Elliott Garcia

Daily SDR Content | Lifetime Student | Espresso Please! | Story Teller | Community Influencer | Bilingual | Theater Nerd |

WELCOME 👓

What started as a coffee shop conversation that pulled me into SaaS turned into a career built around one thing: creating high-quality conversations that convert into real outcomes.

Today, I work as a Senior Sales Development Specialist, owning the full outbound motion across B2C channels for Annuity Association. My focus is simple but disciplined, connecting retirees and pre-retirees with fiduciary advisors who help them make confident, informed decisions about lifetime income, asset protection, and long-term financial security.

At Annuity Association, we help clients avoid common retirement pitfalls by building plans that include:
• Predictable income guaranteed for life
• Safe growth with no market risk
• Long-term care solutions
• Thoughtful legacy planning

My role sits at the front of that experience driving relevant, trust-based conversations through phone, email, and multi-touch outreach that respects the consumer while delivering a consistent pipeline for advisors.

Before moving fully into this role, I led and scaled SDR teams and founded TopMountaineer, a full-cycle outbound firm built from the ground up. That experience sharpened every part of my outbound skill set, including ICP development, messaging, call frameworks, sequencing, objection handling, and conversion optimization across both B2B and B2C environments.

I’m known for:
• Veteran-level outbound execution across channels
• Building trust quickly in high-consideration, consumer conversations
• Translating complex financial concepts into clear next steps
• Creating repeatable, ethical pipeline at scale

I enjoy connecting with sales leaders, outbound practitioners, and operators who care about quality conversations, disciplined execution, and long-term value creation.

-ELLIOTT

Growth Manager & Partner 

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.

I just received a cold call - after hanging up I got hold of their Head of Sales immediately. 

Told them their SDR is a weapon on the phone! 

I hear a lot of calls, the good the bad and the ugly

Receiving a call from a true professional on the phone is rare! 

I cannot stress this enough. The channel, is wide open. Especially if doing it well.

My phone number is listed (accurately) in Firmable so anyone can call me. 
I try my best to always answer cold calls
We are recruiting for multiple roles and candidates might try me

Yet I still receive fewer than 2 cold calls a week

Some weeks I might get one or none. 

Most of the time, they are terrible. I can barely hear or understand them. 

But when they are done right, ohhh, what a treat!

Just me that enjoys a genuinely good cold call? 


P.S I equally genuinely hate the bad ones.

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

I hate that you cant post links here without having your reach absolutely squashed 

Saying something negative about the platform probably does the same too 🫠 

I just want everyone to go check out our new website! 

It has been so incredible building this with the team. 

Genuinely FUN

We still have a long way to go but super proud of where its at. 

Luke "Marshy" Marshall gave us a master class on how quickly things can move. 

The way we structured it

Test = Test outbound (outsourced SDR @ 90 bucks an hour - no lock in)
Build = Hire you GTM team with dedicated operators in each function
Train = Revenue Enablement build by the best in the business 
Fractional = all the support services we offer or fractional leadership 

While there go check out the blog and recording from Marshy's webinar today. Is AI coming for your marketing role.... It just might be

The hottest topic in GTMS ANZ community is leveraging AI in sales. 

Regular individual contributors talking about how to use AI to their advantage

And not the (still quite terrible) AI SDR stuff, but 

How to run better discoveries
How to do better account research
How to handle more deals and increase win rates 

What is most crazy is most sellers are not doing this. They are not spending their time staying on top of the industry. 

They are just casually falling behind

Sales leaders get yourself and your team in a position to learn daily. Somewhere that people want to and are willing to help you

Nobody is selling, and everyone is happy to help. Thats something beautiful 


I think we might need to highlight some of these amazing community members that consistently contribute to the GTM community in Aus. 

Nathan Clark Jamie Partridge Zachary King Scott Dunphy-Brown Scott Cowley Sean Grealy 💰🪓 Luke "Marshy" Marshall Andrew Main Vaibhav Namburi Mark Colgan Jordan Cortazzo Andy Farquharson Marina Bonofiglio 📖 Ken Thomas Liam Ellul Meri Malena Kukkonen Matt Evlampieff Sean Wilson Freddie Fenton MAIEP Theo Pitsikas Derek Nguyen Warwick D. 

And SO many others (over 500 to be exact :) ) 

Sorry if I didn't tag you, just quickly scrolled through the most recent contributors.

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?

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.

Even if you post daily - people might not know what you do

I was shocked when talking to a friend this weekend
He is on Linkedin daily, he has even commented on something I posted not so long ago

He didn't know what I did 

What a wake up call

I post more than 99% of people, but clearly, that is not enough

Maybe my messaging needs to be sharper
Maybe my profile is not set up right

But it was still a wake up call

There are people out there that would genuinely want to help but they don't know how

Maybe thats the same for others

Take this post as inspiration to let people in your life know what you do and how they can help. 


I clearly need to...

Can you ever CRO if you don't know your cost per lead? 

Once you truly understand this metric you are empowered to measure every GTM strategy against your base. 

GTM can be as simple as breaking strategies into

- Can test and measure without upsetting operations
- Have to systematically test and take strategic bets. 

I love nothing more than when a CRO comes to me saying, "Ricky, our Cost per lead is X - if you can deliver a lead for that price give us as many as you can"

My answer is always the same - I don't know if we can, but lets test and see. 

One client came to us with exactly that - we now deliver 160 leads a month and had to stop because they have downstream constraints to solve for. 

Others have come to us with that, and we knew before starting that we wouldn't meet their numbers. We strongly recommended they don't waste their money

at $90 per hour for 30-50 cold calls from top level BDRs this is maybe the cheapest way to test your outbound motions 

Important to remember that conversions per lead source differ significantly, so cost per lead is just one measure, but cost per deal might be better, or ultimately, customer acquisition cost will be better still.

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

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

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

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

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?

Less than 1% of job ads had AI as a required skill. 
Less than 20% even mentioned it as a nice to have 
Is that right? 

What would take a team of 10 a week last year, a single person could do in an hour. 

Thats not true for every aspect of marketing, but it is for some.

Startups in particular need to take advantage from the alpha that AI creates. 
Agencies can really shine if they lean into it. Both in their product strategy as well as their operations. 

This Thursday in the weekly community session Luke "Marshy" Marshall will be talking about where AI can currently do the job better than people and where AI is coming for your job 

Not future state AI. But as of this week, what it does better than you :) 

If you are a founder or marketing leader, this one is for you. 

How you shape your team matters is shifting.  Both the skill required and the makeup of the roles are changing 

Any numbers from the report jump out at you?

Feb Marketing Jobs Review

When we see someone hire a rep we know has been performance managed out... 

We see this every day.

Make reference checking a super power!

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Elliott Garcia

Ricky Pearl

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