The Revenue Leadership Podcast with Kyle Norton

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The Revenue Leadership Podcast with Kyle Norton

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. -1 J

    A Guide to High Stakes Decisions with Ashley Grech, CRO of Xero

    Great revenue leaders aren’t just sales experts—they’re world-class problem solvers. But how do you separate signal from noise, diagnose the right issues, and make decisions that drive long-term success?    In this episode of The Revenue Leadership Podcast, Ashley Grech, CRO at Xero, joins Kyle to break down her framework for identifying, prioritizing, and solving complex revenue challenges. She shares how revenue leaders can balance instinct with data, avoid limiting beliefs that stall innovation, and use the driver tree framework to diagnose revenue bottlenecks. Ashley also explains why prioritization is the key to unlocking scale, how decision-making frameworks can accelerate growth, and what she’s learned from scaling global go-to-market strategies at Xero and Square.   Thanks for tuning in! Want more content from Pavilion?   New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.   Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.   Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.   Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!   Key chapters: (00:00) - Introduction to Problem Solving in Revenue Leadership (03:11) - The Importance of Problem Solving (06:03) - Frameworks for Problem Identification (08:56) - Utilizing Driver Trees for Diagnostics (11:55) - Data-Driven Decision Making (15:10) - Prioritization of Problems (17:57) - Balancing Urgency and Importance (20:54) - Sourcing Information from the Team (23:49) - Navigating Customer Feedback (27:08) - The Role of Data in Solutioning (30:06) - Finding the Best Solution (32:50) - Conclusion and Key Takeaways (44:18) - Principled Problem Solving (51:38) - Organizing Principles for Success (56:03) - Teaching and Scaling Principles (57:31) - Market Expansion Strategies (01:06:30) - Timing for International Expansion (01:09:17) - Channel Diversification Insights (01:12:43) - Overcoming Limiting Beliefs (01:17:14) - Qualities of a Great CRO

    1 h 26 min

  2. 26 FÉVR.

    Designing a GTM Strategy for Multi-Product Companies with Jeff Perry, CRO of Carta

    How do you scale a sales organization as your company evolves from a single product to multiple business lines? In this episode of The Revenue Leadership Podcast, Jeff Perry, CRO of Carta, shares how he has built and structured Carta’s go-to-market strategy to support its rapid expansion across corporations, venture capital, and private equity. He breaks down the challenges of multi-product growth, the decision-making behind sales org design, and how Carta balances specialization with cross-functional alignment. Jeff also dives into the nuances of different sales motions, marketing strategies, and customer acquisition models across Carta’s distinct business units.   Are you being paid what you’re worth? Help us refresh Pavilion’s industry-standard compensation report for 2025 by taking our anonymous survey at joinpavilion.com/comp and get early access to the results!   Thanks for tuning in! Want more content from Pavilion?   New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.   Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.   Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.   Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!   Key chapters: (00:00) - Introduction to Jeff Perry and Carta (05:53) - Understanding Carta's Multi-Product Strategy (11:57) - Revenue Breakdown and Business Growth (18:00) - Organizational Design and Sales Strategy (24:08) - Marketing Approaches for Different Business Units (29:49) - Challenges in Managing Diverse Sales Motions (35:53) - The Importance of Customer Experience (39:03) - Leadership and Team Structure at Carta (41:26) - Understanding Private Equity Portcodes (42:39) - Career Progression and Mountain Jumping (44:48) - Sales Team Structure and Specialization (46:15) - Data-Driven Decision Making in Sales (48:58) - Sales Engineering and Cross-Training (51:49) - Organizational Design and Decision Making (55:32) - Input-Output Framework in Sales Management (56:59) - Balancing Customer and Company Needs (01:01:06) - International Sales Strategy (01:07:55) - Qualities of a Great CRO (01:11:07) - Leadership Lessons and Career Patience (01:13:23) - Performance Management and Coaching Plans (01:17:35) - Recommended Reads and Continuous Learning

    1 h 22 min

  3. 19 FÉVR.

    From Building Startups to Betting on Them with Jason Gelman of Primary Ventures

    In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Jason Gelman, Operating Partner at Primary Ventures and Co-Founder of Jump, to explore his transition from operator to VC and the lessons he’s learned along the way. Jason shares insights from scaling Compass from $100M to $6B in revenue, why not every startup should raise venture funding, and how founders can navigate the challenges of go-to-market strategy. They also cover the evolving role of AI in revenue leadership, the traits that separate great CROs from the rest, and the fundamental mistakes many startups make when trying to scale.   If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast by Pavilion for new episodes every Wednesday.   Want more content from the Topline media family?   Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman.   Join the Topline Slack channel to engage with hosts, guests, and other listeners.    Subscribe to Topline Newsletter written by Asad Zaman.   Primary: https://www.primary.vc/ Jump: https://jumprevenue.com/ B&T Infra Newsletter: https://www.infranewsletter.com/ LinkedIn: https://www.linkedin.com/in/jasongelman/ Contact: Gelman@primary.vc Key Chapters: (00:00) - Introduction to Jason Gelman and Primary Ventures (02:46) - The Role of an Operating Partner (06:03) - Understanding Jump: A Revenue Calendar Tool (08:53) - Navigating Venture Capital: When to Raise Funds (12:05) - The Transition from Operator to VC (15:02) - Lessons Learned as an Operating Partner (17:53) - Identifying Product-Market Fit (21:06) - The Importance of Talent in VC (23:57) - Final Thoughts and Future Aspirations (41:06) - Navigating Venture Capital Networks (44:00) - Insights from Operating as a Non-Venture Backed Company (49:40) - The 'God of Beliefs' Framework in Investment (53:01) - Mastering VC Relationships (56:27) - The Rapid Evolution of Go-To-Market Tech (01:01:09) - The Future of CRM and AI Integration (01:06:20) - The Challenge of Investing in AI Startups  (01:12:11) - Creating a Culture of AI Experimentation (01:16:26) - Defining Greatness in Revenue Leadership

    1 h 22 min

  4. 12 FÉVR.

    Building Data-Driven Sales Processes in the AI Era with Jordan Crawford

    In this episode of the Revenue Leadership Podcast, host Kyle Norton converses with Jordan Crawford, a GTM Data Scientist, to examine the transformative impact of AI in business. They delve into the DeepSeek AI model and its potential to revolutionize the industry while critiquing traditional sales models and emphasizing the importance of data-driven strategies. The discussion highlights how revenue leaders can integrate AI into their daily operations, utilizing tools like ChatGPT and Claude to boost productivity and learning. Jordan offers insights on crafting a strategic approach to AI implementation, underscoring the need for specialized roles and external expertise to guide organizational transformation.   If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast by Pavilion for new episodes every Wednesday.   Want more content from the Topline media family?   Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman.   Join the Topline Slack channel to engage with hosts, guests, and other listeners.  Subscribe to Topline Newsletter written by Asad Zaman.

    1 h 33 min

  5. 5 FÉVR.

    Architecting Systems for Hypergrowth with Nate Follen of Ramp

    In this episode of The Revenue Leadership Podcast, host Kyle Norton sits down with Nate Follen, head of business systems operations at Ramp, to explore the company's rapid growth and the strategies behind building scalable systems. They discuss Ramp’s use of AI tools like Momentum to boost sales and operations, as well as their strategy for building versus buying software solutions. The conversation also explores AI’s transformative overall impact on sales, shifting reps toward more strategic, relationship-driven roles.   If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast by Pavilion for new episodes every Wednesday.   Want more content from the Topline media family?   Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman.   Join the Topline Slack channel to engage with hosts, guests, and other listeners.  Subscribe to Topline Newsletter written by Asad Zaman.

    1 h 18 min

  6. 29 JANV.

    Confessions from a First-Time CRO with Catie Ivey of Walnut

    In this episode of the Revenue Leadership Podcast, host Kyle Norton connects with Catie Ivey, the CRO at Walnut, to explore her journey as a first-time CRO. Catie shares her experiences in navigating the challenges of establishing foundational processes in a startup environment, emphasizing the importance of aligning teams and refining customer profiles. The discussion also covers competitive strategies in crowded markets, with Catie highlighting the need for clear positioning and transparency in sales methodologies. Together, they explore the qualities that distinguish great CROs and leaders, focusing on the ability to identify and nurture team members' strengths.   If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast by Pavilion for new episodes every Wednesday.   Want more content from the Topline media family?   Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman.   Join the Topline Slack channel to engage with hosts, guests, and other listeners.  Subscribe to Topline Newsletter written by Asad Zaman.

    1 h 10 min
  7. Kyle Norton of Owner.com on How Great CROs Drive Enterprise Value

    26 JANV.

    Kyle Norton of Owner.com on How Great CROs Drive Enterprise Value

    In this special crossover episode, originally aired on Topline's feed, Asad and AJ are joined by Kyle Norton, CRO of Owner.com and Host of The Revenue Leadership Podcast. The group explores the evolving role of the CRO, highlighting the diverse characteristics of successful leaders in this position. The conversation also delves into the transformative impact of AI advancements, particularly the implications of GPT-3 and GPT-4 models on business operations and workforce dynamics. Kyle shares insights on how AI might reduce the need for middle management, prompting companies to rethink growth strategies.   If you like what you heard, follow Topline for new episodes every Sunday and Thursday.

    1 h 17 min

  8. 22 JANV.

    From $1M to $1B ARR: Ron Gabrisko's Databricks Story

    In this episode of the Revenue Leadership Podcast, host Kyle Norton chats with Ron Gabrisko, the Chief Revenue Officer of Databricks, to explore the remarkable journey of the company from a fledgling startup to a multi-billion dollar powerhouse. Ron shares his insights on the pivotal strategies that fueled Databricks' growth, emphasizing the need for constant reinvention at every stage of development. The discussion covers the evolution of go-to-market strategies, the intricacies of pricing, and the importance of leadership development in scaling a business.   *Please note that Databricks raised $10B in funding in December 2024, not $20B.    If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday.   Want more content from the Topline media family?   Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman.   Join the Topline Slack channel to engage with hosts, guests, and other listeners.  Subscribe to Topline Newsletter written by Asad Zaman.

    55 min
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À propos

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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