{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"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","description":"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.&amp;nbsp; Agenda: 00:00 \u2013 From Shopify to $40M ARR at Owner.com 06:40 \u2013 Why Founders Who Skip Sales Get Burned 11:50 \u2013 90% Inbound, Then 70% Outbound \u2014 And Why Neither Is Enough 17:40 \u2013 How to Use AI in Sales to Massively Increase Outbound 24:30 \u2013 BDRs Don\u2019t Get Paid for Demos. Only Closed Revenue. 30:50 \u2013 The 3-Part Sales Scorecard That Replaced My Gut 36:20 \u2013 I Posted a Job on LinkedIn and Got 1,200 Applicants 42:15 \u2013 I Fired a Rep on Day 11. Here\u2019s Why. 49:40 \u2013 We Don\u2019t Do Pipeline Reviews. The Secret... 55:00 \u2013 The One Call Close Script That Wins in 99% of Cases 1:03:10 \u2013 Why YouTube Is Our Underrated Growth Weapon 1:14:30 \u2013 Sales Is a Personal Development Exercise Disguised as a Career 1:20:45 \u2013 The Night We Closed Until 1AM and Hit the Number &amp;nbsp; ","author_name":"The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch","author_url":"http:\/\/www.thetwentyminutevc.com\/","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/36781510\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/188984055"}