The Revenue Leadership Podcast with Kyle Norton

Episodi disponibili

5 risultati 38

E36: Why Product Thinking Beats Process Obsession in GTM with Sangeeta Chakraborty
Most GTM teams operate in straight lines. Sangeeta Chakraborty believes they should function more like product organizations, with constant iteration, testing, and learning.In this episode, the former CRO of Miro shares how applying product management principles helped her design go-to-market systems that reflect the full customer journey. She explains how her team ran structured GTM experiments, embraced cross-functional collaboration, and built systems for long-term customer growth. Kyle and Sangita also discuss why she believes the term “post-sales” is outdated, the mindset shift required to move from functional leadership to company leadership, what CROs need to understand about financial modeling, how to evaluate talent beyond the pitch, and more.Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!
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E35: Building a Multi-Product Platform with Seismic’s CRO, Hayden Stafford
In this episode, Kyle Norton sits down with Hayden Stafford, President and CRO at Seismic, to unpack what it really takes to transform a company from a single-product business into a true multi-product platform. Drawing from his experience leading global teams at Microsoft and now steering Seismic toward half a billion in ARR, Hayden shares the go-to-market, organizational, and cultural changes required to make the shift. From overhauling sales motions and enablement to building a value consulting function and rethinking partnerships, Hayden offers a candid look at the challenges and breakthroughs behind Seismic’s platform evolution. Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.You’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 Moments:(00:00) Introduction(03:06) Understanding the Transition from Product to Platform(05:47) Seismic's Evolution: From Content Automation to Comprehensive Platform(09:03) The Role of Enablement in Sales Success(11:55) Strategic Decisions: Joining Seismic and Transforming the Company(14:53) Navigating the Go-to-Market Strategy for Multi-Product Companies(17:55) Building a Strong Ecosystem for Platform Success(20:59) Partner Selection and Metrics for Success(23:56) Final Thoughts on Platform Strategy and Future Directions(40:20) Navigating Pricing and Business Value(45:04) The Importance of Value Continuum(47:55) Transitioning to Platform Positioning(55:01) Engaging with CROs and Sales Leaders(01:00:57) Common Pitfalls in Platform Transformation(01:08:47) Lessons from Past Experiences
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1:20:58
E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend
Is enablement the most overlooked growth lever in sales? Luke Arno thinks so—and he’s got the track record to prove it.In this episode, Kyle Norton talks with Luke Arno, CRO at Transcend and veteran of Salesforce, Box, and Segment, about how great enablement can drive real sales productivity. Luke breaks down his three-part framework—onboarding, ongoing development, and in-the-moment field strategy—and shares how to build programs that actually move the needle. They also dive into how to hire for enablement, measure its impact, and create a high-skill, high-will sales culture rooted in coaching, clarity, and accountability.Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday. Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman.You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!
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1:17:29
E33: What It Takes to Be a Revenue Leader in the AI Era with Mike Donohue, CRO of 11x
What happens when a company completely replaces its SDR team with AI? In this episode, Kyle Norton sits down with Mike Donahue, CRO at 11X, to unpack how digital workers—AI agents named Alice and Julian—now generate over 90% of the company’s pipeline.Mike shares how 11X is pioneering an AI-native go-to-market model, where full-cycle reps are supported by centralized agent orchestration, and where growth marketing owns what used to be outbound sales. You’ll hear how AI is reshaping sales roles, why traditional BDR hiring may soon be obsolete, and what CROs must learn today to stay relevant tomorrow.StackOptimise AI Course hereNew 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.You’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 Moments:(00:00) Introduction(01:56) Current State of AI Adoption in GTM Teams(04:55) The Importance of AI for CROs(10:16) The Future of AI in Sales and Marketing(14:30) Understanding Digital Workers and Their Impact(18:57) Managing Digital Workers for Sales Efficiency(22:25) The Role of AI in Outreach(25:35) Determining AI's Fit for Different Markets(30:49) Best Practices for AI Adoption in Organizations(45:54) Learning and Adapting in AI(48:59) First Principles Thinking in Sales(01:02:42) The Future of Sales in an AI Era(01:07:54) Key Traits of Successful Revenue Leaders(01:11:49) Lessons Learned in Leadership
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E32: Layering SLG Without Breaking the Product with John Eitel
Most product-led companies hit a wall when they try to add sales-led growth. Too often, the motions clash, teams misalign, and growth stalls. So, how do you scale revenue without sacrificing your product-led roots?In this episode of The Revenue Leadership Podcast, Kyle Norton sits down with John Eitel, former Global VP of Sales & Success at Canva and CRO at Demandbase, about how to successfully layer a sales-led motion on top of a product-led foundation. Drawing from his experience at WP Engine and Canva, John shares how to identify the right signals to introduce sales, validate demand through customer conversations, and build a commercially viable offering without cannibalizing PLG momentum. He also reflects on how the CRO role is evolving in today’s market—and why adaptability, experimentation, and cross-functional alignment are more important than ever.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.You’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 Moments: (00:00) Introduction(08:51)Commercialization Strategies for SLG(12:13) Customer Success and Support in SLG(14:56) Pricing and Packaging for Enterprise Solutions(17:52) Building the Sales Team for Growth(20:52) Hiring the Right Sales Reps for Success(30:48) Understanding User Adoption and Buyer Dynamics(35:24) Team Building Strategies: Lessons from WP Engine and Canva(37:23) Key Roles in Early Team Development(42:54) Metrics for Revenue Leaders: Signals to Invest or Pull Back(45:42) Understanding Sales-Led Growth and Incremental Value(48:13) Balancing Sales and Self-Service Models(51:54) Product Differentiation for Market Segments(59:03) Aligning Sales, Marketing, and Product(01:10:02) The Disparity in Revenue Talent(01:13:00) Framework for Company Selection(01:18:26) Optimizing for Company Quality(01:21:10) What Separates Good from Great CROs?(01:23:03) Advice for Young Leaders(01:24:26) Lessons Learned in Team Dynamics(01:26:26) Insights on Mental Health and Leadership
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1:29:58

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Podcast di tendenza in Tecnologia

Su The Revenue Leadership Podcast with Kyle Norton

The Revenue Leadership Podcast with Kyle Norton is a new show from Pavilion 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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Tecnologia Economia