Kevin "KD" Dorsey had played this game before. As CRO of Finally, a fintech company, he'd tested every tool that promised to 10X dials or 3X connects.
"I am very math driven, data driven, and I've played with all the things that it's like, oh, 10x your dials, three x your connects, and all those things just to not have it actually work."
Every single time, the pattern was the same. One metric goes up, another goes down. Connects increase but conversion tanks. Activity spikes but meetings flatline. The math never held.
"Every single time there's an increase in one data point like connects, there's a decrease somewhere else."
So when TitanX showed up making bold claims, KD's response was immediate skepticism. He'd been burned too many times.
But he had a team hovering at 11-12% connect rates—already decent by industry standards. The question wasn't whether TitanX could help struggling teams. It was whether it could move the needle when you're already performing above average.
The "Wait, This Can't Be Real" Moment
KD didn't trust one rep. He didn't trust one week. He'd seen the spike-and-drop pattern too many times.
"It's very easy, you know, you do a proof of concept, you do a trial and it works for one rep and oftentimes it's one of your better reps."
So he waited. He expanded. Three reps. Five reps. Ten reps. He watched for the leveling off that always came with new tools.
It didn't come.
"I knew this wasn't hype anymore when it's like you got past that first three reps to five reps to 10 reps, but then watching it stay consistent month over month."
Month three. Month four. The connect rates held: 27-29% consistently. Some days they hit the thirties.
"On a consistent average, we're near about 27 to 29% connect rates where we're almost still a 2.5x higher than even an already decently high connect rate."
But here's what made KD a believer: all the other metrics stayed the same.
"The connect rates have gone up and all the other metrics have stayed the same. So the conversion rates have stayed the same. The book rates have stayed the same, which then has led to meetings going up."
The Math That Changed Everything
Before TitanX:
- 11-12% connect rate (already above industry average)
- Standard SDR production levels
- Larger team nine months prior
- Question mark on scalability without adding heads
After TitanX:
- 27-29% consistent connect rate (days in the 30s)
- 2.5X improvement from already-strong baseline
- Doubled SDR production in 6 months
- Smaller team than 9 months ago
- 20 conversations per rep per day
Time to Value: Almost immediate for results, month 3-4 for undeniable proof
What Actually Happened
The Morale Spike
When KD talks about impact, he doesn't start with pipeline. He starts with energy.
"There is nothing like an SDR, one of our SDRs, when we first rolled out Titan coming up and booking five meetings in a day. Like in a day and just the morale of that."
The team noticed something had shifted.
"It was funny. We were more excited about the energy than we were just the result from it."
The Conversation Explosion
Even before meetings jumped, the fundamental game changed. Reps weren't hoping for conversations anymore. They were having them.
"I'm getting more people on the phone, I'm having more conversations. I have more follow ups now than I've ever had before."
Twenty conversations per rep per day became the new baseline. Not aspirational. Baseline.
"The fact that my reps are talking to 20 people a day, we start to trip into opportunities because we're getting more people on the phone."
The Production Math
KD restructured his entire operating model around this new reality. He didn't need to keep hiring. He needed to multiply the team he had.
"Over the last six months, and Titan has been a huge part of this, we have quite literally doubled SDR production over the last six months. The SDR team now is smaller than it was nine months ago and producing almost twice as many qualified opportunities per month than beforehand."
The downstream effect: massive increase in pipeline. Significant increase in closed deals. Measurable increase in revenue.
"That has led to a massive increase in pipeline, which then has led to a significant increase in direct deals, closing and revenue. So it's measurable. It's why I keep investing more and more into the program."
The Consulting Advantage
KD discovered something unexpected: TitanX wasn't just a data provider.
"Something that really makes Titan different is they're not a data provider. They came up on the phones, they were born on the phones. They make the dials. They are truly consulting people on how to be better on the phone."
It wasn't just: here's the data, go book meetings. It was: here's how to target the right companies, how to run through P1s and P2s properly, how to actually execute.
"You're getting way more than just conversations and connect. You're getting advice and consultation on what to do with those connects."
As someone who's been an "OG in this game" and loves cold calling, KD admits he learned new tactics from the TitanX team.
"I love cold calling. I've been an OG in this game and I've picked things up from them that we use on our team."
The Stakes
If TitanX disappeared tomorrow, KD's entire go-to-market model breaks.
He restructured headcount ratios around 20 conversations per rep per day. He built pipeline forecasts around 27-29% connect rates. He designed his operating budget around multiplication, not addition.
Without TitanX, that all collapses. Back to the drawing board on team size. Back to the old math on pipeline generation.
The choice he made was clear: invest in TitanX, or keep hiring bodies to chase the same diminishing returns.
He chose multiplication.
The Message to Skeptics
KD doesn't sugarcoat his advice to leaders on the fence:
"Even if you're on the right track, you'll get run over if you're standing still. My advice to anyone that's on the fence is you don't have a choice anymore because if you are not getting your people to have more conversations, you are no different than anybody else out there."
The competitive reality is simple: someone in your industry is already doing this. Their reps are having 20 conversations a day. Yours aren't.
"You'll run into someone in your industry like me that has their people talking to 20 people a day. This is no longer a nice to have or an idea. This is something you need to have."
His final word to his past skeptical self?
"If you're on the fence, do it. Go run a test. Get these on your rep's hands and watch how they light up. Watch how the conversations start and you'll never go back. You'll never go back."
Bottom Line
Finally stopped treating outbound like a gamble and started treating it like a system. The result: a CRO who went from massive skeptic to evangelist, leading a smaller team that produces twice the opportunities of a larger one.
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