The Revenue Leadership Podcast with Kyle Norton – Détails, épisodes et analyse

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The Revenue Leadership Podcast with Kyle Norton

Pavilion

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Business & Entrepreneuriat

Fréquence : 1 épisode/9j. Total Éps: 71

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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E54: $40M ARR with 50‑Person Team (in less than a year) - Bryan Adams, VP Sales at bolt.new

mercredi 19 novembre 2025 • Durée 57:53

Bolt.new blew past past $40M ARR in just one year with only 50 people. In this episode, Bryan Adams, VP Sales at Bolt.new sits down with host Kyle Norton to break down how go-to-market operates at a hyper-growth AI company.

Bryan shares some of their tech stack, and gets real about leadership—hiring "adults," firing fast, and focusing on what reps actually need to win.

If you're leading a modern GTM org, this one's worth your next commute.

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:

01:30 Meet Brian Adams, VP of Sales at Bolt.new

02:06 What Is Vibe Coding and How Bolt Works

03:54 Building Successfully with Bolt's "Plan" Feature

06:11 Layering Builds and Iterative Development

08:47 Real Use Cases Built with Bolt

10:24 The Build vs. Buy Decision Framework

12:57 Inside Bolt's Go-to-Market Tech Stack

13:59 Using Freckle to Unmask and Enrich Leads

15:08 AI-Powered Prospecting and Support Automation

17:41 Shifting GTM Strategy: From PMs to Engineers

19:54 Outbound Strategy, Target Accounts, and LinkedIn Engagement

25:13 How RevOps and SDR Growth Teams Collaborate

29:13 Bolt's Growth, Scale, and Competitive Landscape

33:03 Competing in a Knife Fight Market

36:56 Contract Structures, Compensation, and Profitability

40:38 Hypergrowth Lessons and Leveraging Automation

44:47 Leadership Philosophy: Empowerment and Accountability

48:08 Building Trust and Team Culture

51:17 Leadership, Firing Fast, and Team Integrity

52:59 Quick Fire: Great vs. Good Sales Leadership

54:32 Hard Lessons, Best Advice, and Book Recommendations

57:13 Closing Remarks and Outro

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E53: Sales Capacity Planning That Doesn't Suck (Jenny Dingus, SVP Global Sales @ Clio)

mercredi 12 novembre 2025 • Durée 01:06:16

Clio's SVP of Global Sales, Jenny Dingus, joins Kyle Norton to talk about why the "people × quota" revenue planning model is terrible, and what they're using instead.

Jenny shares how Clio's $1B acquisition flipped their planning model, how they forecast in high-uncertainty markets, and what "drawing the owl" looks like in real life.

If you run revenue and you're tired of spreadsheet fantasy planning (or just want to know what two senior GTM leaders are thinking about these days), worth a listen!

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:

02:15 Jenny's Career Journey from RingCentral to Clio

04:00 Vertical SaaS and Expanding Market Opportunity

06:10 Disruption, AI, and Modernizing Legal Tech

08:00 Educating a Skeptical Market on AI Adoption

10:15 The Myth of the "People x Quota" Growth Model

12:05 Why Linear Capacity Planning Still Persists

14:45 The Integrated Planning Alternative

17:10 Planning Amid Product Launches and Acquisitions

E44: Psychologist Dr. Michael Gervais on Mastering the Mental Game of Leadership

Épisode 44

mercredi 27 août 2025 • Durée 01:20:32

Dr. Michael Gervais, renowned high performance psychologist behind the Seattle Seahawks' Super Bowl win and mental coach to Olympic athletes and NASA jumpers, reveals the often-ignored psychological drivers behind elite sales and leadership performance. This episode challenges revenue leaders to rethink competition—not as a zero-sum game, but as a relentless pursuit to be their very best while elevating teammates.

Visit revenueleadership.findingmastery.com to get Dr. Mike's Morning Mindset Routine.

Thanks for tuning in! Catch new episodes every Wednesday.

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket.

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!

Key chapters:

(00:00) - Introduction to Dr. Michael Gervais and His High-Performance Psychology Impact
(02:30) - Finding Mastery: Mental Training for Peak Performance (04:30) - Seahawks Legacy: Building Optimism and Mental Toughness in Teams (08:00) - The Power of Input Focus: Clarity and Culture Over Outcome Obsession (12:00) - Compete to Create: Redefining Healthy Competition in Sales and Sport (18:30) - The Teammate Mindset: Bill Russell's Blueprint for Winning Together (22:30) - Stress and Survival: Why Leaders Struggle to Foster Collaborative Environments (26:00) - Recovery Practices in Business: The Missing Link for Sustainable High Performance (29:30) - The 92-Second Morning Mindset Routine: Setting Your Signal Amidst the Noise (34:30) - Neuroplasticity in Leadership: Training Optimism and Confidence as Learnable Skills (37:00) - Felix Baumgartner's Mental Mastery: From Panic to Space Dive Success (42:00) - Shifting from Performance-Driven to Purpose-Driven Leadership Identity (47:00) - Purpose as the North Star: Aligning Thought, Word, and Action Under Pressure (49:30) - Journaling, Conversations, and Meditation: Practical Steps to Discover Your Why (52:00) - Introducing FOPO: Overcoming the Fear of People's Opinions (56:00) - The Evolutionary Roots and Neuroscience Behind FOPO (59:30) - Navigating the High-Stakes Sales Ecosystem: Combating Insecurity and FOPO (01:03:30) - Balancing Caring and Worry: Constructive Feedback vs. Destructive Noise (01:06:00) - The Framework to Overcoming FOPO: Unmask, Assess, and Redefine (01:09:30) - Leading Teams Through FOPO: Building Trust and Psychological Safety (01:12:30) - From Insight to Action: Applying Gervais' Mental Strategies in Your Sales Leadership

E43: Geraldine MacCarthy, CRO of Oyster HR, Demystifies Distributed Sales Teams

Épisode 43

mercredi 13 août 2025 • Durée 01:20:13

Remote sales leadership is anything but one-size-fits-all. Geraldine MacCarthy, CRO at Oyster and former CRO at Personio, unpacks the complexities of building and scaling distributed sales teams across multiple continents. With deep experience at Google, Dropbox, and leading remote-first businesses, she reveals why the rigid remote vs. office binary misses what's really happening—and what works.

She also challenges common beliefs about onboarding and coaching remote reps, sharing how enabling managers to own "last mile" enablement drives real performance impact.

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!

E42: Cutting the Fat and Building Sales Machines That Scale with Tom Hanrahan

Épisode 42

jeudi 7 août 2025 • Durée 01:22:47

Sales efficiency isn't just a buzzword—it's the razor-edge that separates thriving GTM organizations from the rest. Tom Hanrahan, EVP and Global Head of Sales at Square, shares ten years of hard-earned insights on building lean, specialized sales teams that don't just grow—they grow profitably. Hanrahan breaks down how obsessing over every dollar invested, from quota modeling to lead distribution, shapes a more sustainable and scalable revenue machine. He challenges the common trap of "more reps means more revenue," revealing why oversized teams often hide inefficiencies and create churn risks. Instead, he emphasizes smart specialization, rigorous data-driven segmentation, and maintaining a tight balance between lead volume and rep capacity.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.

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!

E41: Jessica Chiew of Canva on Building AI-Native GTM Org

Épisode 41

vendredi 1 août 2025 • Durée 01:12:08

AI is transforming go-to-market operations—and at Canva, it's not just a trend, it's a mandate.

In this episode, Jessica Chiew, Head of GTM Operations and Strategy at Canva, joins Kyle to break down how her team is leading AI adoption across a 5,000-person organization. She shares how Canva blends centralized support with functional ownership, why they created a dedicated GTM AI Lead role, and how they prioritize use cases that deliver real business impact. Jessica and Kyle also dig into the realities of build vs. buy decisions, how to avoid tool sprawl, and why every GTM leader needs to be hands-on with AI.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.

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!

E40: Partnership Lessons from COELEVATE with Author Richard Ezekiel

mercredi 23 juillet 2025 • Durée 01:21:40

Richard Ezekiel has created partnerships with Fortune 500 companies and helped scale market-defining startups in Silicon Valley. He joins Kyle to share hard-won lessons on building strategic partnerships that deliver real business impact—not just press.

They cover how to assess if partnerships are the right growth lever, why most programs fail, and what it takes to build a durable, high-impact strategy. Richard breaks down his "Partnership T" framework and offers practical guidance for CROs and GTM leaders scaling post-product-market fit.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.

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!

Buy Richard's book, "Coelevate: How to Unlock Business Growth and Consumer Value with Strategic Partnerships."

Key chapters:

(00:00) - Introduction to Revenue Leadership and Partnerships

E39: CRO James Roth on Resilience, Reinvention, and AI at ZoomInfo

mercredi 9 juillet 2025 • Durée 01:34:14

What does it take to lead a public go-to-market organization through rapid change without losing focus?

In this episode, Kyle Norton sits down with James Roth, CRO of ZoomInfo, to unpack the leadership principles, GTM evolution, and cultural shifts powering ZoomInfo's next chapter. From rethinking account ownership models to re-centering around core strengths like data and AI enablement, James shares how he's helping rebuild ZoomInfo into a sharper, more focused enterprise.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.

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 chapters:
(00:00) - Introduction to Revenue Leadership Podcast
(01:16) - Guest Introduction: James Roth's Journey
(03:11) - Building Resilience and Grit in Sales
(07:41) - Leading Through Change: Personal Experiences
(09:29) - Navigating Market Challenges and Personal Growth
(18:34) - The Importance of a Growth Mindset
(36:57) - The Rebirth of ZoomInfo: Adapting to Market Changes
(45:48) - Go-to-Market Strategy: Shifts and Innovations (59:45) - Segmentation and Account Management Strategies (01:12:22) - The Enablement Journey for Sales Reps

E38: How Adam Alfano Is Leading Salesforce Into Its AI Era

vendredi 27 juin 2025 • Durée 01:28:57

Adam Alfano, EVP of Global SMB and Emerging Products at Salesforce, joins Kyle Norton to share what it takes to lead through change at scale. Over 17 years at Salesforce, Adam has navigated market cycles, evolving go-to-market models, and now the rise of AI—while building and inspiring high-performing teams.

He explains how to stay relevant as a leader, scale culture across thousands, and embrace mindset as a competitive advantage. Kyle and Adam also dig into Salesforce's AgentForce strategy, how AI is transforming sales execution, and why adaptability is the most underrated leadership skill.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.

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 chapters:

(00:00) - Introduction to Revenue Leadership Podcast

(00:54) - Guest Introduction: Adam Alfano from Salesforce

(02:45) - Career Lessons and Leadership Insights

E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market

Saison 1 · Épisode 39

mercredi 18 juin 2025 • Durée 01:23:30

Jason Wolf, President of FullStory and former CRO at Ping Identity and SAP Ariba, joins Kyle Norton to share how companies unlock step-change growth by entering new markets, building new capabilities, and aligning cross-functional teams. Jason has led revenue growth from $200 million to $1.6 billion and brings hard-won lessons from scaling globally.

He explains how to time multi-product and multi-region moves, validate new growth bets, and build strategies driven by customer pull rather than competitor pressure. Jason also covers the role of go-to-market in product innovation, how to focus teams around renewals, and what it takes to scale with speed and precision.

Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.

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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