GTM 5: Slow is Smooth; Smooth is Fast

GTM 5: Slow is Smooth; Smooth is Fast

Kyle Norton was the VP of sales at Shopify, and now is the SVP of Sales at and a super-active Limited Partner of GMTfund. Compared to trying to get so much done in little time, Kyle demonstrates how taking things slow while maintaining focus, patience, and prioritization will lead to more sustained success in the long term.

What You Will Learn: 

  • Whether or not the e-commerce sector is a good place to put your money right now.
  • Why it’s important to take care of your physical and mental health even as your startup expands.
  • How to disagree with higher-ups in a way that fosters understanding and growth.


(02:48) Introducing Kyle Norton.

(03:24) Kyle’s transition from big tech to startup.

(05:28) Kyle’s take on the state of e-commerce SaaS today.

(9:19) How to start a company without getting out-innovated by a big player.

(12:50) Kyle’s career story and what he would do differently.

(13:28) Why you should prioritize your physical and mental health.

(15:20) The need to be mindful of where you will scale.

(16:10) How moving slow drives sustained growth.

(19:10) Why you must be honest with your metrics.

(20:53) How to build a strong business foundation.

(21:46) The differences in goal setting and growth between big tech and startup.

(26:17) Learning to disagree well.

(36:59) How to determine the makeup of your sales hire.

(45:56) Summary of Kyle’s career learning.

Guest Speaker Link:

Host Speaker Links:

Referenced Resources:
An article by Adam Grant (Psychologist and Wharton Professor): ‘You can’t say that!’: how to argue, better.
A book by Article by Adam Grant (Psychologist and Wharton Professor):Think Again: The Power of Knowing What You Don’t Know.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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