The Revenue Leadership Podcast with Kyle Norton E65: Inside Our AI Sales Stack - Kyle Norton | CRO @ Owner.com
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Mar 25, 2026 
Kyle Norton, CRO of Owner.com and revenue leader focused on applied AI for SMBs. He breaks down AI-driven pipeline generation, the PICRIOS cold-call structure, and using AI for hyper-personalized pre-call research. Hear how small-batch GTM engineering pilots, centralized outreach, and executive personal branding turbocharge recruiting and call connect rates.
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Fly In AI Leads For Small Batch Pilots
- Run pilots in small batches with the applied AI lead sitting beside reps to validate impact before rolling out.
- Example: they tested shifting start times to hit the 5–6:30pm optimal call window, tracked stats daily, and rolled out if significant.
Place Applied AI Under Data With Sales Focus First
- Structure applied AI under data/biz ops, not directly under CRO, to give technical leadership ownership while dedicating headcount to sales problems first.
- Owner.com required the new hire to work on sales for two months before expanding scope.
Automate SMB Only If The Experience Is Truly Easy
- Automate SMB/transactional flows when possible but only if the experience is extremely easy for low-tech customers.
- For mom-and-pop restaurants, Kyle warns many owners can't handle complex self-serve flows so agentic support remains necessary today.