The Bravado Pod Scaling SMB to $30M, Investing in RevOps Early, and Stage-appropriate Sales Hiring with Kyle Norton
46 snips
Feb 5, 2025 
Kyle Norton, CRO at Owner.com and former lead at Shopify, shares his expertise on scaling SMBs in the SaaS landscape. He highlights the necessity of adapting sales strategies at each milestone, explaining how to identify a startup's potential for growth. Norton emphasizes the importance of early investments in RevOps and shares tips on hiring the right sales leader. He also discusses the balance between remote and in-office work and the key traits that define a successful sales team, making this a must-listen for startup founders and sales leaders alike.
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Martial Arts Background
- Kyle Norton's interest in martial arts began with watching UFC, especially Royce Gracie.
- He trained intensely for eight years, even co-owning an MMA academy.
Path to SaaS Sales
- Kyle Norton's sales career began at an events company after college, where he honed core sales skills like cold calling.
- He later cold-called his way into tech sales roles, including Shopify.
Choosing Companies and Products
- Optimize for great leadership and learning environments early in your sales career.
- Later, prioritize joining a winning company with a strong product.
