL client strategy session, was so awesome to all be face to face. 

If you are a founder looking to hit that next revenue stage, reach out. 

Coaching, fractional leaders, our Sales Accelerator.  We can help. 

Thank you to Sof for having me on the journey, every call I learn something new and leave with profound energy from what Sofia brings to her customers and systems obsession. 

Here’s to $200k months 🔥

Week 3 of the Sales Accelerator and one company closed a $15k pilot another closed a $50k+ contract and one seller hit a PB month with 30 deals won. 

This is the norm! 

This is what you are surrounded by. 

Real outcomes, momentum and people growing their companies. 

Our next cohort is April 1 and prices will go up in the new financial year by 15%. 

If you want to smash your targets, unlock the next customer, get sales hire ready or have confidence in Investor chats you do it in the B2B Sales Accelerator by Sell Anything  

So many wins I’ll save for another post *cough cough* one company booking in a boat load of fresh meetings 🔥 

Finally we are seeing increased appetite from investors on this program:

1. Company raised capital on the basis of participation in the Sales Accelerator 

2. Another company getting backed post program due to traction and momentum 

It works because you learn the frameworks, get coached on the nuance to your business and are held accountable to take action. 

DM me, let’s get after it!

It’s been 6 years since I was in Startmate

I got a lot wrong

And I often think about the advice I wish I’d listened to or had back then

You can’t dwell on the past buts it’s powerful to reflect and take the mistakes as lessons and save new founders from making the same ones 


So I’m curious, 

What’s the one piece of advice you wish you had on day one of your startup?

Sales?
Product?
Mental health?
Something else?

If I had my time again I’d be crystal clear on my ideal customer and talk to them and only them every single day

If we can save even one founder from learning the hard way, it’s worth asking. 

So what’s that one piece of advice you wish you had? 



This was an epic week 0 with insanely impressive founders, thanks to Startmate and Emma Grife for having me, also stoked to get rated top session of the week 🔥

Founders backed by Giant Leap, Tidal Ventures, Startmate, Techstars, Antler, Aussie Angels, join our Sales Accelerator, but why? 

Don’t they get that these skill sets during Accelerator programs and from Investors? 

Don’t they have it all worked out before raising? 

Can’t all founders lead sales? 

No. 

Tech Accelerators and VC’s provide the space, guidance, community, network and capital for founders to build demonstrable growth.

They believe in you. 

yes, they provide sales expertise and commercial guidance but it’s at limited capacity. 

The capital is provided for founders to either acquire or hire the skill sets they need. 

Sales isn’t just something you can wake up and do. 

Like software engineering or product there’s different roles, skill sets and time horizons to get the reps in and hone the craft. 

Sure you can watch YouTube tutorials, hit roadblocks and review where you went wrong. 

But unlike building the product, in Sales you only get one run at the big dance. 

You can’t fix a bug in the deal. 
You can’t review the sales cycle and re-write time.
You can’t change a line in the proposal after it’s submitted.

And this is why founders join the B2B Sales Accelerator. 

It’s a skill set you have to acquire but it requires nuance to each business. 

No business is the same. 

You can’t copy paste and expect it to work. 

There’s nuance.

It needs to be finessed to each prospect, each deal and each closing process. 

The variable? 
Humans on the otherside of the opportunity. 

But you can build repeatability. 

Learn and embed frameworks designed for the commercialisation of Startups as they find PMF. 

Built from 30+ years B2B Sales Experience, a few years in a venture studio, 3 years working fractionally with Scale Ups around Australia and a whole heap of sweat, tears and late nights moulding the craft. 

Founders don’t have to work it out on their own anymore. 

We’ve built the model. 

And my favourite part? 

Technical founders and Industry experts make some of the best sellers.

Attention to detail to like no other.

Ready to put hours in to building the motions. 

Already mentally coded to work in sprints and experiments. 

They understand the problem set and market better than know one else. 

Technical founders and Industry experts always sell themselves short on their commercial acumen. 

Anyone can lead sales, you just need to be coachable, ready to get the reps in and apply the knowledge. 

Don’t waste 12 months of runway making the classic mistakes.

Build your next stage of growth in the B2B Sales Accelerator.

ANZ’s home for founders leading sales. 

If you got this far and you are a SaaS, AI or Agentic founder, DM me to hear how you could hit that next growth milestone.

graphical user interface, text, application, chat or text message

it took me 12 months to write this

1400 words articulating a skill of the top 1%, that anyone can learn

I wrote this while being mentored by:

a 9-figure founder,
sales leader who closed a $20m deal,
and the coolest negotiator I have witnessed 

the skill? 

'Indifference'. 

Indifference is when you are emotionally removed from the end outcome of a decision. You observe facts, make decisions objectively and at your own pace, to remain in control.

In sales, indifference separates the good from the elite and determines your ability to move upmarket, manage complexity, and stay cool.

Anyone can learn the framework: 
▪️ Preparation
▪️Mind and Body
▪️The Power of Time
▪️Silence

'Click view my newsletter' above the post, read it! 

And, I'd love to hear how you remain indifferent. 

p.s. This was inspired by my co-founder Roy after observing him for the last 6 years as one of the best Leaders I know, and the read includes some iconic 'Royisms'. ENJOY!

hey everyone, Sean here, a favour to ask. 

Who should be in our next B2B Sales Accelerator? 

tag them, msg me, make an intro. 

Suited to businesses with:
▪️ Product ready to engage the market
▪️ SaaS or Agentic offering 
▪️First $10k-$300k in sales
▪️First full cycle sales hires, we've had SDR's and AE's 
▪️Technical founders, industry leaders or people who have never had formal sales training

Not for pre-product founders. 

Our next march cohort is fast approaching with a few spots left, we'd love to support them to get to the next stage of growth and on the trajectory to $1m. 

If you or anyone you know should be in the mix i'd love to hear it.

It's 5 action-packed weeks with live support to get real momentum.

e.g. Tom who hit $50k by week 3. Now thats money! 

Drop me a note if keen! let's build.

Most startups don’t fail moving from SMB to Enterprise because they can’t sell.

They fail because they underestimate the cost of “going upmarket.”

Enterprise isn’t just bigger deal sizes.

It’s bigger expectations.

Before you’re even out of the first meeting, you’re being assessed on:

Product maturity
Service & SLAs
Security posture
Certifications
Uptime guarantees
24/7 support
Procurement readiness

And that’s before you talk commercials.

You’re now competing against established brands with existing relationships.

Sales cycles stretch.

3 months becomes 9.
9 becomes 14.

My first enterprise deal was with one of Australia’s largest home care providers.

It took 14 months.

Budget changed constantly.
Our product was audited by their cyber team.
We had to strengthen contracts and support systems.

But when we won, we beat three competitors and landed inside a 5-year transformation roadmap.

Huge upside.

Massive strain getting there.


Here’s the part founders ignore:

From month 1–12 of an enterprise pursuit, you are burning time and resources.

Let’s say you get a verbal in month 11.
Contract signed in month 12.

Now procurement kicks in.
Payment terms are 60 days.

Cash might not land until month 14.

In SMB, the approval process is smaller and you can control payment terms.

In Enterprise, they do.

So the real question isn’t:

“Can we win enterprise?”

It’s:

Are we financially equipped to establish ourselves there?

Can your core business support longer sales cycles that may end in Closed Lost?

Do you have dev, support, admin and marketing capacity to react to enterprise feedback?

Can your existing revenue engine fund the upstream investment?

Going upmarket can transform a company.

But it can also starve one.

Enterprise is a strategy shift, not just a pricing change.

If you are a founder or working with a startup planning to go up market and want to nail the expansion drop me a note. 

We’ve belped 4 scale up in the lead upto series A with just this.

taplio

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The Battle

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