{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Cheat Code & Friends","title":"Data, Leverage and Leadership - Season 4: Episode # 79","html":"","width":"100%","height":180,"duration":2770,"description":"Tune in for a conversation with Kyle Norton, Chief Revenue Officer at Owner.com, on how modern revenue teams are using AI, data, and systems thinking to do more with less. Kyle breaks down how Owner built a highly efficient go-to-market engine by combining deep customer understanding with proprietary data, machine learning models, and relentless operational rigor. \n\nThe hosts dig into why today’s CRO must think like a systems engineer, how to evaluate AI tools without chasing silver bullets, and what founders get wrong when they expect AI to fix broken sales motions. They also explore the future of CRMs, agentic workflows, and why disciplined execution, not flashy tools, is the real competitive advantage in an AI-powered sales world.\n\nChapters\n\n00:00 Introduction to AI in Revenue Generation\n03:54 Leveraging Data for Targeting in Vertical SaaS\n10:16 Building an Outbound Engine: Strategies and Results\n13:13 Attention to Detail: The Key to Sales Efficiency\n18:00 The Evolving Role of Sales Leadership\n22:04 AI Integration: Balancing Top-Down and Bottom-Up Approaches\n24:52 AI in Sales: Understanding Market Dynamics\n28:12 Evaluating AI Tools: Testing and Implementation Strategies\n32:53 The Future of CRM: Disruption and Integration\n39:57 Architecting AI Solutions: Master Agents and Context Management\n43:03 Organizational Design for AI: Building Effective Teams\n\n\nReferences in the Show:\n\nhttps://www.revenuebrew.com/stories/2025/10/06/why-cros-are-rising-in-popularity\n\nhttps://www.hansonsearch.com/articles/sales-marketing-chief-revenue-officer/ \n\nQuote of the Show:\n\n\"You have to combine art and science. Like you can't just tell a model, hey, tell me what my ICP is. You have to bring nuance to it. And you have to have a very in-depth and intimate understanding of the types of customers that you feel like you can win and serve really well and try to get hyper-targeted with it. And all the AI tools can help tremendously to do that refinement and then eventually do the...","thumbnail_url":"https://img.transistorcdn.com/AoPG3flkss3fsfc-m7ywyJ39XTunoIaKRubQ7PAkerg/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9lNWVl/YWZiNDRlMGVlYjVi/MmE4MzhjNWQ1ZWMz/NDZmMC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}