Kyle Norton
speaker
290 appearances
1 recordings
1 series
first heard Aug 2024
last heard Aug 2024
Kyle Norton’s voice in public audio — every appearance, attributed to the second.
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Appearances
Not only is it capital inefficient, it's just chaos in your business.
It's just chaos to have that type of misalignment between two teams.
And so that was job number one.
And it was mostly on the sales team.
So we cleaned up deal quality, number one.
My biggest takeaway from my first head of sales job was really pausing to make sure that we've got things figured out before we slam the gas.
And so that's what I was trying to do here.
Don't start scaling until we can win really serviceable deals.
And so we started saying no to just like a ton of ton of customers.
We basically turned away 40% of closed ones that we would have closed 30 days before I got there.
That was super fun because two months in a row was worse than the month previous.
In my first board meeting, I was basically presenting
a declining growth number with the promise of, no, no, no, don't worry.
Like I'm figuring it out.
The foundations are getting better.
So you have to make the hard decisions.
And as a revenue leader, I think it's on us to do the things that might not look great, but are better for the business.
And so that was job number one.
So we focused on a really particular set of customers.
Then we found the data for it.
Showing 61–80 of 290 · page 4 of 15
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