Pointer Strategy: High Performance Startup Sales

Bangladesh Angels

Ricky Pearl loves problem-solving. From birthday treasure hunts with his family to complex business challenges, he has never been presented with a problem that he hasn't relished the opportunity to solve -the more creative the solution the better. So when he noticed that many business owners seemed to be encountering the same issues with hiring, training, and managing their sales teams - he knew there "was something there."

He drew on his extensive management, sales, and technical experience to create Pointer - an outsourced sales agency that uniquely provides "sales as a service" to businesses who don't have the time or resources to effectively manage their own internal sales department.

Since founding Pointer, South African-born Ricky has established himself as one of Australia's sales leaders, partnering with organisations like Start Up Vic, Pavilion, and RevGenius to bring sales knowledge, advice, and new ideas for getting each client’s solution or product in front of the business managers who need them most.

In this discussion, Ricky shared:

• His background and how he came to be in this space

• His career and his journey to Pointer

• Overview of Pointer, the kind of clients it takes on, and its revenue model

• How sales differ when it's founder-led vs team-led

• How should sales interact with product development? What about product marketing?

• Product-led growth/inbound vs outbound - when is one better than the other?

• Building relationships within the portfolio and future growth plan for pointer