The Revenue Leadership Podcast with Kyle Norton

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The Revenue Leadership Podcast with Kyle Norton is a new show from Topline that dives deep into how to succeed as a revenue leader. Kyle Norton, CRO of Owner.com, will host real revenue operators and share framework and tactics you can apply today. No fluff, no sales pitches, and no platitudes. This podcast is built for Founders, CRO's, Directors and VP's of Sales (and people who aspire for those roles) who want to level up their craft and grow revenue faster.

  1. 6D AGO

    E63: A Product-Informed Approach for Go-To-Market (Usha Iyer: Chief Customer & Growth Officer @ Hivebright)

    Most revenue leaders see a missed number and immediately jump to a solution: more training, new SPIFFs, or pricing changes. Product leaders isolate variables and solve for root causes. Usha Iyer (Chief Customer & Growth Officer, President - US @ Hivebright) brings a developer's rigor, and a product leader's clarity to GTM. She explains why you should treat your GTM strategy like a product roadmap: test small, validate with data, and only scale what's proven to work. Highlights include: Input vs. Output: Why chasing results without fixing process inputs increases failure ratesThe SWAT Team Model: The safer way to scale processes Churn Forensics: How to use control groups to diagnose retention issues (hint: it's rarely just pricing). Friction Hunting: Stop selling the "happy path" and how to get at the truth. Plus a lot more. And thanks for tuning in! Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters: 00:00 Introduction: Usha Iyer's journey from engineering to revenue 03:52 Transitioning from product management to go-to-market leadership 07:34 The difference between winning in product versus sales 08:17 Identifying hidden customer friction points that data misses 12:19 How revenue leaders should communicate with product teams 13:36 Applying a product mindset to the sales process 15:56 Input-driven product development versus output-driven sales 21:48 Using data patterns and control sets to diagnose churn 34:46 Running hypothesis-driven experiments in GTM teams 37:39 Building data structures to track the customer journey 43:08 Experimenting with pricing and packaging strategies 46:02 Integrating onboarding directly into the product experience 52:00 Using SWAT teams to pilot new initiatives 56:16 Creating a culture of psychological safety for experimentation 01:01:05 Rapid fire questions and career advice

    1h 3m

  2. FEB 4

    E62: CRO Life: from a $20B Exit, to a Hyper-Growth AI Org (Michelle Donnelly, CRO @ Crescendo)

    Crescendo went from zero to $100M ARR in under two years. And today's guest, CRO Michelle Donnelly, is leading the revenue team. In a market where every AI competitor claims the exact same capabilities, Michelle argues that "trust me" sales tactics don't work anymore, and what her team is doing instead. She explains why she banned traditional sales demos in favor of building functional prototypes using prospect data (sometimes within 24 hours). Michelle also breaks down the transition to outcome-based pricing and how she she's working to compress new rep ramp time. All this, and a ton more! Thanks for tuning in. Catch new episodes every Wednesday.    Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters: 01:39 Introduction to Michelle Donnelly and Crescendo 04:54 Leaving Salesforce for a risky hardware startup 11:25 Leveraging your network to spot market trends 16:18 Navigating pivots and finding product-market fit 19:44 Selling amidst the noise of the AI market 25:50 The challenge of simplifying complex messaging 30:45 Strategic priorities for scaling revenue teams 33:18 Replacing standard demos with "show me" solutions 35:50 Building trust by becoming your customer's customer 40:21 Balancing high-level strategy with frontline realities 43:02 Maintaining focus with the rule of three 45:09 Using internal AI to accelerate rep onboarding 48:23 Rapid fire: Traits of great revenue leade

    52 min

  3. JAN 28

    E61: GTM Strategy: 5 Insights from 500 B2B SaaS Companies (Jeremey Donovan, EVP Sales + CS at Insight Partners)

    As EVP of Sales and CS at Insight Partners, Jeremey advises over 500 B2B SaaS companies. In this episode, he reveals why the top 10% of performers are actually expanding their outbound teams, not cutting them. And we cover a ton, including: The Outbound Paradox: Why winning companies are doubling down on SDRs while everyone else pulls back. Build vs. Buy: Why purchasing point solutions right now is a "risky business" (and the case for building your own). The Great Consolidation: How AEs are absorbing the SDR function and what it means for your org chart. The CRO Differentiator: The one trait that separates good revenue leaders from the truly great. Thanks for tuning in. Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters: 00:00 Introduction and Jeremey Donovan's Career Journey 03:59 AI Adoption: Disillusionment vs. Reality 06:28 Shifting From Bottom-Up to Top-Down AI Innovation 08:29 Navigating Governance and the "AI Czar" Role 13:58 Why Disciplined Execution Trumps AI Tactics 16:11 AI for Performance Reviews and Real-Time Feedback 21:45 The Rise of "Build" and Agentic Coding 27:33 Augmentation, Outbound Sales, and Human Effort 41:40 The Build vs. Buy Debate in RevTech 52:13 Realistic Expectations for AI Productivity Gains 59:13 The Future of SDR and Solutions Engineer Roles 01:03:12 Redesigning Processes and Unbundling Roles for AI 01:13:06 Preserving Critical Thinking in an AI World 01:19:05 Quick Fire: Leadership, Hiring, and Hard Lessons

    1h 26m

  4. JAN 22

    E60: The Claude Code Era: Mastering Autonomous GTM Agents (Jordan Crawford, Founder @ Blueprint)

    Jordan Crawford (Founder @ Blueprint GTM) returns with a reality check for GTM leaders: The ChatGPT era is over. We're entering the season of Claude Code. That means you can move past static prompts and brittle workflows. We are now in a world where autonomous agents write code, execute complex goals, and learn recursively. Jordan breaks down how to set up local environments where context compounds over time, allowing you to deploy "infinite interns" against your most manual processes.   A few of the topics we cover: The 3 Eras of GTM AI: Why we've graduated from ChatGPT (text) and Clay (linear workflows) to Claude Code (autonomous engineering). Adapt or Die: Jordan shares some benchmarks of the absurd growth that's possible in specific areas Atomic Leverage: How to identify the tasks in your sales org that agents can execute at scale. COUPON CODES: Get 10% off AutoClaygent.com with code NortonKnows. No limit on redemptions, but the code expires Feb 28th, 2026.   Get 50% off your own GTM Playbook with code KyleKnows (limited to the first 50 customers only) available at https://playbooks.blueprintgtm.com    Contact Jordan at https://linkedin.com/in/jordancrawford if you have any issues.   Thanks for tuning in. Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters: 00:00 Introduction to Jordan Crawford and Claude Code 02:46 Defining Claude Code and Agentic Capabilities 04:47 Real-World Example: Automating Manual Enrichment 08:17 How Claude Code Differs from ChatGPT and Gemini 11:12 Building Compounding Context in Local Folders 15:23 The Three Eras: ChatGPT, Clay, and Claude Code 19:09 Recursive Improvements and Autonomous Agents 26:08 Claude for Work vs. Terminal-Based Claude Code 28:06 Understanding Plan Mode and Sub-Agent Workflows 37:05 The CRO's Role in Identifying Automatable Tasks 40:06 Scaling Atomic Tasks for Massive Productivity Gains 46:54 Developing Technical Taste and AI Intuition 51:49 The Critical Role of Context and Integration 58:44 Building an AI Chief of Staff for Decision Making 75:40 How to Install and Start Using Claude Code

    1h 25m

  5. 12/31/2025

    E59: Usage-Based Comp, AI, and the End of the SDR (Tyler Will, VP of RevOps @ Intercom)

    Tyler Will (VP RevOps, Intercom) breaks down how Intercom overhauled its go-to-market engine after shifting to AI-first products. What we cover: - Why too many revenue leaders obsess over success metrics but ignore the inputs that actually drive them - The specific comp plan changes Intercom made when moving from seats to usage-based pricing... including giving reps MRR credit for overages without forcing awkward contract conversations - How post-sales motions fundamentally change when you're monetizing resolutions instead of seats - Tyler's four principles for comp plans that actually work Also discussed: When to do a real comp overhaul vs. minor tweaks, why RevOps teams are getting bigger before they get smaller, and using Claude Code to query Snowflake directly.   Chapters: 00:00 Introduction and Guest Background 01:59 Shifting Focus From Success Metrics to Input Metrics 06:06 AI Literacy Required for Modern Revenue Leaders 09:24 Selecting Metrics Without Micromanaging Behavior 17:01 Intercom's Internal and GTM AI Transformation 20:01 Shifting to Resolution-Based Pricing Models 25:46 Evolving the CSM Role for Consumption 28:53 Adapting Compensation Plans for Usage-Based Revenue 33:52 Core Principles for Variable Compensation Design 44:37 Aligning Compensation Strategy With Product Roadmaps 52:00 Restructuring RevOps and Hiring GTM Engineers 56:44 Automating RevOps Tasks With Cloud Code 01:05:58 Impact of AI on SDR and Success Teams 01:09:10 Specific Internal AI Use Cases at Intercom 01:15:20 Quick Fire: Good vs. Great CROs and Advice

    1h 24m

  6. 12/17/2025

    E58: Replacing Your Sales Team with AI Agents (Jason Lemkin, Founder & CEO @ SaaStr)

    Jason Lemkin (Founder & CEO @ SaaStr) returns to talk about replacing his sales team with 20+ AI agents. What you'll learn in this episode: - Why Jason stopped paying six-figure SDRs who ghost—and what he built instead - The 70,000 AI-sent emails that drove 15% of SaaStr London revenue - How to pick your first AI tool (hint: do a 2-vendor bakeoff, not 10) - Why Salesforce is suddenly the hub every agent needs - The "incognito test" every GTM leader should run on their own website (And a whole lot more!) Thanks for tuning in. Catch new episodes every Wednesday.    Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters: 00:49 Introduction and Jason's Investment Philosophy 04:07 Evaluating Founders and the "Why Now" Question 09:32 The Step Function Change in GTM AI 14:15 Managing Conflict Between Multiple AI Agents 17:43 Replacing Human Sales Teams with AI Agents 21:50 The Importance of Forward Deployed Engineers 24:57 The Terminal Decline of Mid-Pack Sales Roles 30:09 Finding the Internal GTM Nerd to Lead AI 34:15 Executives Must Roll Up Sleeves and Implement 46:22 Fixing Inbound and Support with Instant Answers 53:15 Why You're Failing To Source The Right Tools 57:27 Evaluating Incumbents vs. AI-Native Startups 01:02:41 The Salesforce Renaissance and Agentforce 01:09:45 Triple, Triple, Double, Double in the AI Era 01:15:28 Choosing Between High Intensity and Lifestyle Roles

    1h 22m

  7. 12/10/2025

    E57: The New Rules of Executive Recruiting in the AI Era (Asad Zaman, CEO @STA)

    Hiring a VP or CRO has never been tougher (or more important). Asad Zaman, CEO of Sales Talent Agency - and one of the most trusted voices in GTM recruiting - joins host Kyle Norton to talk about how GTM leadership hiring is changing fast.   They dig into:   - Why AI broke the traditional interview process, and what they do now instead  - How to build a robust hiring scorecard that performs miles better than a fluffy job description - The trade‑offs that actually kill VP hiring processes - How top CROs should evaluate future leaders (and spot "pre‑peak" talent) - The biggest blind spot CROs have when hiring VPs I mean... who isn't curious about the tested frameworks from the guy behind 1,000+ GTM placements a year?     Thanks for tuning in. Catch new episodes every Wednesday.    Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters:   00:34 Guest Introduction: Asad from STA (Sales Talent Agency) 02:30 Today's Topic: The Challenge of Leadership Hiring   04:14 How AI Has Changed Executive Hiring   07:53 The Rise of the AI-Native Leader   10:26 Market Polarization: Talent Demand and Layoffs   19:03 The New Definition of a Great Leader   24:22 Building an Effective Leadership Hiring Scorecard   29:15 Defining Problems, Jobs to Be Done, and Constraints   35:11 Compensation Psychology and Negotiation Pitfalls   40:34 Mapping the Market and Operationalizing the Scorecard   49:27 Modern Interview Design for Senior Roles   53:12 Teaching as a Core Leadership Skill   56:27 Live Whiteboarding: Replacing Case Studies   01:01:54 Evaluating Candidates for Peak Performance and Potential   02:03:31 CROs' Biggest Blind Spot in Hiring VPs of Sales

    1h 6m

  8. 12/03/2025

    E56: Becoming a CFO Whisperer & Revenue Architect (Allison Metcalfe, CRO @ Zenoti)

    Allison Metcalfe's path to CRO was built on systems thinking, multiplier leadership, and a journalist's instinct for "why." In this episode, Kyle and Allison talk through what separates good revenue leaders from great ones, and how to actually lead peers and execs, not just manage them. And maybe we shouldn't tell you this, but… Allison even reveals her hardcore alter-ego that helps her better ride the highs and lows in the CRO role. Thanks for tuning in! Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters:   01:47 Allison Metcalfe's Career Journey   03:41 Non-Traditional Path to CRO   05:16 Architecture Thinking and the AI Era   07:25 Systems Thinking and Curiosity in Revenue Leadership   09:01 Managing Executive Relationships   10:56 Discovering Multiplier Leadership   18:44 Decision-Making Without Consensus Paralysis   24:30 Building Healthy Executive Relationships   30:11 Authenticity and Connection in Remote Work   33:09 Using Enneagram for Team Understanding   38:00 Radical Empathy Across Departments   46:27 Collaborating Effectively with Finance   53:21 Navigating 2026 Planning Conflicts   58:26 Data-Driven Decision Making and Change Management   01:03:32 Quick Fire: Career Lessons, Alter Egos, and Book Recommendations

    1h 11m
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5
out of 5
21 Ratings

About

The Revenue Leadership Podcast with Kyle Norton is a new show from Topline that dives deep into how to succeed as a revenue leader. Kyle Norton, CRO of Owner.com, will host real revenue operators and share framework and tactics you can apply today. No fluff, no sales pitches, and no platitudes. This podcast is built for Founders, CRO's, Directors and VP's of Sales (and people who aspire for those roles) who want to level up their craft and grow revenue faster.

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