The Revenue Leadership Podcast with Kyle Norton

Peter Grant, CRO of You.com and a veteran of Salesforce and Siebel, shares insights on the rapid evolution of AI in sales. He emphasizes that current sales strategies are outdated and explains the need for AI literacy and a new skill stack among sellers. Peter discusses how AI search can transform sales discovery and stresses the importance of embedding AI into workflows. With AI adoption outpacing the cloud, he highlights the need for effective training and outlines the benchmarks for successful enterprise AI investment.

Join Bryan Adams, VP of Sales at Bolt.new, a high-speed AI company that skyrocketed to over $40M ARR with just 50 people. He dives into effective go-to-market strategies and the importance of a solid tech stack. Bryan discusses ‘vibe coding,’ building iteratively, and the transformative impact of automation on productivity. He offers insights on leadership, emphasizing empowerment and accountability, while also sharing key advice for navigating the fast-paced tech landscape. Don't miss his take on competing in a challenging market and fostering team success!

Jenny Dingus, SVP of Global Sales at Clio, shares her insights on effective sales capacity planning and the pitfalls of the traditional 'people × quota' model. She discusses how Clio adapted its planning post-acquisition, focusing on real market conditions and effective resource allocation. Jenny also emphasizes the importance of aligning teams, utilizing AI for training, and the role of humility and curiosity in leadership. Her practical advice on integrating new products and managing change brings a fresh perspective to revenue planning.

Jonathan Leaf, CRO at BambooHR, shares insights from his impressive journey through Softchoice, AWS, and RingCentral. He discusses how to thrive in crowded markets by honing in on specific customer segments and leveraging mission-driven culture. Leaf emphasizes the importance of trust and customer experience in winning deals and outlines how BambooHR focuses on SMBs to drive growth. He also highlights the role of visibility and values in building accountability, urging leaders to align their teams with clear goals for maximum impact.

Kyle Norton chats with JD Saint-Martin, President of Lightspeed Commerce and former founder of Chrono Golf, who scaled the company from $75M to $1.2B ARR. JD shares insights on transitioning from startup founder to leading a large public company. He emphasizes the importance of building a high-performance culture, the role of transparent hiring practices, and how to effectively manage a growing team. The discussion touches on the necessity of investing in enablement and the power of in-office collaboration to drive creativity.

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.