The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: From $2M ARR to $40M ARR: The Playbook | How to Use AI To Supercharge Your Sales Team | Why Pipeline Reviews are BS | The Sales Call Script that Closes 99% of Prospects and How to Hire the Best Sales Reps with Kyle Norton, CRO @ Owner
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May 30, 2025 
Kyle Norton, Chief Revenue Officer at Owner.com, skyrocketed revenue from $2M to $40M ARR in just three years, tackling the tough SMB restaurant market. He shares why founders must be hands-on in sales, discusses the power of AI in supercharging outbound efforts, and reveals the importance of a 3-part sales scorecard. Kyle debunks pipeline reviews as ineffective, unveils a one-call close script that impressively wins 99% of prospects, and explains why building a strong YouTube presence is crucial for organic growth.
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Root Cause Sales Problem Solving
- Understanding root causes rather than surface issues improves sales problem solving.
- Using tools like the opportunity solution tree enables deeper ideation and more effective solutions.
Lead Sales Talent Sourcing
- Revenue leaders must prioritize sourcing sales talent, not leave it solely to talent acquisition teams.
- Build strong personal networks and leverage referrals for high-quality candidate pipelines.
Sales Hiring Scorecard Framework
- Use a three-part scorecard for hiring: DNA (mindset), craft, and specific knowledge.
- Weight DNA more for SMB roles, emphasizing coachability and grit over specific experience.
