YouSaid · the spoken record

Kyle Norton

lines on the record: 110
first: 2025-05-30
most recent: 2025-05-30
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“This was awesome. I really appreciate the invite. This was like a career bucket list thing for me. You know, I've been a fan and a listener of yours forever. So this was a blast.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think we'll be a generational public company. The only reason I left Shopify because I loved my setup there. I still love Shopify. I think it's an amazing company. I think Toby is one of the greats. There was nothing making me want to leave Shop. The only reason I joined owner is I think Adam has the chance to be a generational CEO. I think he's got all of the DNA. This is a massive market and this is a chance for me to hit a grand slam. It seems really arrogant, but like I want to be one of the handful of people that have taken a company from early to IPO. You need an incredible team in market and all this stuff to be able to make that happen. And I thought owner was that bet. And I actually feel more bullish today on that than I did three years ago.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“It's about the actions you take before you miss the number. I think if you tie your identity to whether or not you hit the number, then when you miss the number, it's much more difficult to handle. But a thing that we talk a lot about at owner, it's about the inputs and the daily grind and it's about the journey. A thing that I get quoted for saying is sales is a personal development exercise disguised as a career. Sales being hard is a feature, not a bug of this job. Failure is a feature, not a bug of this job. And so if you can get people into this more stoic mindset, that like the challenges are the journey and failure is the journey. That's what helps us get better as people. That's what helps us grow and develop ourselves. Then when you inevitably have these down periods, you're prepared for them mentally. Like we vaccinated people against those difficult times.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I don't think so because of Jevin's paradox. You saw this argument as compute got cheap while all these foundation models be less valuable. It's like, no, it's cheaper now. Everybody's using way more compute. And so if the effectiveness of every salesperson and the effectiveness of all these individual contributors goes way up, are we going to want way, way more of those? I think yes, and I think AI is going to drive so much more company creation that there will be a consistent demand for these roles because the economics of the roles get better. There's more companies that need sales reps. I mean, I cannot read the future on this topic, but Jevin's paradox may lead to high employment.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“In the early days. Something that I changed my opinion on quite recently is O3 is potentially AGI. I wrote about this a bit on my newsletter. There was such a stark difference to the capabilities of 03 compared to everything before it. I mentioned how I wanted to hire this head of Applied AI earlier. I started playing around with 03 and I updated a bunch of my chat GPT workflows to use 03 and I was just like, holy crap, this is so different. The memory, the reasoning, like the speed and being able to do research and also deeply reason, it made me think that this roadmap is moving even faster than I anticipated.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“And I think that is a special part of owners' DNA. Yeah, we have people that are very individually motivated, but this like collective is pretty special.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“That's a really good question. We had a pretty good one recently on Wednesday the end of April. We had to like have a big surge to hit the number. And I was in the office in Toronto. There was a bunch of reps in the San Francisco office. They're all remote, but we had them go in to basically just like do this end of month surge, bring the vibes. I was in the office till like one in the morning with just like one rep left over. And we closed the last deal at like 12.15 a.m. Toronto time. And the West Coast reps closed deals even later than that. It was just a really cool moment because we knew it was an important month for the company. And even at 1030, there was BDR still making calls to the West Coast to try to get like last demos done. We were closing the very last deals. I just had a blast. We were collectively pushing for this number, even though almost every one of those reps was already at their number. They didn't really have to do it for themselves.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Focus on the inputs and not the outputs. Focus on your work ethic, your rate of learning, your coachability, learn consistency every day, daily discipline and know that the outcomes will eventually come.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“You need us to give you DNS records and stuff. We actually do more than we really need to make it easy for somebody to transition because I think that brand in the market compounds over time and is clearly something that builds steam for us.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“That makes me mad. I know that in the long run we will win because of that. You know, in the short term, I'm sure it's helped them hold on to some deals and stem some churn here and there, but none of those customers feel good about that relationship. And again, I think one of the smart things that we do at Owner and certainly a lesson I took from Toby is like Toby always talks about we're building a hundred year company. And one of the things that at Owner we've done is like optimized for the long term. Like why don't we lock customers into year-long contracts? We probably could. Well, we want to earn your business every single month. Does that lead to some short-term churn? Yeah. Does it put tremendous pressure on us on product and execution to deliver an amazing customer outcome? Yeah. And I think long-term, that compounds and becomes a durable advantage. Like we part ways really nicely with people. If you want to leave owner, we'll actually help you move on to your next thing. You want to revert your website.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I have a lot of respect for toast, good product craft, their GTM execution is really good. They operate in a pretty respectful way too. We don't find toast doing shenanigans to their customers. I think the competitors that I have complete disregard and disrespect for, the ones that treat their customers poorly, because these are SMBs and you're like trapping them into a contract, you're holding their domain hostage so they can't move over. You're lying to them about all of this stuff and trying to fear monger as they're trying to leave your”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“We don't that much. Yeah, we'll joke around about it, but it's not really like our driving motivation. It is the mission. It's easy to feel good about helping a restaurant down the street just survive and get by. A lot of the motivation for the team is sharing these success stories. Like you see your customer in one of the channels that's grown like 3x and they're making like six grand more a month, which, you know, We do pay attention to some competitors, but which competitors?”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“And again, this comes back to first principles reasoning. You know, people are going to hear what we do and they can try to slap that onto their business. But what we do only works because of this entire ecosystem of what we do. Like we run a highly structured system and we invest in a certain way. Like you need to follow my playbook. You need to do all of the things. You can't just be like, oh, we're going to do AI lean enrichment. We'll just drop that in unless you have the enablement and adoption from the BDR team so that they're not just like doing their own stuff on the side. Execution is the whole piece.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“People ask me this all the time. They're like, Aren't you afraid you're giving away all of this stuff that your company's doing? And I tell them, it's like, one, I don't think anybody's really going to do it that well. This was something from Stevie, like execution is the only moat. And I'll always execute out execute these folks. Yeah. I'm 100% confident in that. And the other piece is like. If you're a direct competitor of mine and you start using my tactics, I'm in your head. You know now that I'm better than you are. And you'll have to carry that with you, always knowing that you're one step behind and you're just trying to copy me.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I met a guy who generates 60 something percent of his company's funnel this way. They have five podcasts this company. And all they do is interview the biggest names in their industry. And that person almost always introduced them to the person they actually want to talk to. And then that person posts the episode on their podcast.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“But that playbook was incredible when it first broke. And then everybody started doing it and then it stopped working. And so there's this Red Queen's race where everybody has to move to the next thing and the next thing and the next thing. And yeah, I still think there's a tremendous advantage with some of this generative AI outbound. It will get competed away.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“You see these massive trends and ultimately that advantage gets competed away. Same thing with sales engagement. I was one of the first customers of Sales Loft Cadence. At that time, you could just have every BDR sending 100 emails a day. The BDR team that I inherited at Vision Critical 5X their per person output after my like seventh month there. And a lot of that was just nobody was using sales engagement tools. And so we loaded up all of these lists and we were just blasting out fairly generic messaging straight from the old school predictable revenue playbook.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Account research lead prep, lead research, figuring out who to call. I think it's insane that companies do that today, that they have BDRs doing manual lead research. If you look at most BDR teams, like 30 to 50% of their time is just flush down the toilet with work that a data ops team should be doing for them.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Be off shelf. We're using a lot of off shelf stuff, but somebody has to think about okay, that entire ecosystem is this builder buy and how is it all getting weaved together in a really cohesive manner? I'm pushing on our RevOps team to all get really conversant with GTMAI and we're starting to get there, but I just want somebody dedicated to go absolutely all out on it.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I actually vibe coded in an app on a Friday night a couple weeks ago, so you're not wrong Stevie Case. So I had her on my podcast. She was talking about her initiative. I was like, I want this. Like I need that for myself. And, you know, I mentioned the role and we're like, well, like, let's come back to that. And I should have at that point been like, no, no, no, like, let's get this role in today. And now I think we've just put up the JD online because I want somebody that is just like thinking and breathing all things AI across our entire business. I would like to be farther ahead than we are with AI, even though people tell me that like we're so far ahead.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“30 days together to move the needle on whatever conversion rate. Some people just aren't about that anymore at this point of their career. And we had somebody opt out in like three or five weeks just because she was a really senior seller and clearly was like, nah, I'm not about this.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“And so I think more senior reps come in and like, I know how to do this. I'm good. I'm going to do it my way that's worked for me for a whole bunch of time. And oftentimes they can't outdo our system, even though they have more experience and a more developed skill set them executing their skills but within this other framework is less good than a newer rep that says like, yeah, this sounds great. I'll do it your way. They tend to accelerate faster. And that's not all the time. Like two of our very best reps had a lot of restaurant tech experience beforehand, but in general, I think as we've gotten to this point in the company, people that are earlier innings of their career and more malleable and open to ways of doing things and coachable. We're just like a hardcore coaching environment. You're going to get coached every single week. Every month you get a monthly report card that talks about what you did well and the areas of development and then you develop your secret sauce. Like what are we going to do for the next?”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“There's freedom within a framework. I want people to have some creative freedom, but it's got to be within a methodology.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it's more like we are highly, as you can tell by this podcast. I'm highly opinionated about how I want things done. And we're going to give you a lot of coaching and a lot of feedback. And we want you executing on our system”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“We haven't had as much success hiring senior reps, like reps with a whole bunch of experience. We've actually had more success hiring people in a two to four year experience range.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I had an old boss who used to say, I pay you to be paranoid, and I'm just sort of paranoid about everything. I'm paranoid about everything breaking. Our management team, am I scaling them fast enough to keep up with the pace of the business? Are we going to have the recruitment engine? Are we going to be able to continue to source deals? I'm sort of scared of it all. And that is like a really positive motivation”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Are gloming onto them constantly and getting people to do their job is like just push, push, push, push, push, push, then you take away their internal locus of control and they actually will become less motivated. So I want to give them a sense of autonomy that they are in charge of their career and their business. So community recognition autonomy mastery. Mastery is do they feel like they are on the path to mastering the craft of sales that is deeply motivating for people? Do they have a sense of purpose? That's all about mission. So that's like 20% of this methodology. And then the S is steps. So do they have steps as career progression? Do they have a path to grow their career from BDR to AE to senior AE to manager? And so I'm very cognizant that we are equipping people to do that and then giving them the opportunities. We promote a lot from within. Even though I could go hire basically whoever I want now from this market, we promote heavily from within because I think that's such an important.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Might not even get two years out of them if that's the case. Especially because owner has so much brand equity now. This happens all the time where founders see us and they go, I just need to seed my team with people from that organization. Yeah, they're going to try to overpay. But if that individual believes in the mission and we're doing the other parts of that engagement methodology, so I have this methodology called cramps. So there's like five things I want to do to make sure people are highly engaged and retained. So community to do people feel a sense of connection to the business and to the mission that we're supporting recognition is huge. I didn't invent any of this stuff. You can read any of the engagement research and get this stuff. Autonomy. So this is from Daniel Pink, Autonomy Mastery Purpose. Do they have a sense that they are empowered to go out and do their thing? Do they have an internal locus of control? Because there's this thing called the overjustification effect.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“No, no, I think it's always a mixture of incentives. It's too binary to say, oh, they're either money motivated or they're mission motivated. I think a lot of people are really excited about our mission because you get to help an SMB, a person that's like easy to feel good about helping. But yeah, everybody in sales wants to earn money.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“I think in general, there may be some truth to it, but there's still plenty of people out there with the grit and work ethic and tenacity for us to build a world-class team with highly motivated people. I have not personally found that with my team.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“It's the speed at which the number is growing in every single role. Because at some point my content engine, like basically me cranking LinkedIn, will only get us so far. And so we need new channels. And I'm trying to make sure that we have these new sourcing channels lit up before we hit a point where it's like, oh man, we're supposed to have seven people starting. We only have three. And then you're starting to take action and it's sort of too late. I just did a university tour. I went and spoke at all the best business schools in and around the GTA as part of like a new way to source candidates. And we have seven new SDRs starting next month just from this and then another four in July. And so again, like it comes back to this theme of how can you hit today but also think about tomorrow?”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Will I still get on demos almost every week? Oh, yeah. At the end of a month, I'll be on demos almost every single day, running calls with reps, jumping in if they need help closing. I love it. It's fun for me, but also it's very important for me to keep my craft sharp and to know what's happening on the front lines. And I got involved in all the biggest deals. So, I'm pretty intentional about staying connected. My BDR manager rips dials himself, the AE director runs demos still. The new manager who started is going to be like an AE basically for his first 30 days and get like very, very close to the customer.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Everything. I think one of the things that I am most hyper paranoid of is the quality of leadership breaking. Because I think once, you know, if there's a long period of time where tons of people reported directly into me, I seized it and then managers did. And so I was really close, like within arm's reach of every person in the org. And now there's multiple layers between me and NEIC. Is that?”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Anything worth doing is hard to do. We just like did the work to go source, and so we've got a really good recruiting team. We like posted the roles and did all the normal stuff, but they were going in outbounding into these markets looking at where are the hubs of potential talent. So big American tech companies that probably are getting good talent, let's go source there. And once we found the patterns and we interviewed hundreds and hundreds of people and found a system to basically identify good folks.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, and on a per dollar basis, we get incredible talent. There's an exciting opportunity in Latin America to not treat it as this BPO at an arm's length type thing. We've made them part of our team”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“They Yeah. And going back to this growth potential score thing, so the launch specialist knows what they need to fix in the configuration so that that person is as successful as possible. What are their photos? What's the density and quality of those photos? What's the story we tell? Do we have connection to their Google's business profile? Or have we done all the business listings work? Is the SEO done properly? All that stuff is, again, delivered programmatically.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“They set the customer up. So sales closes it, they pass it to the launch specialist, and they get access to their domain, their Google business profile. They build the website, figure out their menu and photos, the integrations. They're doing all of that work.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Again, it goes back to data and infrastructure. So, one of the things that the BizOps team did is build a scoring model for customer configuration quality. So it's called the growth potential score. So they did a big regression analysis, and we know exactly what things in the product, if they're set up well or not well, drive GPV, drive growth. And if a customer is making money, they're making us money, and they're much, much higher retention. So we get paid back multiple times there. So we built this GP score, the BizOps team does. And so we now know what a really high quality configuration looks like. That information is available to the launch specialist. So as they're setting up, they can see their GP score. They can see all the GPs.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“They're an awesome team. I'm very bullish. And so we're using a tool like Pavlov to post sale, incentivize the customer to take actions that we know lead to higher GPV, higher retention. And again, that's now an automated flow where they go through these campaigns of incentives. They do the right things, not just for us, but for them as businesses.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Few things. So, one is trying to automate and obfuscate all of the low value stuff. So we use momentum that looks at the transcript of every single sales call and it fills in the Salesforce fields for the rep. It fills in their opportunity record. It updates the account, the person. It says whether or not the event was run or not. All of that stuff that could take a rep, a whole bunch of time to manually fill out. That's all done for them. We try to simplify the business process as much as we can for the reps and then tooling. We're really insistent on trying to bring in tools that make the team more and more effective, both pre and post sales. I think sometimes the pre-sales gets all of the investment and post-sales doesn't, but a company that I know you know is Pavlov, and we were their first customer. Yeah, Mark and I worked together very closely at Shopify.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“It depends, so it depends on how big the market is. I think many markets you hit a saturation point and you've closed the low-hanging fruit, the early adopters, and you see sales and marketing costs rise, it's falling pretty rapidly for us. We're getting more and more efficient as we grow. But we've also made tremendous investments up front, RevOps, enablement, data in BizOps. These are for anybody else looking at it would think like these teams are way overweight for the size of team and the ARR we are at today. But we've built these systems and foundations that are allowing us to get increasingly efficient. And now as we bring in more and more reps and spend more and more on demand gen, that flywheel is pretty tough to stop.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Two and a half to that. Yeah. And we're actually growing faster today. And so I'm very optimistic about what this year will bring.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“And so going back to your question about in person, a rep on our team that is getting three to four demos a day and closing one or two of those and then being able to chase down all of their follow-ups, it's really hard to compete with the efficiency of that model knocking on doors. Some of those doors are relevant. Some of those doors don't meet our scoring model. Most of the time, the owner's not there. You're now like feet on the street. It's just a ton of time. Our competitors who run that model, we're anywhere between like three and four times more productive on a per rep basis than them.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, we look at all sorts of stuff churn by cuisine type, churn by size, churn by the quality of their setup, like everything in our business is instrumented so that we can understand it in a lot of depth. Gotcha.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah. And so we know that there's certain GPV bands where churn starts to tick up. So we say, okay, like this is our minimum for this segment. And then we have this estimated win rate. So you could knock on 50 doors.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“So, we don't want little tiny restaurants that are just like scraping by and have no customer traction because we charge a premium. We charge 500 bucks a month.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“So we are highly targeted. I mentioned that we have these two ML models, one that tells us the size of that potential restaurant. So like how much revenue they'll do. And we have this thing called an E-Win score. And so that's our estimated win rate.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“A lot of people are joining the Google Meet from their phone. They're in the back office smoking a dart is not an uncommon experience on our demos for sure. And so like, yeah, these are salt of the earth mom and pop business owners. We'll meet the customer wherever we need to meet.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“The reps will go through the training and they do a bunch of the sales simulation, then mock calls, they get certified, they get certified on the craft, and then they do an operator certification, which is like, do you know how to use Salesforce and all the other stuff? And then their first calls the managers are on all of them, basically. And you'll give the rep more and more rope as they show competence. So maybe at the beginning, all the rep can do is open the call, ask a few discovery questions, do a little bit of the demo before they get that Diran headlights look. And then the manager can jump in and take it over. So we see a lot of like manager clothes deals in that first couple of weeks.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source
“There's still an opportunity cost because we've paid money to generate that opportunity that another more seasoned rep could have closed both inbound and outbound. That's true. And so we're also mindful of the reputational risk as well. And we want people to be really successful and competent if you throw them in way too early, then sometimes it actually stunts their growth.”
2025-05-30 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source