Kyle Norton is the Chief Revenue Officer at Owner.com, where he scaled revenue from $2M to $40M ARR in under 3 years while selling to one of the toughest markets: SMB restaurants. Before Owner, Kyle led sales at Shopify, where he helped architect one of the most operationally elite GTM orgs in SaaS.
Agenda:
00:00 – From Shopify to $40M ARR at Owner.com
06:40 – Why Founders Who Skip Sales Get Burned
11:50 – 90% Inbound, Then 70% Outbound — And Why Neither Is Enough
17:40 – How to Use AI in Sales to Massively Increase Outbound
24:30 – BDRs Don’t Get Paid for Demos. Only Closed Revenue.
30:50 – The 3-Part Sales Scorecard That Replaced My Gut
36:20 – I Posted a Job on LinkedIn and Got 1,200 Applicants
42:15 – I Fired a Rep on Day 11. Here’s Why.
49:40 – We Don’t Do Pipeline Reviews. The Secret...
55:00 – The One Call Close Script That Wins in 99% of Cases
1:03:10 – Why YouTube Is Our Underrated Growth Weapon
1:14:30 – Sales Is a Personal Development Exercise Disguised as a Career
1:20:45 – The Night We Closed Until 1AM and Hit the Number
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By Harry Stebbings
4.4
470470 ratings
Kyle Norton is the Chief Revenue Officer at Owner.com, where he scaled revenue from $2M to $40M ARR in under 3 years while selling to one of the toughest markets: SMB restaurants. Before Owner, Kyle led sales at Shopify, where he helped architect one of the most operationally elite GTM orgs in SaaS.
Agenda:
00:00 – From Shopify to $40M ARR at Owner.com
06:40 – Why Founders Who Skip Sales Get Burned
11:50 – 90% Inbound, Then 70% Outbound — And Why Neither Is Enough
17:40 – How to Use AI in Sales to Massively Increase Outbound
24:30 – BDRs Don’t Get Paid for Demos. Only Closed Revenue.
30:50 – The 3-Part Sales Scorecard That Replaced My Gut
36:20 – I Posted a Job on LinkedIn and Got 1,200 Applicants
42:15 – I Fired a Rep on Day 11. Here’s Why.
49:40 – We Don’t Do Pipeline Reviews. The Secret...
55:00 – The One Call Close Script That Wins in 99% of Cases
1:03:10 – Why YouTube Is Our Underrated Growth Weapon
1:14:30 – Sales Is a Personal Development Exercise Disguised as a Career
1:20:45 – The Night We Closed Until 1AM and Hit the Number
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