The Bravado Pod

Scaling SMB to $30M, Investing in RevOps Early, and Stage-appropriate Sales Hiring with Kyle Norton

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Scaling SMB Vertical SaaS Owner.com from $2M to $30M with an Ever Evolving Playbook that Adapts Sales Strategy at Each Milestone: CRO Kyle Norton 

The secret to the best Sales Playbook for scaling is that it constantly changes at each step. Kyle Norton took his company from $2M to $30M ARR in just a few years by pivoting the GTM strategy to the challenge at hand. Kyle offers actionable advice for Sales Leaders and Founders in early stages on: 

  • - The people to hire in the beginning vs the people to hire to scale 

  • - Indicators that determine if a $2M company has the potential to reach $30M 

  • - How early investments in RevOps can help you scale faster 

  • - Preparing for setbacks before they happen 

    • You’ll hear everything a Founder needs to know about finding the right Sales Leader to take their startup to the first $30M, and everything that Sales Leader needs to know about getting there from Kyle Norton and Bravado CEO Sahil Mansuri in this episode.

    Episode Content:

    00:00 - Welcome Kyle Norton, CRO at Owner.com
    03:20 - Doing hard things helped me be better at Sales
    05:07 - Finding a winning company
    16:43 - What to look for in a founding team
    33:43 - Your first VP of Sales is a bridge
    48:44 - You need Pirates and Romantics
    58:010 - In office vs remote
    1:08:35 - Shoot above your number
    1:13:08 - Quick fire round

    ...more
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    The Bravado PodBy Bravado.co