Dynamic Logistix Chose Multiplication Over Addition

Troy Cook had been in sales for a long time. As CRO of Dynamic Logistix, he knew exactly what normal connect rates looked like. He'd seen the numbers for years.

So when TitanX showed up with their claims, his skepticism wasn't about the value proposition. If he could connect at a higher rate and identify people most likely to engage over the phone, of course that would pan out.

The skepticism was simpler: did he finally find the solution that actually did that?

"I was skeptical in mainly along the lines of I've been in sales for a long time. I kind of knew what the normal connect rate is. More skeptical along the lines of if it would actually work. But not skeptical in the value proposition because like, yeah, if I could connect at a higher rate and identify people I'm most likely to engage over a phone, I believe that that would pan out. But in terms of like, did I finally find the solution that did that, I was definitely a little skeptical on the front end."

The "Wait, This Can't Be Real" Moment

Troy ran the pilot methodically. He didn't trust miracles.

First step: watch Justin from TitanX make the calls himself before handing over any data.

"The first step was just watching Justin make the calls. You know, before I even, they gave me the rest of the data. And so that was like the first thing where I was like, okay, I've never seen someone make three calls and get two connects, like right out of the gate."

Three calls. Two connects. Instantly.

Then Troy took his batch. Handed it to his BDRs who'd been picking up the phone every single day, dialing, grinding, leaving voicemails.

"Within like 15, 20 minutes, they both came into my office and basically saying that they've had more connects just in that batch. And I think they both got 50 contacts each, so they'd had more connects in that 50 than they had in the previous handful of days."

Not hours. Minutes. Fifteen to twenty minutes in, both BDRs walked into his office with the same story: more connects in 50 dials than the previous several days combined.

Troy also had a dashboard that let him confirm this wasn't a fluke.

"I also have a dashboard that allowed me to confirm, like it wasn't just a one trick pony, like over the weeks, it just kept hitting the mark."

Week after week. The numbers held.

"But yeah, right outta the gate, you hand that to sellers and people that know what it's like to leave a hundred voicemails when they get something different from that, you typically can get a pretty quick reaction from them."

The Math That Changed Everything

Before TitanX:

• Standard industry connect rates
• BDRs making standard daily dials
• More connects in handful of days than 50 TitanX contacts
• Facing decision: hire 2-3 more reps or find another way

After TitanX:

• Instant increase in conversations
• Improved conversion rates (byproduct of consistent conversations)
• Reps more ready to engage over phone
• Going on second year as customer

Time to Value: Instant—within the week, couple days of calls

What Actually Happened

The Readiness Shift

Troy saw the connect rate jump immediately. But something else happened downstream that he didn't expect: rep performance improved.

"Instant. I mean, it was within week of, a couple of days of the calls, I mean, I instantly saw an increase in conversations. But even the byproduct of that was having reps that were actively engaged in conversations, I also saw like a pretty quick improvement on just their readiness to engage over the phone."

When you're having consistent conversations instead of sporadic ones, you don't get caught off guard anymore. You're not getting ready to talk. You're already in it.

"I saw like a nice increase in our conversion rate in the conversations because they were having much more consistent conversations. So they weren't like getting caught off guard or getting ready to talk. It's more like second nature now."

The ROI Decision

Troy faced a choice every CRO faces: how do we grow pipeline?

Option A: Hire 2-3 more BDRs. Standard playbook. Linear growth.

Option B: Invest in TitanX. Make current reps exponentially more effective.

He did the math.

"I was either gonna be at the spot where I was gonna hire two or three more reps or go into TitanX. When I looked at the cost differential of hiring two to three more reps, paying for them throughout the year, and benefits and all the things that come with it, or the cost of TitanX, it's not really a fair comparison."

TitanX won by orders of magnitude.

"I mean, like the math is just so easy there."

The Consistency That Matters

This isn't Troy's first year with TitanX. It's his second.

"Been with TitanX now, it's going on our second year. I would say last year was like our first, you know, like the last 12 months was like the first like full rolled out 12 months. I had some people testing it prior to that. So over a year we've been doing that."

That's the real endorsement. Not the pilot results. The second-year renewal.

The Stakes

If TitanX disappeared tomorrow, Troy's back to the math problem that led him here in the first place.

How do you scale conversations without scaling headcount?

Without TitanX, the answer is: you probably can't. At least not at the same efficiency.

He'd have to go back to hiring bodies. Back to hoping volume solves the problem. Back to 2-3 more reps doing what one rep does with TitanX.

Bottom Line

Dynamic Logistix stopped choosing between growth and efficiency and started achieving both. The result: a CRO who chose multiplication over addition and has been running that playbook for two years.