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

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The Twenty Minute VC

Tech News, Business, News, Investing

4.4 • 693 Ratings

🗓️ 30 May 2025

⏱️ 79 minutes

🔗️ Recording | iTunes | RSS

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Summary

Kyle Norton is the Chief Revenue Officer at Owner.com, where he scaled revenue from $2M to $40M ARR in under 3 years while selling to one of the toughest markets: SMB restaurants. Before Owner, Kyle led sales at Shopify, where he helped architect one of the most operationally elite GTM orgs in SaaS.

Agenda:

00:00 – From Shopify to $40M ARR at Owner.com

06:40 – Why Founders Who Skip Sales Get Burned

11:50 – 90% Inbound, Then 70% Outbound — And Why Neither Is Enough

17:40 – How to Use AI in Sales to Massively Increase Outbound

24:30 – BDRs Don't Get Paid for Demos. Only Closed Revenue.

30:50 – The 3-Part Sales Scorecard That Replaced My Gut

36:20 – I Posted a Job on LinkedIn and Got 1,200 Applicants

42:15 – I Fired a Rep on Day 11. Here's Why.

49:40 – We Don't Do Pipeline Reviews. The Secret...

55:00 – The One Call Close Script That Wins in 99% of Cases

1:03:10 – Why YouTube Is Our Underrated Growth Weapon

1:14:30 – Sales Is a Personal Development Exercise Disguised as a Career

1:20:45 – The Night We Closed Until 1AM and Hit the Number

Transcript

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0:00.0	You are listening to 20 Sales with me, Harry Stebbings. Now, 20 Sales is the monthly show where we sit down with the best sales leaders to discuss how they start, scale and maintain incredible sales teams today.
0:11.7	Now, I'm so excited to welcome an incredible guest in the form of Kyle Norton. Carl is the chief revenue officer at owner.com, where he's scaled revenue from 2 million to 40 million
0:22.6	in ARR in under three years, while selling to one of the hardest markets, SMB restaurants.
0:28.7	Before owner, Carl led sales at Shopify, where he helped architect one of the most
0:32.9	operationally elite GTM orgs in SaaS. And Carl is really known for turning sales orgs into machines.
0:40.6	At owner, he's systematized this incredible revenue engine that we really unpacked today in this show.
0:47.0	Get the notebooks out. It's a very granular tactical episode where Kyle was fantastic.
0:52.8	But before we dive into the show today, if you're ready to
0:55.4	leave rigid payment terms behind, Capchase is here to change the game. Capchase brings B2C
1:00.5	buying convenience to B2B software and hardware purchases. Capchase offers your buyers the flexibility
1:06.5	they demand on annual and multi-year contracts, while you get paid upfront every time,
1:11.8	this means faster closings, higher deal sizes and a streamlined process without the hassle of
1:16.8	discounts or collections. Over 2,000 companies already use capchase to accelerate their sales
1:22.2	and secure predictable revenue. It's time to unlock your team's full potential. Try Capchase on even just one deal you've
1:29.1	lost over price or terms, no obligations, no platform fees and no heavy implementation. Visit Capchase.com
1:35.9	forward slash 20VC today and turn payment friction into your competitive edge. And when it comes to
1:42.0	sales, timing is everything, but if you're
1:44.2	relying on outdated CRM data, you're probably already behind and that's why
1:48.3	today's most innovative companies trust go-to-market intelligence to fuel their
1:52.4	AI-powered growth. Ready to join them? Zoom info is hosting an interactive online
1:57.1	summit in May that will help you get the competitive edge you need to stay ahead of
2:01.6	competition. Find out how leaders in AI and GoTo Market are building their growth engines and get
	...

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