Kyle NortonCRO @ Owner.com, Host of the Revenue Leadership Podcast & SaaS GTM Advisor & Investor

2 data points you need to track in outbound

Name: 2 data points you need to track in outbound
Uploaded: 2025-04-09T14:00:02+00:00
Duration: 58 s
Channel: Kyle Norton
Description: Kyle Norton breaks down the two metrics that actually matter in outbound sales: tracking whether your script forces a real choice from prospects, and…

9 Apr 2025 · 1 min

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Kyle Norton breaks down the two metrics that actually matter in outbound sales: tracking whether your script forces a real choice from prospects, and measuring if your positioning aligns with how they see their market. Copy what works before you innovate.

Chapters

Scripts are cool. Everybody should have a script. You should try as hard as you can to keep your reps on script. I stole this line from Katie. You can let them, you can let them color outside the lines and innovate but they have to imitate before they innovate. That's like a really big piece of it. So scripting is super critical and I'll share something slightly different on scripting here. The important part of a good script in my opinion is like what is your core positioning, what is your core belief about the market and how do you make it really simple for a prospect and a customer to understand if they have an alignment of worldview with you or do not? Because so this comes from Mike Maple's book Pattern breakers, what I want to do and this is all the way from product marketing down to the cold call into the demo. The proposal, this idea of I'm trying to force choice, not comparison.