CRO Stories: How AI Delivered 3x ARR Per Rep at QuotaPath with Ryan Milligan

Ryan Milligan's team at QuotaPath hit 100% blended quota attainment eight of the past ten quarters. No resources added. Instead, they got there by putting AI into every step of the funnel where a rep was spending time on something that wasn't uniquely human. Then, ARR per rep tripled. Ryan is CRO of QuotaPath, where he came up through data science and rev ops before taking over the full revenue org including marketing, sales, and account management. Resources Mentioned in This Episode: GTM Ops Frameworks: https://unionsquareconsulting.com/fra... 00:22 - The results: 3x ARR per rep, 40% higher ASP, doubled win rate 01:37 - From data science to rev ops to CRO 03:41 - Doubling reps' time spent selling 07:34 - Team structure and sales motion at QuotaPath 08:35 - Is AI easier to implement in high-velocity sales? 13:29 - How Momentum auto-updates 75+ CRM fields from call data 16:49 - Why those 75 fields matter: the handoff problem 21:50 - Carrying 20 deals vs. 40 deals 24:15 - Prompts are everything and data for data's sake is noise 28:53 - What is Dust and how the micro-agents work 35:20 - AI-generated business cases and ROI narratives 42:27 - The multithreading play: day three vs. day 73 45:15 - Hallucinations and where to accept the risk 47:12 - The two things that drove the most impact ___________________________________________ We help B2B SaaS companies using Salesforce grow revenue faster, more predictably and more repeatably through a combination of systems management, data driven insights and RevOps strategy and planning. Book a call today! Website: www.unionsquareconsulting.com LinkedIn: www.linkedin.com/in/edwardreynolds Podcast: https://open.spotify.com/show/1CM3rme... #b2bsaas #b2bsales #outboundsales #gotomarket #gtmstrategy #revops #revenueoperations #salesstrategy #b2bsales #saasgrowth #pipelinegeneration #revenuegrowth #salesoperations #cro #GTM #founders #saasfounders #b2bmarketing #growthstrategy #startupgrowth #scaleups #founderadvice #leadershiptips #businesstips