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

“Again, if we go back to first principle, you need some sourcing mechanism. Like it's the same as you as a VC. One of your comparative advantages is a massive megaphone and a huge funnel because of this content game. But not everybody can play that way and not everybody wants to. And so they can solve that problem separately, but they need to be able to source candidates. You need to be able to create your own funnel.”
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
“One of these lessons like the founder sort of has to touch the hot stove to really learn that one sometimes when I'm doing early stage advisory, this is one of the things I'm trying to press on as much as possible. Don't take that shortcut.”
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 just want anybody in seat. I had this conversation with the founder I advised yesterday and pushed them on it, even though it's uncomfortable. I'm like, look, this guy's got a jumpy resume. I know that you want somebody in seat really, really badly. And he's got some relevant experience, but he's probably not your guy. And I know that advice sucks to hear because you've been trying to fill this seat. But it's so tempting to just try to get a body there. And it's so hard to recruit when you're an early stage startup with no traction, no brand equity, but you just have to hold a really high bar.”
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
“If that's what we're calling a playbook, then yeah, I firmly believe so. I don't think you can outsource that to a new VP of sales from the outside. I mean, I hear you talk about this all the time. Hear the range of opinions, but unless a founder can do that, I don't think that they're going to understand the customer in enough depth. This is a Toby thing. He talks a lot about compressing the distance to frontline. How can you make sure that the entire organization is as close to the frontline, as close to the customer as possible, and not have these massive chains of information that are oftentimes diluted? And so I think if your founder trying to outsource that, you're not really going to be able to build the rest of the organization if you have so little understanding of what persuades a customer. So I think you should build the basics of it and then a sales leader can come in and build all the rest.”
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, for sure. Because these are all people that are one and two degrees connected to me and then working referral networks really, really hard because everybody I know sees that. My whole network sees it and they know the quality of what I do and if I'm putting my name on this new company, they're like, oh, that's probably a good opportunity. And sure enough. Former BDR of mine introduced me to his cousin. His cousin was our first BDR, and he's like an absolute savage. This is a guy named Brayton. Then from that same company now, there's nine people.”
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, number one, I think revenue leaders need to see this as one of the most core components of their job. Oftentimes they look at this as the realm of TA. And it's the talent team's job to bring them candidates. Let's post jobs. We'll put it on a bunch of boards, and then we'll see what we get from there. And that's just totally backwards, in my opinion. Revenue leaders, especially if you're trying to operate at a pretty dynamic scale, this needs to be something that you're spending a massive part of your day on or thinking very deeply and strategically about it. Because many of these bets have long, long time horizons on them. So like content. So I've been writing on LinkedIn for six, seven years. I've amassed a bit of a following. And so in the early days of owner, I could post a role. We would get 1,200 applications. We would get 60 to 100,000 impressions on every single job post I put up. And then that was picking from an incredible funnel of people.”
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
“Okay, what are the other ways that I could solve this opportunity? And it just forces you to more deeply ideate and solve problems more foundationally, I find.”
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 a way to map from symptom to root cause. And I think one of the biggest challenges that revenue leaders have is we solve things at a surface level and oftentimes we just like reason by analogy. We see a best practice on a podcast or something like that. And then we slap that into our business. And we don't ask ourselves the question, okay, win rates are low because of rep execution. So we'll go fix rep execution, but you don't go, why is rep execution not good? Well, is it a management thing or is it a training thing? It's a training thing. Well, why is there a training deficiency? Why, why, why? And you can sort of map from this opportunity solution tree from like symptoms all the way back to root cause. And oftentimes with this tree, you get back to the root cause and then actually there's something else to fix there instead of like we just need to update the scripting. Well, you might get up to this top opportunity, this root cause, and then actually find because you're trying to think of like.”
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 much of building a great go to market organization is systems engineering. I'm sure we're going to talk about this a ton today. And product management and building product is that. It's systems engineering. It's being able to get to first principles and root cause and then reason up from there. That skill set is translated tremendously. Like even the individual frameworks from Teresa Torres, I use her opportunity solution tree or like I take Marty Kagan's vision setting template. And so like I only discovered these things”
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, I actually think the lessons that I most deeply took from Shopify are on the product side. And you can't be taken seriously at Shopify without being well versed in the language of product. I oftentimes joke that the hierarchy is engineering is the top of the totem pole, then it's design and product management. There's janitorial services here, and then sales is like just below that. So if you want to be somebody whose opinions are listened to, you have to know product and have to speak in that language. And so as soon as I got there, I started to get to work. I did like a reforged course.”
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