What World-Class AI in GTM Looks Like | Kyle Norton, CRO @ Owner.com

About this episode

Kyle Norton discusses the impact of AI on sales and go-to-market strategies at Owner.com.

Kyle Norton's AI-enabled revenue team at Owner.com has completely rewritten the economics of what's possible in sales. Kyle joins the show to share why decentralized AI rollouts fail, how to build a core intelligence engine centrally, and why early AI investments must focus on one specific area. The hosts also discuss navigating go-to-market strategy shifts, rethinking RevOps AI integration, and why sales leadership can no longer use budget constraints to delay AI adoption. Key Takeaways: -Building a highly functional AI go-to-market strategy requires a perfect mapping of your entire market and deep enrichment, as Kyle Norton notes to "start with data... without that, nothing really works because you can't give the models what they need to make smart decisions or give you good outputs." -Pushing individual reps to build their own AI workflows yields poor results compared to building central intelligence, which is why Kyle Norton realized that "all of the best things, all of the most impactful implementations were all highly centralized... you just get a completely different result out of it and you can properly enable your whole org to adopt it." -Companies looking to see…

People in this episode

Host: Sam Jacobs

Guest: Kyle Norton

Topics covered

• AI in sales
• go-to-market strategy
• RevOps integration
• decentralized AI
• pipeline management

Keywords

• AI
• sales
• go-to-market
• RevOps
• pipeline
• central intelligence
• data-driven decisions

Mentioned in this episode

Organizations: Owner.com

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