GTM Science · 2026-06-09 · 49 min
Ryan Milligan's team at QuotaPath hit 100% blended quota attainment eight of the past ten quarters. The way they got there wasn't by adding headcount. It was by looking at every step in the funnel where a rep was spending time on something that wasn't uniquely human, and putting AI on it. The result: reps went from spending 25% of their time selling to closer to 50%, and ARR per rep tripled. In this episode, Eddie Reynolds sits down with Ryan Milligan , CRO of QuotaPath, for a conversation on how his team uses Momentum to auto-update 75+ CRM fields from call recordings so reps can carry 40 deals instead of 20, the AI-powered multithreading play that gets senior stakeholders into deals on day 3 instead of day 73, and why the early "AI slop" false starts almost derailed the whole thing. Resources Mentioned in This Episode: GTM Ops Frameworks 00:22 - The results: 3x ARR per rep, 40% higher ASP, doubled win rate 01:37 - From data science to rev ops to CRO 03:41 - Reps spend 25% of their time selling - how to double it 07:34 - Team structure and sales motion at QuotaPath 08:35 - Is AI easier to implement in high-velocity sales?
Why Most GTM Reporting is Useless90 / 100The AI Mistakes CROs Keep Making with Jonathan Kvarfordt70 / 100How Steven Birdsall Built a €1B Business Inside SAP When Everyone Said It Would Fail77 / 100CRO Stories: Good Revenue, Bad Revenue, and the Churn That Helps You Grow with Jackie Rousseau-Anderson82 / 100Find the Revenue Hiding Inside Your GTM Ops with Betsy Matthies