The Official SaaStr Podcast: SaaS | Founders | Investors cover image

SaaStr 737: How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton

The Official SaaStr Podcast: SaaS | Founders | Investors

CHAPTER

Optimizing Sales Efficiency and Infrastructure for Scale

The chapter emphasizes the importance of building go-to-market efficiency in SMB sales through single-threaded ownership and investing in top-performing sales reps. It discusses the benefits of strong connections between managers and launch managers, while highlighting the significance of investing in infrastructure early with top-quality professionals. The structured monthly business review process called MBR is explored, focusing on data analysis, preparation, and collaborative discussions to drive sales excellence.

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