Pardell & Co.
Logistics
How Pardell & Co. cut new-AE ramp time by 41% in one quarter
Industry
Logistics
Team
42 AEs, 6 managers
Rolled out
9 days
Plan
Team, yearly
−41%
Ramp time for new AEs, from 38 to 22 days
3.4
Practice runs per rep each week, without a manager chasing
+11 pts
Win rate on deals where pricing came up before the proposal
The challenge
Pardell & Co. doubled its sales team in a year. New AEs were shadowing for three weeks, then learning the pricing conversation on live buyers. Median time to a first closed deal had crept up to 38 days.
What they tried
Managers ran role-play every Friday. It helped the reps who got picked and nobody else, and it cost the managers an afternoon a week they didn’t have.
“Our new AEs used to burn their first ten discovery calls figuring out what not to say. Now they burn them in Dryrun, and the real calls go to people who are ready.”
Renée Okafor, VP Sales, Pardell & Co.
Rolling out Dryrun
The team connected Salesforce and Gong on day one. By day nine, every AE had a set of buyers built from the deals Pardell had lost on price, scored against the MEDDICC rubric they already used.
Managers stopped playing the buyer and started reviewing one clip per rep per week in their 1:1s.
The results
After one quarter, new AEs closed their first deal in a median of 22 days. Reps ran 3.4 practice calls a week on their own, and win rate rose 11 points on deals where pricing came up early.
More customer stories
Before the real one
Your next hard call is
already on the calendar.
Run it once in Dryrun first. Four minutes, no signup.