The Revenue Leadership Podcast with Kyle Norton

In a captivating conversation, Sophie Buonassisi interviews Kyle Norton, CRO of Owner.com, who transformed the company from $2M ARR to a billion-dollar valuation. Kyle reveals bold strategies, like firing half of the sales team to raise talent density. He discusses the importance of early RevOps investments, fixing churn by narrowing the ideal customer profile, and hiring for cultural fit over mere experience. Their chat also explores the role of AI in go-to-market strategies and balanced remote work policies, all underscored by principles of servant leadership.

Steve Dinner, the VP of RevOps at Owner.com and a seasoned sales leader, delves into the art of building effective revenue operations teams. He highlights the importance of empathy and trust over mere automation, sharing insights on using ride-alongs as a secret weapon. The conversation also covers agile frameworks, strategic hiring tips for CROs, and the critical role of collaboration in aligning business objectives. Steve's blend of experience offers valuable lessons for anyone involved in scaling high-growth revenue teams.

Everett Berry, Head of GTM Engineering at Clay, shares his unique journey from software engineer to revenue leader. He delves into how successful revenue teams leverage AI, emphasizing the importance of prompt iteration and segmentation. Berry also discusses the challenges AI SDRs face and offers actionable steps for CROs to gain real adoption. Plus, he highlights the foundational role of quality data in AI implementation, shedding light on the need for effective organization and strategy to optimize revenue processes.

Dr. Michael Gervais, a high-performance psychologist known for his work with the Seattle Seahawks and Olympic athletes, discusses the mental game of leadership. He emphasizes redefining competition to focus on personal growth and teamwork rather than a win-at-all-costs mindset. Gervais explores the psychological drivers behind high performance, the importance of cultivating a supportive environment, and transforming beliefs through neuroplasticity. He advocates for a purpose-driven approach in leadership, helping listeners discover their true motivations.

Geraldine MacCarthy, CRO at Oyster HR and former CRO at Personio, shares her extensive experience in leading remote-first businesses at giants like Google and Dropbox. She discusses the complexities of scaling distributed sales teams across continents, emphasizing the nuances of hybrid work models. Geraldine challenges traditional remote work beliefs and advocates for empowering managers to enhance team performance. She offers insights on fostering trust, maximizing meeting efficiency, and effective communication strategies that drive productivity in remote settings.

Tom Hanrahan, EVP and Global Head of Sales at Square, brings a wealth of experience from Amazon and Living Social. He discusses the critical importance of sales efficiency and challenges the myth that larger teams always drive more revenue. Instead, Hanrahan advocates for lean, specialized teams, emphasizing data-driven strategies that balance lead volume with rep capacity. He shares insights on hiring for potential over experience, the impact of effective leadership, and creating a strong sales culture to boost profitability and sustainability.

Jessica Chiew, Head of GTM Operations and Strategy at Canva, reveals how her team is spearheading AI adoption within a massive organization. She discusses the dual approach of centralized support and functional ownership while stressing the importance of a strong data foundation for AI success. Jessica shares insights into navigating build vs. buy decisions, optimizing AI workflows, and the pivotal role of leadership in driving adoption. She also emphasizes engaging sales leaders to create a supportive culture that embraces AI-driven efficiency.

Richard Ezekiel, author of "Coelevate" and former partnership leader at Amazon and Netflix, shares insights into building impactful business collaborations. He discusses why many partnerships fail and the essential elements for success, including the importance of internal metrics. Ezekiel introduces the innovative "Partnership T" framework, practical strategies for CROs, and the necessity of aligning partnerships with real customer needs. He also addresses the traits that differentiate good partners from great ones, emphasizing long-term vision and adaptability.

In this engaging talk, James Roth, the Chief Revenue Officer of ZoomInfo and former SVP at Vonage, dives into his transformative leadership journey. He emphasizes the vital role of resilience in navigating market challenges and corporate shifts. Roth discusses innovative strategies for leveraging AI and enhancing data utilization, spotlighting ZoomInfo's Copilot feature. He also explores evolving sales roles and the importance of a data-centric approach to customer engagement, highlighting how these changes drive measurable success in a competitive landscape.

Adam Alfano, EVP of Global S&B and Emerging Products at Salesforce, shares insights from his impressive 17-year journey at the company. He discusses the importance of adaptability and balance in leadership, emphasizing a holistic approach to fostering growth. Alfano also explores the concept of being a corporate athlete, promoting well-being for enhanced performance. The conversation covers leveraging AI for sales efficiency and the significance of personal connections in an evolving tech landscape, highlighting traits that distinguish exceptional leaders.