GTM by the Numbers Ep 2: Building a Metrics-Obsessed Revenue Operating System That Scales with Kyle Norton
In this episode of GTM By the Numbers, host Brandon Redlinger sits down with Kyle Norton, CRO of Owner.com and host of the Revenue Leadership Podcast, to unpack what it truly takes to lead a high-performing, metrics-driven GTM org. Known for his obsession with operational rigor and data fluency, Kyle breaks down his Revenue Operating System. Kyle explains he builds dashboards, forecasts with precision, and trains frontline leaders to make data-backed decisions.
They also explore the CRO’s real job (hint: it’s not just hitting a number), how to prevent your team from gaming inputs, and why the best GTM leaders think like systems engineers and behavioral psychologists. If you’re a revenue leader who wants to scale with speed and sustainability, this episode is a must-listen.
What you’ll learn in this episode:
- Why most CROs misunderstand what VCs actually value
- How Kyle structures daily dashboards and BI tools for clarity, not chaos
- The behavioral psychology behind “breadcrumb selling”
- The metric he uses instead of activity volume to assess SDRs
- How to build data literacy into frontline managers
- The real ROI of investing in post-sale ops and onboarding
- Why great GTM leaders think in systems, not just quotas
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