The Revenue Leadership Podcast with Kyle Norton E47: Kyle Norton’s Bets for GTM Domination (While Building a Generational Tech Company) - CRO @ Owner.com
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Sep 24, 2025 In a captivating conversation, Sophie Buonassisi interviews Kyle Norton, CRO of Owner.com, who transformed the company from $2M ARR to a billion-dollar valuation. Kyle reveals bold strategies, like firing half of the sales team to raise talent density. He discusses the importance of early RevOps investments, fixing churn by narrowing the ideal customer profile, and hiring for cultural fit over mere experience. Their chat also explores the role of AI in go-to-market strategies and balanced remote work policies, all underscored by principles of servant leadership.
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Bold Early Sales Reset
- Kyle fired half the sales team 45 days into the role to raise the talent bar and set the foundation for scale.
- The remaining manager and two reps stayed and later thrived under the new standards.
Raise The Talent Bar Early
- Hire premium performers and validate referrals personally to keep hiring miss-rates below 10%.
- Invest in non-quota roles like RevOps, enablement, and data early to avoid scaling chaos.
Bring RevOps Early
- Bring RevOps in once you have real PMF and traction to lock in repeatability and scale.
- Add senior RevOps early even if it feels expensive; it pays dividends in efficiency.
