20Sales: From $2M ARR to $40M ARR: The Playbook | How to Use AI To Supercharge Your Sales Team | Why Pipeline Reviews are BS | The Sales Call Script that Closes 99% of Prospects and How to Hire the Best Sales Reps with Kyle Norton, CRO @ Owner | The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch | Podwise
20Sales: From $2M ARR to $40M ARR: The Playbook | How to Use AI To Supercharge Your Sales Team | Why Pipeline Reviews are BS | The Sales Call Script that Closes 99% of Prospects and How to Hire the Best Sales Reps with Kyle Norton, CRO @ Owner
In this episode of 20 Sales, Harry Stebbings interviews Kyle Norton, CRO of Owner.com, about building and scaling high-performing sales organizations. Kyle shares his experience at Shopify and Owner.com, emphasizing the importance of product knowledge for sales leaders and the need for a systems-engineering approach to building a go-to-market strategy. The conversation covers sourcing and recruiting talent, onboarding and training processes, sales strategies for SMBs with low ACVs, the role of data enrichment, and the balance between inbound and outbound sales motions. Kyle also discusses the significance of a multi-channel approach, the economics of BDR and AE roles, and the importance of understanding the P&L. The episode further explores the impact of AI on sales, customer success strategies, and the challenges of scaling a sales team while maintaining quality and culture.
