StarZero All shows Try the podcast clipper →

Kyle Norton

15 statements across 1 episodes · 5 bullish · 7 bearish · 1 people on the record · first statement May 30, 2025 by Kyle Norton · said 1 times in 1 episodes since 2025 · across every show →

On the record as a speaker too: Kyle Norton's record, appearances and statements → this page counts the times other people say the name.

Mentions by year

brought up most by Jason Lemkin (1)

tap a year for its mentions
0011112025episodesmentions
0112025episodes it came up in
000.50.5112025episodesmentions per episode
2025 1 mention in 1 episode

every mention, scene by scene, with the transcript →

Everything said about Kyle Norton, oldest first

May 30, 2025 negative
Opinion
Norton: Staff software engineers do not need in-office work
“I don't think you need your staff software engineers in an office to do their job well.”
Kyle Norton May 30, 2025 ▶ 20:02 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
May 30, 2025 positive
Assertion Not checkable as stated
Adding transaction volume estimates to sales comp boosted Owner's MRR per deal
“When we changed comp to include EGBV, which means they are going to be more focused on the higher value customers for the business, our estimated MRR on a per deal basis went up pretty significantly.”
Kyle Norton May 30, 2025 ▶ 29:30 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
May 30, 2025 negative
Opinion
Most revenue leaders do not understand their own P&L
“They don't even understand it. They don't know where to start. They think it's the domain of finance, and finance gives them a headcount number, and they say, you have 17 reps, and you have to do this, and they say, okay.”
Kyle Norton May 30, 2025 ▶ 30:57 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
May 30, 2025
Insight
Scripting sales basics offloads cognitive load for higher-level tactics
“Scripting the basics enables you to offload that cognitive work. If I'm just thinking about where to take this call next, and I don't have a pattern that I've repeated all of these different times, I'm spending all of my cognitive load on low-level stuff.”
Kyle Norton May 30, 2025 ▶ 18:21 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
May 30, 2025 negative
Insight
Norton: Sourcing Talent Must Be a Core Responsibility for Revenue Leaders
“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 w…”
Kyle Norton May 30, 2025 ▶ 6:32 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
May 30, 2025
Assertion Not checkable as stated
Norton: Early Owner Job Posts Generated 1,200 Applications via Personal Brand
“In the early days of owner, I could post a role We would get 1200 applications. We would get 60 to a 100,000 impressions on every single job post I put up”
Kyle Norton May 30, 2025 ▶ 7:11 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
May 30, 2025 positive
Insight
Norton: Building a great GTM organization is mostly systems engineering
“So much of building a great go to market organization is systems engineering.”
Kyle Norton May 30, 2025 ▶ 4:30 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
May 30, 2025 bullish
Disclosure
Inbound account executives at Owner close $250,000 in ARR every month
“Our inbound account executives close 250 K ARR every month.”
Kyle Norton May 30, 2025 ▶ 30:09 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
May 30, 2025 neutral
Disclosure
Owner.com runs a 2:1 BDR-to-AE ratio in outbound sales
“On the outbound side, we have two BDRs for every account executive.”
Kyle Norton May 30, 2025 ▶ 30:25 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
May 30, 2025 positive
Disclosure
Owner pays BDRs on closed deals and AEs on successful go-lives
“Our BDRs only get paid on close one business. Alignment. Our account executives only get paid when their customers go live.”
Kyle Norton May 30, 2025 ▶ 28:26 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
May 30, 2025 negative
Insight
Founders cannot outsource the initial sales playbook to a VP
“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. I hear the range of opinions, but unless a founder can do that, I don't think that they're going to understand the…”
Kyle Norton May 30, 2025 ▶ 8:41 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
May 30, 2025 negative
Insight
Norton: Candidate hesitation on direct manager references is a massive red flag
“And now really pressing on, like, no, no, no, I need your last two direct managers. Maybe not the one they work for now, for obvious reasons, but being really specific there, and if there's any hesitation, or oh, well, like, I don't know if I can get in touch …”
Kyle Norton May 30, 2025 ▶ 13:57 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
May 30, 2025 negative
Insight
Norton: Revenue leaders fail by solving problems surface-level and reasoning by analogy
“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.”
Kyle Norton May 30, 2025 ▶ 5:09 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
May 30, 2025 negative
Insight
Norton: Bad behavior during employee onboarding only worsens over time
“If you're already treating this person, you're like supposed to be in your best behavior in weeks, you know, in the early weeks and months, and if that's how that person acts today, then it's only going to be worse later.”
Kyle Norton May 30, 2025 ▶ 15:18 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
May 30, 2025 positive
Insight
SMB sales hiring should weigh 70% to 80% on intrinsic DNA
“I'm hiring SMB reps, so I'm like, 70% DNA and mindset. I just want people who have a professional Performance track record of excellence, and I don't care if it was sales or the valedictorian, captain of a sports team, first chair tuba at their, like, you know…”
Kyle Norton May 30, 2025 ▶ 12:25 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
Made with StarZero

Turn any episode into a week of clips.

This entire site, over 1,200 episodes transcribed, diarized, checked and made playable, runs on the StarZero media pipeline. Drop in your own episode and the podcast clipper finds the moments worth sharing, cuts them, captions them, and reframes them for every feed.

Try the podcast clipper Learn more