Scaling SMB Vertical SaaS Owner.com from $2M to $30M with an Ever Evolving Playbook that Adapts Sales Strategy at Each Milestone: CRO Kyle Norton
The secret to the best Sales Playbook for scaling is that it constantly changes at each step. Kyle Norton took his company from $2M to $30M ARR in just a few years by pivoting the GTM strategy to the challenge at hand. Kyle offers actionable advice for Sales Leaders and Founders in early stages on:
- The people to hire in the beginning vs the people to hire to scale
- Indicators that determine if a $2M company has the potential to reach $30M
- How early investments in RevOps can help you scale faster
- Preparing for setbacks before they happen
You’ll hear everything a Founder needs to know about finding the right Sales Leader to take their startup to the first $30M, and everything that Sales Leader needs to know about getting there from Kyle Norton and Bravado CEO Sahil Mansuri in this episode.
Episode Content:
00:00 - Welcome Kyle Norton, CRO at Owner.com
03:20 - Doing hard things helped me be better at Sales
05:07 - Finding a winning company
16:43 - What to look for in a founding team
33:43 - Your first VP of Sales is a bridge
48:44 - You need Pirates and Romantics
58:010 - In office vs remote
1:08:35 - Shoot above your number
1:13:08 - Quick fire round
