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Kyle Norton

8 statements across 1 episodes · 3 bullish · 1 bearish · 1 people on the record · first statement Aug 1, 2024 by Kyle Norton · 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.

Everything said about Kyle Norton, oldest first

Aug 1, 2024
Disclosure
Owner.com fires bottom-ranked sales reps even if they near quota
“I move people out of the business that are, like, pretty close to quota. Like, they could be okay performers. I'll still exit them from the business if they're consistently at the bottom of the stack rank.”
Kyle Norton Aug 1, 2024 ▶ 18:35 $5m in ARR? Your CRO Should Be Focused on These 3 Things
Aug 1, 2024
Disclosure
Owner.com rejected 40% of historically acceptable deals to fix churn
“We basically turned away 40% of closed ones that we would have closed 30 days before I got there.”
Kyle Norton Aug 1, 2024 ▶ 6:09 $5m in ARR? Your CRO Should Be Focused on These 3 Things
Aug 1, 2024
Insight
Do not hire sales reps without 4 to 5 daily customer meetings
“Unless they've got like four customer meetings, five customer meetings on their calendar, every single day you don't need more reps. That's not your bottleneck. It's something else.”
Kyle Norton Aug 1, 2024 ▶ 14:50 $5m in ARR? Your CRO Should Be Focused on These 3 Things
Aug 1, 2024 bullish
Assertion Not checkable as stated
Owner.com hit 2.5x growth with a sub-1.0 burn multiple in 2023
“So last year we grew two and a half X burn multiple under one four and a half to one LTV CAC.”
Kyle Norton Aug 1, 2024 ▶ 4:33 $5m in ARR? Your CRO Should Be Focused on These 3 Things
Aug 1, 2024 positive
Assertion Not checkable as stated
Owner.com scaled from $3M to $20M ARR in two years
“We started at three. We're just passing 20 right now.”
Kyle Norton Aug 1, 2024 ▶ 2:29 $5m in ARR? Your CRO Should Be Focused on These 3 Things
Aug 1, 2024 negative
Assertion Not checkable as stated
Owner.com suffered 30% post-close churn in 2022 before resetting
“So I joined June, twenty-twenty-two, and massive inefficiency in the business, mostly driven by early churn. We were closing tons of deals. The sales number looked pretty good, but you know, rampant misalignment of customer fit, customer quality, the handoff, …”
Kyle Norton Aug 1, 2024 ▶ 3:03 $5m in ARR? Your CRO Should Be Focused on These 3 Things
Aug 1, 2024 positive
Insight
Sales leaders should directly own customer onboarding
“I would strongly advocate that sales leaders should own onboarding.”
Kyle Norton Aug 1, 2024 ▶ 15:41 $5m in ARR? Your CRO Should Be Focused on These 3 Things
Aug 1, 2024
Insight
Startups cannot scale headcount on friends-of-founder sales
“Your deals don't have to be massively repeatable, but they need to rhyme. You can't be winning friends of the founder deals and think that we're going to slam the gas on, on headcount and spend.”
Kyle Norton Aug 1, 2024 ▶ 2:07 $5m in ARR? Your CRO Should Be Focused on These 3 Things
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