OK17: Inside Owner.com's $21M ARR Outbound Strategy: AI, Office, & 83% Hiring Success (Part 2)- Kyle Norton, CRO at Owner.com
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OK17: Inside Owner.com's $21M ARR Outbound Strategy: AI, Office, & 83% Hiring Success (Part 2)- Kyle Norton, CRO at Owner.com
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Didn’t catch Part 1? Listen here: https://outboundkitchen.substack.com/p/ok10-how-this-cro-brings-in-72k-arr
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Chef specials:
- Internal AI use cases outperform external automation
- In-office teams show 20-60% better performance metrics
- Their outbound growth plans
Kyle Norton, CRO at Owner.com, shares deep insights on AI implementation in sales, the shift to in-office work, and strategic annual planning.
He discusses how his team leverages AI for internal processes rather than external automation, achieving remarkable results with tools like Avara for sales simulation and Momentum for CRM automation.
Kyle reveals compelling data showing 20-40% faster ramp times and up to 60% higher activity rates for in-office teams, leading to Owner.com's recent office opening in Toronto.
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Who is Kyle Norton?
CRO of Owner.com
Host of the Revenue Leadership podcast (Pavilion Podcast)
More context about the Owner's Sales team:
- ACV: $5.5k
- Sales Cycle Length: 4-7 days
- Vertical SaaS: Restaurant industry
- Buyer personas: Restaurant owners
- Markets: North America
Connect with Kyle:
- On LinkedIn: https://www.linkedin.com/in/kylecnorton/ - Listen to his Podcast: https://open.spotify.com/show/6y3nqT69DERySdns6Zz4WL?si=eae54b3029464a5c - Subscribe to his Newsletter: https://www.therevenueleadershippodcast.com/
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Chapters:
(00:00) - Kyle Norton and AI SDRs
(01:12) The Pitfalls of AI SDRs
(02:30) Successful AI SDR Strategies
(06:40) Internal AI Use Cases
(07:22) AI-Powered CRM and Momentum
(09:18) AI Simulators and Training
(18:35) Annual Planning and Outbound Strategy
(24:23) Solving Problems as Revenue Leaders
(24:52) Improving Book to Show Rates
(28:14) Building Effective Habits
(28:36) Nudge Theory in Sales
(31:22) Hiring and Management Strategies
(34:55) Remote vs. In-Office Sales Teams
(42:37) Field Reps and Efficiency
(44:09) Reflections and Future Plans