Tune in for a conversation with Kyle Norton, Chief Revenue Officer at Owner.com, on how modern revenue teams are using AI, data, and systems thinking to do more with less. Kyle breaks down how Owner built a highly efficient go-to-market engine by combining deep customer understanding with proprietary data, machine learning models, and relentless operational rigor. 

The hosts dig into why today’s CRO must think like a systems engineer, how to evaluate AI tools without chasing silver bullets, and what founders get wrong when they expect AI to fix broken sales motions. They also explore the future of CRMs, agentic workflows, and why disciplined execution, not flashy tools, is the real competitive advantage in an AI-powered sales world.

Chapters

00:00 Introduction to AI in Revenue Generation

03:54 Leveraging Data for Targeting in Vertical SaaS

10:16 Building an Outbound Engine: Strategies and Results

13:13 Attention to Detail: The Key to Sales Efficiency

18:00 The Evolving Role of Sales Leadership

22:04 AI Integration: Balancing Top-Down and Bottom-Up Approaches

24:52 AI in Sales: Understanding Market Dynamics

28:12 Evaluating AI Tools: Testing and Implementation Strategies

32:53 The Future of CRM: Disruption and Integration

39:57 Architecting AI Solutions: Master Agents and Context Management

43:03 Organizational Design for AI: Building Effective Teams

References in the Show:

https://www.revenuebrew.com/stories/2025/10/06/why-cros-are-rising-in-popularity

https://www.hansonsearch.com/articles/sales-marketing-chief-revenue-officer/ 

Quote of the Show:

"You have to combine art and science. Like you can't just tell a model, hey, tell me what my ICP is. You have to bring nuance to it. And you have to have a very in-depth and intimate understanding of the types of customers that you feel like you can win and serve really well and try to get hyper-targeted with it. And all the AI tools can help tremendously to do that refinement and then eventually do the scraping, enrichment, scoring and targeting. But it all starts with a really clear understanding of ICP.” - Kyle Norton

Ways to Tune In:

• Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 
• Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 
• YouTube: https://www.youtube.com/@CheatCodePodcast