Outbound Kitchen - B2B Sales Podcast
OK17: Inside Owner.com's $21M ARR Outbound Strategy: AI, Office, & 83% Hiring Success (Part 2)- Kyle Norton, CRO at Owner.com
Jan 31, 2025
Kyle Norton, CRO of Owner.com, a SaaS leader in the restaurant space, shares his insights on AI in sales and team dynamics. He discusses how internal AI applications outperform external automation, leading to better performance metrics. With in-office teams showing a 20-60% boost in productivity, Kyle highlights their recent office expansion in Toronto. He also dives into effective hiring practices and strategies for outbound growth, emphasizing the significance of personalized communication and innovative tools for sales training.
48:59
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Quick takeaways
- Internal AI applications significantly enhance sales process efficiency, leading to improved performance metrics compared to external automation strategies.
- In-office teams yield notably higher activity rates and faster ramp times, prompting strategic shifts like new office openings for enhanced collaboration.
Deep dives
The Limitations of AISDRs
The discussion emphasizes skepticism towards AI-driven Sales Development Representatives (AISDRs), with a strong belief that many current implementations lack quality and sustainability. It is pointed out that most AISDR approaches result in a short-term surge followed by a significant decline due to poorly targeted mass outreach strategies. Successful implementations, like those by industry leaders Jordan Crawford and Florin Tertulia, focus on refined, high-quality personalization rather than generic messaging. This perspective highlights the reputational risks for brands relying on ineffective AISDR strategies, as poorly crafted communications can lead to inbox fatigue and diminished engagement.
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