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
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
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC (20VC) interviews the world's greatest venture capitalists with prior guests including Sequoia's Doug Leone and Benchmark's Bill Gurley. Once per week, 20VC Host, Harry Stebbings is also joined by one of the great founders of our time with prior founder episodes from Spotify's Daniel Ek, Linkedin's Reid Hoffman, and Snowflake's Frank Slootman.
If you would like to see more of The Twenty Minute VC (20VC), head to www.20vc.com for more information on the podcast, show notes, resources and more.
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