Guest Kyle Norton, CRO at Owner.com, shares insights on building GTM efficiency in SMB sales. Topics include staying focused, scaling without inefficiency, and operational excellence. Discussions on prospect data enrichment, optimizing sales infrastructure, content production efficiency, sales rep compensation, and transitioning to outbound sales models.

Kyle Norton, former VP of Sales at Shopify and current SVP at Owner.com, shares fascinating insights from his entrepreneurial journey. He discusses the state of the e-commerce sector and emphasizes the importance of prioritizing physical and mental health while scaling a startup. Norton advocates for a patient approach to business, arguing that moving slowly can lead to sustained growth. He also provides valuable tips on respectful disagreement with superiors and strategic hiring to thrive in competitive markets.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Offer them value instead of meetings. Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short. Politely illuminate things that might be a bit “off” in their business. Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.” PATH TO PRESIDENT’S CLUB SVP Sales & Partnerships @ Owner Director of Revenue and Merchant Success @ Shopfiy VP Sales @ League Inc. Director, Inside Sales @ Vision Critical RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Kyle Norton, CRO of Owner.com and host of the Revenue Leadership Podcast, brings a wealth of experience in revenue generation. He shares insights on the complex dynamics between CROs and boards, emphasizing trust and leadership fears. The importance of RevOps emerges as a vital support to boost organizational efficiency. Kyle also tackles the challenges of retaining institutional knowledge during rapid growth and the crucial nature of feedback in leadership transitions. His perspective on communication and collaboration adds depth to the conversation.

Join Kyle Norton, CRO at Owner.com, as he shares insights on sales skills, technology, and managing sales teams in high-pressure environments. Learn about optimizing sales strategies, prospecting tactics, and the role of RevOps in driving sales success.