PLAYBOOK: 5 Reps, $74m Outbound

Me: How many dials do your SDRs do every day? 50? 100?

Emir Atli: 3,000-4,000.

Me: WHAT?!?!?

Me: That’s literally 30-40x best practices.

Emir: Best practices are for people who want mediocre results.

Me: Fair enough. Let’s break it down. How many reps do you have dialing?

Emir: We have 5 outbound reps. All hitting 3-4k dials.

Me: So 20k/day from a team of 5. That sounds like a SPAM cannon on steroids.

Emir: Most founders are afraid of being pushy. We’d rather grow revenue than be polite.

Me: Just … Wow. I’ve never heard of anything quite like that. How do you not burn through your TAM in a month?

Emir: Most people view their TAM as fixed. I think that’s pure laziness. You can build product for TAM expansion. Most people are just afraid to do it.

Me: Tell me more…

Emir: We started out SMB SaaS. We expanded to mid-market and enterprise by building features for use cases that were different than SMB. Upmarket was our first TAM expansion. Our second was looking at SaaS and seeing what other verticals had a similar go-to-market motion, that we could service. It turns out that recruiting firms have a CRM and AEs, as do IT companies … and we were able to make some small changes and expand into both of those.

Me: That’s incredible. Are you global?

Emir: We’re mostly focused on US/UK/Europe/Aus/NZ.

Me: What are the SDRs telling these people when they call?

Emir: The first thing we’re telling them is that it’s a cold call. The second thing we’re telling them is the most acute pain that we know they all have. It’s like a 10/10 product-market fit in terms of the pain. And everybody has it.

Me: What’s that pain?

Emir: “Do you struggle with attribution on brand marketing spend?”

Me: Oh man. I have that pain.

Emir: Of course you do. Everybody is throwing money at all sorts of different things and they have no idea if it’s working. We just call them out on it.

Me: How well is this outbound machine working?

Emir: We’re generating $74m/yr in pipeline from outbound.

Me: I would say that is working.

Emir: Of course, and it’s because most Founders would rather sit around and wait for inbound than build a machine that makes 20,000 cold calls per day.

Me: Which is why they’re stuck at $2m ARR!

———

The uncomfortable truth?

While most SaaS founders are debating whether cold calling is "dead," Emir's team is generating $74M in pipeline …

By simply doing MORE of what everyone else is too scared to do at all!

Volume beats "best practices" every single time.

But most of you reading this STILL won't pick up the phone.

I only have one question for you …

WHY NOT?!?!