The 2026 State of SDR Skills Report
The SDR role has changed more in the last 24 months than in the previous decade.
AI flooded the market with outbound noise, buyers stopped responding, and an entire generation of SDRs got "developed" through remote work, a pandemic, and almost zero coaching.
The result is a skills crisis most tea…
E68: Are You UNINVESTABLE? The New GTM Reality | Cassie Young, General Partner @ Primary Venture Partners
Cassie Young, General Partner at Primary Venture Partners, joins Kyle Norton to break down exactly how CROs must master P&L management to survive the new AI-driven go-to-market reality.
As the era of software bloat ends, revenue leaders must adapt their GTM strategy to maintain investor trust and …
E69: Stop Paying For SaaS: The AI Playbook Driving A $1B Trajectory | Ghazi Masood, CRO @ Replit
Ghazi Masood, CRO at Replit, joins Kyle Norton to break down how Replit went from $2 million to over $150 million in revenue in less than a year, is tracking to a billion-dollar run rate by the end of 2026, and is hiring 200+ people over the next 12 months while rebuilding GTM from scratch in the A…
OK31: Corporate Gifting: A 2-Step ABM System for Tier-1 Accounts & Prospects
Get the 3 prompts (research + classify, gift ideas, note writer) in my paid newsletter here.
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-In this episode, I break down the 2-step ABM gifting system you can run on your top 200 accounts. How to find the clue. How to classify the prospect into one of four buckets (Identity, Passion, Mileston…
SaaStr 856: AI-Native GTM 101: The 5 Decisions Every Founder Has to Get Right with Owner's CRO
Owner.com is approaching $100M ARR selling to independent restaurants and their GTM team is producing numbers that shouldn't be possible. $150K AEs closing $2M+ ARR per year. Outbound BDRs generating $100K in closed-won ARR per BDR per month. 4X the ARR per rep compared to direct competitors.
None…
E70: Manufacture Motivation, Sell More | Kevin Bailey, CEO @ Dreamfuel
Kevin Bailey, CEO of Dreamfuel, returns to The Revenue Leadership Podcast for part two of his conversation with Kyle Norton on mental performance. This time they dial in on how revenue leaders cascade these practices through their organizations. Topics include the Greenlight Guru breakthrough story…
Real World Secrets to Scaling Startups from Owner.com CRO and Former Shopify Director, Kyle Norton
In today's episode of Revenue Reimagined, we're joined by Kyle Norton, CRO at Owner.com.
Kyle discusses the significance of implementing different "rhythms" in a business, such as measurement rhythm, planning rhythm, and operating rhythm, likening it to a car engine that functions well with these e…
E71: The Most Efficient Marketing Org In The World? (35 People, $350M) | Tim Rutten, CMO @ Backbase
Tim Rutten, CMO at Backbase, runs a 35-person marketing team against a book of business north of $350 million in ARR, and joins Kyle Norton to break down the AI-native go-to-market operating model he built from the ground up. Topics include what AI-native actually means as an architecture principle…
E72: I Collapsed My GTM Org Chart. This Is Why | Ian Tickle, CRO @ Freshworks
Ian Tickle, Chief Revenue Officer at Freshworks, joins Kyle Norton to walk through why he collapsed a split go-to-market org chart into one revenue organization covering global sales, customer success, and customer experience. Ian is a 30-year SaaS operator who took Omniture through the Adobe acqui…
E73: The AI Enabling 600 Customer-Facing Reps | Lauren Hughes, VP Revenue Effectiveness @ Justworks
Lauren Hughes, VP of Revenue Effectiveness at Justworks, joins Kyle Norton to walk through cutting new-hire ramp time from 18 months to 8 while AE bookings grew 28% in a year. She took the enablement team from 16 people to 6, and to fill the gaps she rebuilt a Claude skills library her team feeds w…
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giants.
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