Scaling SMB to $30M, Investing in RevOps Early, and Stage-appropriate Sales Hiring with Kyle Norton

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The Bravado Pod

Bravado.co

5 episodes

4 days ago

Is revenue your bread and butter? Sales Guru and CEO Sahil Mansuri dives deep with the most successful B2B SaaS CROs, Sales VPs, and GTM Leaders on the people, processes, and tools that fuel their growth. These revenue leaders share their frameworks for: - Building and scaling high-performing sales teams in the AI era - Selecting and optimizing your sales tech stack - Developing future sales leaders and managers - Thinking like an investor to raise VC funding and successfully exit New episodes every other Wednesday

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Scaling SMB to $30M, Investing in RevOps Early, and Stage-appropriate Sales Hiring with Kyle Norton

The Bravado Pod

1 hour 17 minutes 34 seconds

9 months ago

Scaling SMB to $30M, Investing in RevOps Early, and Stage-appropriate Sales Hiring with Kyle Norton

Scaling SMB Vertical SaaS Owner.com from $2M to $30M with an Ever Evolving Playbook that Adapts Sales Strategy at Each Milestone: CRO Kyle Norton

The secret to the best Sales Playbook for scaling is that it constantly changes at each step. Kyle Norton took his company from $2M to $30M ARR in just a few years by pivoting the GTM strategy to the challenge at hand. Kyle offers actionable advice for Sales Leaders and Founders in early stages on:

- The people to hire in the beginning vs the people to hire to scale

- Indicators that determine if a $2M company has the potential to reach $30M

- How early investments in RevOps can help you scale faster

- Preparing for setbacks before they happen

You’ll hear everything a Founder needs to know about finding the right Sales Leader to take their startup to the first $30M, and everything that Sales Leader needs to know about getting there from Kyle Norton and Bravado CEO Sahil Mansuri in this episode.

Episode Content: 00:00 - Welcome Kyle Norton, CRO at Owner.com 03:20 - Doing hard things helped me be better at Sales 05:07 - Finding a winning company 16:43 - What to look for in a founding team 33:43 - Your first VP of Sales is a bridge 48:44 - You need Pirates and Romantics 58:010 - In office vs remote 1:08:35 - Shoot above your number 1:13:08 - Quick fire round