Kyle Norton helped take Owner.com from $2M to over $60M ARR in three years. The moves that made it possible aren't the ones most revenue leaders would prioritize. From a single AI experiment that boosted win rates by 15 points in one quarter, to counterintuitive bets on team structure and enablement that most companies don't make until it's too late, Kyle's playbook is built on compounding investments that pay off at scale.

In this episode of CRO Stories, Rachael Bueckert sits down with Kyle Norton, CRO of Owner.com, for a deep dive into what he actually invested in and why. Expect tactical stories on using data to challenge assumptions about what makes a great sales call, a science-backed coaching and enablement framework borrowed from elite martial arts, a mental model for ruthless prioritization when you have a hundred good ideas and limited bandwidth, how the CRO role evolves from the trenches to multi-year strategic bets, and why keeping your tech stack simple might be the highest-leverage decision you make early on.