Owner.com targets four booked demos per AE daily
Kyle Norton · 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 · at 25:47
Kyle Norton, Chief Revenue Officer at Owner.com, outlines the daily activity volume expectations for Account Executives at Owner.com.
0:00 / 0:06exact quote · 6.4s
720p mp4 · rendered on demand · StarZero watermark
“We aim to have roughly four demos booked per AE per day with three held.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Kyle Norton
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…”
Hire top BDRs from second- or third-place market competitors
“Go to a company that's not number one in their category. Who's the number one BDR at a second and third place company? Cause that's hard. And if you have a great product and you bring that person into your environment, they'll do really, really well.”
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.”
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.”