Grow & Tell
Leading Revenue at Shopify & Owner: Kyle Norton on selling to SMBs
Feb 5, 2024
Kyle Norton, a seasoned sales leader who has driven revenue at companies like League and Shopify, shares insights from his dynamic career. He discusses the challenges of building sales teams from scratch and pivots in strategy during rapid growth phases. Norton emphasizes the importance of customer-centric approaches, especially during crises like the pandemic. He also highlights his transition from Shopify to Owner, emphasizing mentorship's role in navigating startup challenges and the value of maintaining mental health in high-pressure environments.
48:05
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Quick takeaways
- Establishing trust through clear positioning and aligning with customer vision is vital for effective sales in evolving markets.
- Building sales teams from scratch in startups requires adaptability and strategic pivots to meet aggressive revenue targets and product-market fit.
Deep dives
Building Trust Through Positioning
A critical strategy for successful sales includes establishing trust through clear point of view positioning. A company is encouraged to differentiate itself by aligning with a vision that resonates with customers, focusing on the evolving market landscape. For instance, Shopify emphasizes that if businesses believe in the necessity of seamless online and offline service, then it becomes an essential choice. This approach allows potential customers to self-qualify quickly, enabling the sales team to focus on those who align with their vision while filtering out less compatible leads.
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