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.

E66: Win More (by Losing Less) | Kevin Bailey, CEO @ Dreamfuel 04/01/2026

E66: Win More (by Losing Less) | Kevin Bailey, CEO @ Dreamfuel Kevin Bailey, CEO of Dreamfuel, joins Kyle Norton to break down exactly how to manage executive physiology and eliminate inconsistent performance. Mastering your mental state is the ultimate go-to-market tool for navigating high-stakes sales motions and enterprise pipeline generation without burning out. This episode breaks down the applied neuroscience of executive performance, giving GTM leaders the exact tools to regulate their nervous systems and execute flawlessly under pressure. Kevin mentioned a few resources during the show, linked here: - A deep dive into tech leader mental performance challenges, frameworks, and tools. Created in partnership with Indiana University and Elevate Ventures: http://dreamfuel.com/report - Weekly group breathwork session hosted on Thursdays at 9 PT / Noon ET: https://www.dreamfuel.com/breathwork - Apply for an individual session with a Dreamfuel mental performance coach: Other helpful links: 🎧 Tune into Topline Podcast (our other show!), the #1 podcast for founders, operators, and investors in B2B tech: 📩 Subscribe to Topline Newsletter: 🤝 Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: Books mentioned in the episode: Search Inside Yourself by Chade-Meng Tan The Comfort Crisis by Michael Easter The Greatest Secret by Rhonda Byrne Effortless Being by David Bingham Atomic Habits by James Clear Chop Wood Carry Water by Joshua Medcalf The Untethered Soul by Michael A. Singer The Secret by Rhonda Byrne Key Takeaways: Consistency defines elite performance: Top executives don't just rely on good days. They train their nervous systems to maintain a tight baseline of peak output regardless of external stress or market conditions. Results are downstream of biology: You cannot out-think a biological threat response. Shifting your physical state through breathwork or cold exposure is the absolute prerequisite for changing your emotions, cognition, and ultimate business results. Prime your subconscious with imagery: Treat high-stakes meetings like an athletic event. Using rehearsal visualization to run through potential objections primes your brain to respond calmly and constructively in the moment. Cut cheap dopamine: Endless scrolling and easy distractions drain the motivation required for deep work. Eliminating dopamine wasters reallocates that drive directly into your professional execution and resilience. Chapters: 00:00 Intro & The Cost of Startup Growth 06:17 Defining Elite Executive Performance 09:30 The Neuroscience Performance Chain 13:47 Taming Stress (feat. Default Mode Network) 16:23 Four States of the Nervous System 20:50 Practicing Somatic Awareness 28:00 Building Resilience With Cold Plunges 33:57 Finding Equanimity in Leadership 40:46 Warmups for High-Stakes Meetings 44:35 Rehearsal and Creative Visualization 57:51 Holding Form Under Intense Pressure 67:20 Cooling Down With Anger Journaling 75:00 Understanding Non-Duality at Work 84:00 Modeling Behavior for Your Team 89:52 Eliminating Dopamine Wasters /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/40695790

E65: Inside Our AI Sales Stack - Kyle Norton | CRO @ Owner.com 03/25/2026

E65: Inside Our AI Sales Stack - Kyle Norton | CRO @ Owner.com Kyle Norton, CRO at , is interviewed by Everett Berry to break down exactly how to scale pipeline generation using applied AI and GTM engineering. Scaling an SMB sales motion requires ruthless efficiency and a modern outbound automation stack. This episode covers how to integrate applied AI into your GTM strategy to dramatically increase decision-maker connect rates, streamline pipeline generation, and execute high-volume cold calling campaigns. 🎧 Tune into Topline Podcast (our other show!), the #1 podcast for founders, operators, and investors in B2B tech: https://www.joinpavilion.com/topline-podcast 📩 Subscribe to Topline Newsletter: https://www.joinpavilion.com/topline-newsletter 🤝 Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack Key Takeaways: Automate pre-call research to maximize SDR output. By injecting AI-generated local name drops and personalized pain points directly into Salesloft, Kyle’s reps can make 150 to 200 dials and connect with 20 to 30 decision makers daily - a 5x improvement from where they started. Run GTM engineering pilots in small batches. Seat your applied AI specialists directly next to frontline reps so they can accurately assess impact. Test specific interventions—like shifting call blocks to 5:00 PM—so you’re only handing proven workflows for broader application across the team. Leverage executive personal branding for inbound recruiting. Publishing consistent, AI-assisted content on LinkedIn generates massive inbound applicant volume. In Kyle’s case, this has completely eliminated the need for expensive external recruiting agencies. Keep sales managers focused on core competencies. Let your applied AI team build the tech while managers focus on hiring and coaching. Chapters: 00:00 Episode Intro 01:37 Scaling AI-Driven SMB Sales 03:43 The PICRIOS Cold Call Structure 06:25 Running GTM Engineering Experiments 08:38 Structuring an Applied AI Team 10:06 Automating Transactional SMB Sales 13:17 Future Go-to-Market Team Roles 15:39 Personal Branding for GTM Recruiting 18:52 AI Workflows for Content Creation 23:19 Finding Time to Learn AI Tools 26:38 Buying vs Building Data Stacks 28:33 Using Claude to Learn Tech Skills /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/40613945

E64: My Team Drives 4x Revenue Per AE vs Competitors | Aviv Canaani, CRO @ Datarails 03/04/2026

E63: A Product-Informed Approach for Go-To-Market (Usha Iyer: Chief Customer & Growth Officer @ Hivebright) 02/11/2026

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. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. 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 /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/40069315

E62: CRO Life: from a $20B Exit, to a Hyper-Growth AI Org (Michelle Donnelly, CRO @ Crescendo) 02/04/2026

E61: GTM Strategy: 5 Insights from 500 B2B SaaS Companies (Jeremey Donovan, EVP Sales + CS at Insight Partners) 01/28/2026

E60: The Claude Code Era: Mastering Autonomous GTM Agents (Jordan Crawford, Founder @ Blueprint) 01/22/2026

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 Contact Jordan at if you have any issues. Thanks for tuning in. Catch new episodes every Wednesday. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. 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 /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/39821380

E59: Usage-Based Comp, AI, and the End of the SDR (Tyler Will, VP of RevOps @ Intercom) 12/31/2025

E58: Replacing Your Sales Team with AI Agents (Jason Lemkin, Founder & CEO @ SaaStr) 12/17/2025

E57: The New Rules of Executive Recruiting in the AI Era (Asad Zaman, CEO @STA) 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. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. 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 /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/39351250

E56: Becoming a CFO Whisperer & Revenue Architect (Allison Metcalfe, CRO @ Zenoti) 12/03/2025

E55: GTM AI Advice from a Salesforce & Siebel Veteran (Peter Grant, CRO @ You.com) 11/26/2025

E54: $40M ARR with 50‑Person Team (in less than a year) - Bryan Adams, VP Sales at bolt.new 11/19/2025

E54: $40M ARR with 50‑Person Team (in less than a year) - Bryan Adams, VP Sales at bolt.new 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. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. 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 /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/39090135

E53: Sales Capacity Planning That Doesn’t Suck (Jenny Dingus, SVP Global Sales @ Clio) 11/12/2025

E53: Sales Capacity Planning That Doesn’t Suck (Jenny Dingus, SVP Global Sales @ Clio) 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. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. 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 20:15 Quotas, Motivation, and Momentum in Sales Teams 23:00 Multi-Factor Revenue Planning and Emerging Markets 27:05 Managing Speculative Growth Bets and Reforecasting 31:10 Balancing Capacity and Demand in High-Growth Environments 34:40 Strategic Congruence: Playing the Right Company Game 38:30 Communication, Change Management, and Leadership Alignment 43:45 Inside Clio’s Acquisition and GTM Integration Process 48:40 Leadership Communication Principles and “Feeling” the Message 52:00 Frontline Enablement During Massive Change 56:45 Building Continuous Feedback Loops and AI-Enabled Training 01:00:30 Quickfire: Lessons in Leadership, Humility, and Focus 01:04:00 Favorite Reads and Closing Reflections /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/39000470

E52: Winning in Crowded Markets - The CRO Playbook (Jonathan Leaf, CRO @ BambooHR) 11/05/2025

E52: Winning in Crowded Markets - The CRO Playbook (Jonathan Leaf, CRO @ BambooHR) How do you stand out when your feature list looks like everyone else’s? In this episode, Jonathan Leaf, CRO of BambooHR, joins host Kyle Norton (CRO at Owner.com) to break down how he’s built competitive edge in undifferentiated markets—from Softchoice to AWS, RingCentral, and now BambooHR. Jonathan shares how to: - Win when products look the same - Stay maniacally focused on a specific segment and ICP - Use values and leader visibility to drive accountability and performance - Build organizational rhythm that fuels execution Thanks for tuning in! Catch new episodes every Wednesday. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introducing Jonathan Leaf, CRO of BambooHR 01:06 Career Journey: From SoftChoice to AWS to BambooHR 03:14 Inside BambooHR: Scale, Customers, and Focus Areas 04:35 Defining SoftChoice and Competing Without IP 06:25 Competing in Crowded, Undifferentiated Markets 09:37 Building Differentiation Through Mission, Focus, and People 11:39 How Culture and Customer Experience Win Deals 17:02 Being Prescriptive: Focusing on the Right Market Segment 21:42 Hiring for Mission Alignment and Go-to-Market Evolution 26:38 Testing and Validating Sales Profiles with Data and AI 29:47 Inspecting Strategy and Operating Cadence for New Growth Bets 39:12 Why Execution and Focus Win in Competitive Markets 40:09 Positioning Products Beyond Features and Selling Peace of Mind 43:15 Point-of-View Positioning and Radical Transparency in Sales 47:19 When the Sales Experience Reflects Customer Experience 49:29 Culture as a Revenue Driver and Operationalizing Company Values 57:55 Maintaining Culture During Change and Leading with Visibility 03:52 Building Alignment and Empowerment Across the Executive Team 12:26 Lessons in Career Patience, Growth, and Self-Balance 13:42 Quickfire: Leadership, Learning, and Hard-Earned Lessons /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/38916985

E51: How Lightspeed Commerce Built a $1B+ Sales Engine - JD Saint-Martin, President @ Lightspeed Commerce 10/30/2025

E51: How Lightspeed Commerce Built a $1B+ Sales Engine - JD Saint-Martin, President @ Lightspeed Commerce Kyle Norton (CRO at Owner.com) sits down with JD Saint-Martin, President of Lightspeed Commerce, to unpack how he went from startup founder to public-company executive. They discuss scaling Lightspeed from $75M to $1.2B in recurring revenue, and the leadership lessons behind that growth. The conversation covers building high-performance sales cultures, promotion systems, enablement investment, RTO and culture philosophies, and more. Thanks for tuning in! Catch new episodes every Wednesday. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters 00:01:51 – Startup to Acquisition 00:03:34 – Global Upbringing & VC Start 00:04:03 – Scaling to $1.2B ARR 00:05:25 – Growth Through SaaS & Payments 00:05:44 – Founder to Exec Transition 00:07:21 – Empathy From Doing Every Role 00:09:11 – Leading 3,500 Employees 00:11:07 – “Roll in the Mud” Leadership 00:13:28 – Early Lessons & Advice 00:16:37 – Building High-Performance Culture 00:18:28 – Candid Hiring & Fit 00:21:42 – Transparency in Recruiting 00:22:06 – Obsession With Metrics 00:23:55 – Inputs vs Outputs 00:24:58 – Manager Pyramid Framework 00:27:57 – Promotions & Company Values 00:29:42 – Elite Points System 00:33:29 – Systemized PIPs 00:36:20 – Retaining Top ICs 00:40:31 – Investing in Enablement 00:42:05 – COVID & Lost Osmosis 00:45:06 – Return-to-Office View 00:49:18 – GTM Owns Enablement 00:51:05 – Balancing Autonomy & Consistency 00:53:32 – Payments & Compensation 00:55:35 – No Work-Life Balance 00:59:41 – Energized by the Work 01:18:34 – Favorite Book & Takeaways 01:20:13 – Closing & Outro /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/38839600

E50: The Secret to High-Trust, High-Performance GTM Teams - CRO @ Houzz, Tara DiCristo-Schmitt 10/23/2025

E49: All about AI and GTM at Clay - Round Two with Everett Berry 10/15/2025

E48: Work Sprawl and the Future of Marketing with Global VP Marketing @ ClickUp, Kyle Coleman 10/08/2025

E47: Kyle Norton’s Bets for GTM Domination (While Building a Generational Tech Company) - CRO @ Owner.com 09/24/2025

E46: The RevOps Mind Behind Owner.com’s Billion-Dollar Valuation: Steve Dinner 09/10/2025

E46: The RevOps Mind Behind Owner.com’s Billion-Dollar Valuation: Steve Dinner In this episode, host Kyle Norton (CRO at Owner.com) sits down with his longtime colleague Steve Dinner, VP of RevOps at Owner.com. Together, they unpack how to build a revenue operations team that drives real business outcomes rather than just managing tools and processes. Steve shares lessons from his journey to becoming a world-class RevOps leader, and highlights why empathy, trust, and business alignment matter more than endless automation. The conversation touches on why ride-alongs are one of Steve’s secret weapons, agile frameworks for RevOps, and what CROs should look for when hiring their first operations leader. Packed with insights from two seasoned operators, this episode is a must-listen for CROs, RevOps leaders, and anyone scaling high-growth revenue teams. Thanks for tuning in! Catch new episodes every Wednesday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Episode Chapters & Timestamps (00:00) Introduction & Kyle sets the stage (01:25) Steve’s background and path into RevOps (03:50) The importance of blending sales leadership with RevOps thinking (07:20) Empathy, rep experience, and solving business problems beyond tech (11:50) Winning big vs. losing small (19:15) Why trust and collaboration matter in cross-functional partnerships (23:55) Ride-alongs and staying connected to frontline reps (37:10) Transitioning RevOps to agile methodology (51:00) How CROs should think about hiring their first RevOps leader (1:05:10) Building the CRO–RevOps partnership and avoiding “yes/no” traps (1:13:20) Advice for new heads of RevOps (1:17:00) Hardest leadership lessons learned /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/38151820

E45: The inside scoop on GTM engineering with Clay’s Everett Berry 09/03/2025

E44: Psychologist Dr. Michael Gervais on Mastering the Mental Game of Leadership 08/27/2025

E44: Psychologist Dr. Michael Gervais on Mastering the Mental Game of Leadership 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 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. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. 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 /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37971880

E43: Geraldine MacCarthy, CRO of Oyster HR, Demystifies Distributed Sales Teams 08/13/2025

E43: Geraldine MacCarthy, CRO of Oyster HR, Demystifies Distributed Sales Teams 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. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. . , the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman. You’re invited! to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Chapters: (00:00) - Introduction to Geraldine McCarthy and the Challenges of Scaling Distributed Sales Teams (02:00) - Key Skills for Leading International Markets and Remote Teams (05:00) - The False Binary: Debunking Myths About Remote Versus In-Office Work (09:30) - Frameworks for Deciding When and Where to Co-Locate Sales Functions (13:00) - Building Infrastructure and Norms for Successful Distributed Sales Organizations (17:30) - Communication Best Practices for Distributed Revenue Organizations (22:00) - Remote Working Norms: Setting Expectations Around Availability and Response Times (27:30) - Trust Building in Remote Revenue Teams: ‘Work With Me’ Documents and Radical Candor (33:00) - The Power of Written Communication and Documented Processes in Remote Organizations (38:45) - Overcoming Common Remote Enablement Challenges with Intentional Coaching and Structure (44:30) - The Critical Role of Frontline Leaders in Driving Enablement and Accountability (48:30) - Measuring Manager Participation in Coaching and Sales Calls for Remote Success (53:00) - Common Misconceptions About Remote Sales Onboarding and Performance (58:00) - When Remote Sales Teams Thrive Versus When Co-Location Makes a Difference (01:03:00) - Core Principles for Sales Enablement Programs That Move the Needle (01:08:00) - Partnering Enablement With Product Marketing for Streamlined GTM Execution (01:12:30) - Leadership Advice: Prioritize Learning, Radical Candor, and Trust as Foundations (01:16:30) - Final Reflections and The Need for a New Paradigm in Workforce Models (01:18:00) - Outro and Resources /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37779975

E42: Cutting the Fat and Building Sales Machines That Scale with Tom Hanrahan 08/07/2025

E42: Cutting the Fat and Building Sales Machines That Scale with Tom Hanrahan 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. 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. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. . , the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman. You’re invited! to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Chapters: (00:00) - Introduction of Tom Hanrahan and Today’s Sales Efficiency Focus (02:56) - Defining Sales Efficiency: Balancing Growth and Profitability (04:33) - Why Large Sales Teams Often Breed Inefficiency (06:48) - Early Career Lessons That Shaped Hanrahan’s Sales Philosophy (09:24) - Cultivating Patience to Build Foundations Amid Growth Pressures (12:46) - Core Sales Efficiency Metrics: Quota Modeling, Lead Efficiency, and Specialization (14:06) - How to Approach Quota Modeling to Maximize Capacity and Win Rates (17:00) - Reframing the Mental Model: Opportunity Volume as the Real Bottleneck (18:32) - The Underrated Power of Sales Team Specialization and Segment Focus (22:59) - The Risks of Over-Specialization and Sales Org Brittleness (27:02) - Modeling Sales Team Growth with Churn and Ramp Dynamics (30:42) - Incubation Pods: Experimenting with Sales Motions Under Controlled Conditions (33:56) - Metrics to Evaluate Before Committing to Sales Team Reorganizations (36:43) - Hidden Inefficiency Drivers: Frontline Manager Consistency & Lead Weighting (40:00) - The Value of Weekly Business Reviews to Maintain Rigor and Transparency (44:18) - Deep Data Analysis Culture: Finding Gaps by Embracing Hard Truths (47:01) - Current Team Structure at Square: Vertical Specialization and Channel Diversity (48:58) - Recalibrating Incentives and Focus: Driving New Business Growth vs. Farming (50:50) - Fine-Tuning Inbound vs. Outbound Mix to Enhance Sales Productivity (52:43) - The Concept of “Sweet Spot” Targeting for Optimal ROI on Sales Efforts (55:30) - Full Cost Modeling: Loading All Expenses to Reveal True Unit Economics (56:14) - Building Efficient Revenue Organizations from the Ground Up: Why Entry-Level Talent Matters (58:30) - Identifying Ideal Sales DNA: Coachability, Competitiveness, Hard Work, Motivation (01:02:30) - Assessing Motivation and Hard Work During Hiring to Weed Out Misfits (01:06:40) - Leveraging Data Science in Hiring: Scorecard Retro and Pattern Recognition (01:12:00) - What Makes a Great Revenue Leader: Balancing Operational Mastery and People Skills (01:13:15) - Advice for New Sales Leaders: Get Curious Before Acting on Presumptions (01:14:20) - Navigating Cross-Functional Dependencies: The Enterprise Sales Parallel (01:17:39) - Personal Reflections: The Enduring Lesson from Hanrahan’s Father on Commitment and Grit /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37694425

E41: Jessica Chiew of Canva on Building AI-Native GTM Org 08/01/2025

E41: Jessica Chiew of Canva on Building AI-Native GTM Org 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. 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. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. . , the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman. You’re invited! to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key chapters: (00:00) - Jessica Chu’s GTM AI Transformation Journey at Canva Begins (02:48) - The Most Exciting Time in Ops: Creativity and Existential Dread (04:30) - From Vendor Fatigue to AI Enthusiasm: Renewed Curiosity in Tooling (06:59) - Early Days of AI Momentum at Canva (09:30) - Making AI Transformation Everyone’s Job (11:45) - Defining the Role: GTM AI Lead and Workflow Innovation (14:25) - The Changing Nature of Data Ops in AI-Powered Sales (16:50) - How Canva Organizes AI Transformation: Central Council vs. Functional Innovation (18:29) - Cutting Through the Noise: Where to Start with AI in GTM (21:00) - Why Data Quality Is the Prerequisite for GTM AI Success (24:30) - Vendor Sprints and the Realities of Building vs. Buying AI Solutions (29:00) - Execution as the Only Moat: Staying Ahead in the Commoditization Wave (35:10) - Limiting Surface Areas: The Case Against Point Solutions (38:30) - Balancing Experimentation with Simplicity for Field Teams (41:51) - Organizational Change: Iterative Improvements vs. Big AI Bets (46:45) - Hands-On Leadership and the Decline of Middle Management /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37585415

E40: Partnership Lessons from COELEVATE with Author Richard Ezekiel 07/23/2025

E40: Partnership Lessons from COELEVATE with Author 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. 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. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. . , the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman. You’re invited! to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! , “Coelevate: How to Unlock Business Growth and Consumer Value with Strategic Partnerships.” Key chapters: (00:00) - Introduction to Revenue Leadership and Partnerships (02:43) - Defining Partnerships and Their Importance (05:49) - Core Components of Successful Partnerships (08:42) - Assessing the Right Time for Partnerships (11:31) - Building a Strategic Partnership Plan (14:51) - The Role of Partnerships in Business Growth (17:41) - Identifying Potential Partners (20:32) - The Spark of Partnership Ideas (23:57) - Navigating the Complexity of Partnerships (26:53) - Methodical Approaches to Finding Partnership Opportunities (29:43) - Evaluating Partnership Types and Strategies (41:18) - GTM 2025: Elevating Go-to-Market Strategies (42:42) - Common Failure Modes in Partnerships (44:55) - Operational Rigor: The Key to Partnership Success (51:02) - Defining Strategic Partnerships (52:59) - Assessing Ideal Partner Profiles (59:49) - Testing Partnership Viability (01:04:38) - Knowing When to Walk Away from Partnerships (01:12:22) - The Future of Partnership Management (01:13:17) - Reflections on Successful Partnerships /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37506030

E39: CRO James Roth on Resilience, Reinvention, and AI at ZoomInfo 07/09/2025

E38: How Adam Alfano Is Leading Salesforce Into Its AI Era 06/27/2025

E38: How Adam Alfano Is Leading Salesforce Into Its AI Era , 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. 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. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. . , the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman. You’re invited! 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 (03:43) - Leading Through Change and Reinvention (05:39) - The Importance of a Balanced Mindset (08:05) - Scaling Mindset and Mental Fitness (12:27) - Creating a Positive Team Culture (16:18) - Competitive Stamina in SMB Sales (17:42) - Scaling Corporate Athlete Mindset (19:42) - Engaging with the Field and Team Feedback (23:22) - Building Trust and Psychological Safety (26:43) - Inspiring and Motivating Teams (29:57) - Balancing Company and Team Culture (33:21) - Evolving Company Culture Over Time (40:02) - Reinventing Yourself in a Changing Market (44:38) - Embracing an Evolutionary Mindset (46:48) - The Importance of Experimentation and Learning (48:38) - Shifting Perspectives on Sales Processes (50:53) - Calculated Risks and Career Growth (52:44) - Intentional Career Planning (56:03) - Integrating AI into Sales Strategies (01:00:38) - Driving Engagement with AI Tools (01:04:37) - The Future of Sales with AI (01:08:55) - Navigating Change and Fear in AI Adoption (01:13:57) - The Role of Leadership in Market Adaptation (01:17:39) - Lessons in Leadership and Team Dynamics /episode/index/show/961e7a3d-9281-4103-ad36-23e6f1e2fd91/id/37178985

E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market 06/18/2025

The Revenue Leadership Podcast with Kyle Norton

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