The Revenue Leadership Podcast with Kyle Norton

Tara DiCristo-Schmitt, Chief Revenue Officer at Houzz with a dynamic background at ADP, Paychex, and HubSpot, shares insights on building high-trust teams. She emphasizes the importance of culture, stating that trust is the foundation for clarity and high standards. Tara discusses how ‘vision beats velocity’ for productivity, and highlights the power of recognition rituals in driving team motivation. She also dives into the nuances of effective forecasting and the need for intentional trust-building, especially in remote settings.

Everett Berry, Head of GTM Engineering at Clay, returns for a lively chat about the future of sales powered by AI. He reveals how Clay uses leading tools like Dust and Gong to automate operations and enhance collaboration. Everett discusses the delicate balance between self-serve and sales-led growth, emphasizing the need for creativity in AI-driven selling. He also shares insights on automating legal processes with AI and the innovative use of messaging platforms for sales. Listen in for a glimpse into the evolving GTM landscape!

Kyle Coleman, Global VP of Marketing at ClickUp, dives into the future of marketing, addressing the issues of "work sprawl" and the transition towards AI-enhanced teams. He discusses how leaders should prioritize process-building over empire-building. Coleman emphasizes the importance of understanding workflows rather than mastering AI tools and shares insights on fostering cross-functional collaboration. He also highlights the shifting lines between marketing, sales, and product roles, advocating for a balance of automation and human touch in selling.

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.