The Official SaaStr Podcast: SaaS | Founders | Investors cover image

SaaStr 737: How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton

The Official SaaStr Podcast: SaaS | Founders | Investors

NOTE

Quality Over Quantity in Scaling Growth

Focusing on customer quality before trying to scale can lead to sustainable growth. Spending time on figuring out repeatable grade economics is crucial before rapidly hiring and ramping up sales reps. Saying no to growth initially, and focusing on customer quality rather than quantity, can ultimately lead to better results. Data-oriented decision-making is essential in this process, even if it means rejecting potential customers for the sake of long-term success. The speaker's experience highlights the importance of cleaning up deal quality and improving customer quality, as prioritized over immediate revenue growth, in achieving sustainable business growth.

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