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, CRO of Owner.com and host of The Revenue Leadership Podcast, dives into the evolving role of the Chief Revenue Officer. He discusses the unique strengths of successful CROs, the impact of advanced AI models like GPT-3 and GPT-4 on business operations, and how these technologies might streamline management structures. The conversation also highlights the shifts in sales leadership dynamics and the importance of systems thinking in achieving sustainable growth. Tune in for insights on balancing creativity and systematization in market strategies!

Kyle Norton, revenue leader and host of The Revenue Leadership Podcast, joins the conversation to discuss the real impact of AI on go-to-market strategies. He examines how AI can enhance productivity, the balance between centralized tools and individual use, and its potential for leveling the playing field in sales. Norton also dives into the evolution of revenue models, particularly the shift to usage-based pricing, and the crucial role of effective communication in leadership. His insights on integrating AI and fostering company culture add depth to the discussion.

Kyle Norton, CRO at Owner.com and former lead at Shopify, shares his expertise on scaling SMBs in the SaaS landscape. He highlights the necessity of adapting sales strategies at each milestone, explaining how to identify a startup's potential for growth. Norton emphasizes the importance of early investments in RevOps and shares tips on hiring the right sales leader. He also discusses the balance between remote and in-office work and the key traits that define a successful sales team, making this a must-listen for startup founders and sales leaders alike.

Kyle Norton, CRO at Owner.com and former Shopify sales leader, shares invaluable insights on building an effective revenue team. He compares his SaaS revenue operating system to the Iron Man suit, emphasizing four key components: measuring, managing, planning, and communicating. Listeners will learn how these elements help to streamline operations and foster predictable revenue growth. Kyle offers actionable tools and templates to help organizations turn chaos into order, making growth not just a dream, but a structured reality.

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

In this insightful discussion, Kyle Norton, the Chief Revenue Officer at Owner.com, shares his journey of scaling an outbound sales team from 4 to 50 reps in just two years. He reveals why a 2:1 BDR-to-AE ratio is key for efficiency. Listeners will learn how to achieve $72K ARR per BDR each month and discover innovative uses of machine learning for account scoring. Kyle emphasizes the importance of building data-driven operations and strategic hiring, making this a treasure trove for sales leaders aiming to enhance their outbound strategies.

Kyle Norton, the CRO of Owner.com, shares his insights on scaling a company from 3 to 100 employees. He emphasizes the chaos that can arise during rapid growth and the importance of effective change management. Kyle discusses strategies for fostering communication and trust within teams, exploring the challenges of knowledge management as organizations expand. He advocates for an asynchronous work culture to boost productivity and minimize the need for constant meetings, offering actionable solutions for navigating change in high-growth environments.

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.