How Saying NO to Customers Led to Record Growth | Kyle Norton, Owner.com CRO

In this episode, we dive deep into the world of sales leadership and strategy with our special guest, a seasoned CRO who transitioned from owning an MMA studio to leading revenue teams in the SaaS industry. Discover the key differences between a VP of Sales and a CRO, and learn how to think holistically about your business to generate enterprise value.

Timestamps:
00:00 - Introduction: The CRO Mindset
00:10 - The Importance of Thinking Beyond the Close-Won Number
00:30 - Setting Up a Professional Home Studio
01:15 - Transitioning from MMA to SaaS
04:03 - The Challenges of Running a Small Business
06:31 - Training and Physical Challenges
08:41 - The Ironman Challenge and Long-Term Goals
10:14 - The Leaky Bucket Fix: Letting Go of Half the Sales Team
14:09 - Communicating Bold Decisions to the Board
19:49 - Decision-Making in Sales Leadership
22:17 - The Importance of Trust and Transparency
25:28 - Balancing Short-Term and Long-Term Goals
28:04 - Running Towards Bad News
32:32 - The Power of Mindset in Sales
33:48 - Tony Robbins' Influence on Sales Leadership
38:27 - Visualization and Mindfulness in Sales
39:09 - Building a Go-To-Market Strategy for SMBs
43:06 - Winning Your First Customers

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