Topline E92: Kyle Norton of Owner.com on How Great CROs Drive Enterprise Value
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Jan 19, 2025 
Kyle Norton, CRO of Owner.com and host of The Revenue Leadership Podcast, dives into the evolving role of the Chief Revenue Officer. He discusses the unique strengths of successful CROs, the impact of advanced AI models like GPT-3 and GPT-4 on business operations, and how these technologies might streamline management structures. The conversation also highlights the shifts in sales leadership dynamics and the importance of systems thinking in achieving sustainable growth. Tune in for insights on balancing creativity and systematization in market strategies!
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CRO Diversity
- Great CROs possess diverse superpowers, not a fixed set of skills.
- Their strength lies in leveraging their unique abilities and building complementary teams.
Stage Appropriateness
- Stage appropriateness in CROs isn't absolute but often reflects matching superpower to business needs.
- A CRO's strength should align with the company's current stage and its primary challenges.
Two Bets in Hiring
- When hiring a Head of Revenue, make two bets: one for short-term needs, one for long-term potential.
- Look for stage-appropriate skills for the next two years and long-term growth potential for the future.
