In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna welcomes Dayna Williams, the Chief Experience Officer at The Myers-Briggs Company and author of The Diligence Fix. Warren and Dayna dive deep into the challenges of the modern CRO role, exploring how the relentless pursuit of top-line revenue often undermines long-term success. Dayna shares her unique approach to navigating the complexities of the CRO role, emphasizing the importance of simplification and alignment in creating a sustainable go-to-market strategy.

Dayna draws from her extensive experience working with CEOs and sales leaders to discuss the pitfalls of focusing solely on sales targets and tracking, while neglecting the critical infrastructure needed to support stable growth. She highlights the necessity for CROs to move beyond their comfort zones, encouraging leaders to gain a holistic understanding of marketing, customer success, and revenue operations to effectively drive alignment across the organization.

Warren and Dayna also discuss the growing disconnect between companies and their customers in the age of AI and automation. They advocate for a renewed focus on service and relationship-building as a strategic differentiator, arguing that human connection will be more important than ever in the coming years. This episode is a must-listen for current and aspiring CROs, as well as CEOs looking to build more resilient and customer-focused organizations.

In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna engages in a candid conversation with Kristen Habacht, the Chief Revenue Officer at Typeform. Kristen shares her unconventional journey into the CRO role, starting from an office manager position to leading revenue teams in top tech companies. She discusses the evolving nature of the CRO position, highlighting how her path was shaped by a desire to have a seat at the executive table and to lead organizations with a holistic approach to revenue generation.

Kristen and Warren delve into the challenges and opportunities that come with the relatively new and undefined CRO role. They explore the importance of integrating marketing, sales, and customer success under one revenue umbrella, particularly in a product-led growth (PLG) environment. Kristen shares her strategies for building trust and collaboration among cross-functional teams, emphasizing the need for a CRO to be the CEO of the revenue operation, ensuring that every part of the funnel works seamlessly to enhance the customer journey.

The episode also touches on the strategic importance of partnerships and integrations in scaling a company, especially within the PLG framework. Kristen offers valuable advice for aspiring CROs and business leaders on how to effectively navigate the complexities of the role, build strong teams, and maintain a customer-centric approach. Tune in to gain actionable insights on driving growth and fostering a unified revenue strategy.

In this episode of the CRO Spotlight podcast, host Warren Zenna sits down with Roee Hartuv, a senior consultant at Winning by Design, to delve into the complexities of revenue leadership. Warren and Roee explore the critical balance between process-driven strategies and the essential leadership qualities needed to drive successful revenue operations. Through an engaging and insightful conversation, they discuss how recurring revenue models require more than just systems and processes—they demand the right leadership to ensure these frameworks are effectively implemented and sustained.

Roee shares his unique journey from a sales engineer focused on improving processes to becoming a consultant who helps companies optimize their revenue strategies. He reflects on the pivotal moments and influences that shaped his approach, emphasizing the importance of scientific methods in sales alongside the more intuitive, artistic aspects of the profession. This episode provides valuable insights for sales and marketing leaders aspiring to the CRO role, as well as founders seeking to understand what makes a successful revenue leader.

Warren and Roee also tackle the challenges of change management within organizations, highlighting the need for strong leadership to guide and support these transitions. They discuss practical strategies for diagnosing root causes of revenue issues and the importance of having the right leadership in place to steer the company through necessary changes. Tune in to gain a deeper understanding of the dynamic interplay between leadership, process, and success in the revenue operations space.

In this episode, Warren welcomes Dan Hurwitz, an experienced revenue leader and the mind behind the podcast "How to Unf**k Your Startup." Warren and Dan delve into the intricacies of revenue leadership, sharing insights from their own journeys and exploring the critical role of intuition alongside data in driving business growth.

Dan shares his wealth of experience from over two decades in the industry, recounting his ventures in media and startup leadership. He discusses the common challenges faced by companies, particularly in early-stage and Series A/B stages, and highlights the pivotal role of the CRO in navigating these hurdles.

Throughout the conversation, Warren and Dan emphasize the importance of nurturing talent, aligning leadership vision, and fostering a customer-centric approach. They explore the delicate balance between leveraging data-driven strategies and trusting gut instincts, acknowledging that true business alchemy arises when these elements harmonize seamlessly.

Listeners gain valuable insights into the art and science of revenue leadership, learning practical strategies for optimizing team performance, fostering innovation, and ultimately driving sustainable business growth.

In this episode, Warren sits down with Mike Campagna, an executive recruiter specializing in sales leadership roles within enterprise SaaS and B2B markets. With over a decade of experience, Mike shares his unique perspective on the intricacies of hiring for the CRO role. He discusses the importance of understanding the specific needs of a company based on its stage of growth and the critical differences between a true CRO and a head of sales.

For founders and executives looking to appoint a CRO, this episode offers practical advice on navigating the recruitment process.

In this episode of The CRO Spotlight Podcast, Warren Zenna engages in a candid conversation with a seasoned expert in the revenue space - Frank Nardi, who is the CRO at Cin7.

As they navigate through topics like the "Golden Age of SaaS" and the era of "profitable efficient growth," they explore how the role of the CRO has been shaped by changing market dynamics.

Together they analyze the impact of the "grow at all costs" mentality prevalent in many SaaS businesses, highlighting the need for a shift towards sustainable growth strategies. Drawing parallels between organizational silos and revenue inefficiencies, they emphasize the importance of alignment between sales, marketing, and customer success teams. By breaking down these barriers and fostering cohesion, businesses can provide a seamless customer experience and drive long-term success.

In this episode of the CRO Spotlight Podcast, we delve into the multifaceted role of a Chief Revenue Officer. The conversation explores the challenges CROs face in navigating the demands of different stakeholders while ensuring the company's long-term success. Lawrence emphasizes the need for CROs to define themselves appropriately, advocating for a strategic approach that aligns growth plans with capital strategies. He underscores the importance of CROs being empowered to contribute strategically across the organization, beyond just sales leadership.

In this episode of the CRO Spotlight podcast, host Warren Zenna dives into the critical role of Chief Revenue Officers (CROs) with special guest Dana Therrien, Head of Revenue Operations for Anaplan.

Warren and Dana explore the challenges faced by CROs when organizations fail to fully understand or support their roles. They discuss the importance of strategic alignment, resource allocation, and the evolution of revenue operations (rev ops) in empowering CROs to drive organizational success.

From navigating unrealistic goals to advocating for greater autonomy, Warren and Dana offer practical insights for CROs, sales and marketing leaders, and founders looking to optimize their revenue strategies.

Join them as they shed light on the dynamic landscape of revenue leadership and provide actionable strategies for achieving peak performance in the CRO role.

In this episode of The CRO Spotlight Podcast, Warren Zenna welcomes Sanjay Yadav, expert negotiation and sales training consultant, to the podcast. With over 26 years of corporate experience across various industries and regions, Sanjay brings a wealth of expertise to the powerful skill of negotiation.

Contrary to popular belief, negotiation is not merely about haggling over prices; it's a complex interplay of psychology and language. Sanjay's insights challenge traditional notions, emphasizing negotiation as a multifaceted trading activity rather than a simple price negotiation.

As a CRO, one’s entire day can be a series of negotiations. Understanding how to excel at negotiating and how to apply this nuanced skill is invaluable.  So get comfortable and tune in.

Join Warren Zenna, founder and CEO of the CRO Collective, in another episode of the CRO Spotlight Podcast. This week, Warren engages in a thought-provoking discussion with Joe Zappa, founder of Sharp Pen Media, specializing in marketing strategy, content, and PR for ad tech and mart tech companies.

In this episode, Warren and Joe delve into the intricacies of the digital advertising ecosystem, exploring pressing issues such as the evolving role of the chief revenue officer (CRO), the intersection of marketing and revenue functions, and the reevaluation of ad tech promises. From dissecting the challenges of attribution in proving ad effectiveness to addressing concerns surrounding privacy and surveillance marketing, Warren and Joe offer valuable insights garnered from their extensive experience in the industry.

Discover how the proliferation of programmatic advertising has given rise to complex issues such as ad fraud, brand safety, and consumer privacy, prompting brands and advertisers to reassess their strategies and adopt more transparent and ethical practices. With a keen focus on building brands and fostering meaningful customer relationships, Warren and Joe provide actionable strategies for navigating the ever-changing digital advertising landscape.

Whether you're a seasoned marketing professional, a CRO striving for success, or an entrepreneur seeking to elevate your brand's presence, this episode offers invaluable perspectives on harnessing the power of digital advertising to drive sustainable business growth in today's dynamic marketplace. Tune in now to stay ahead of the curve and unlock new opportunities in the realm of digital advertising and revenue optimization.

Join Warren Zenna, founder and CEO of the CRO Collective, as he dives into the world of revenue success in this episode of the CRO Spotlight Podcast. In this engaging discussion, Warren welcomes Sandy Robinson, Senior Vice President of Revenue Operations and Enablement at Patra, a tech-enabled insurance company. Together, they explore the intricate landscape of revenue technology (RevTech) and its profound impact on customer buying journeys.

Sandy shares her wealth of experience and insights gained from years in sales operations, shedding light on the challenges and opportunities presented by RevTech adoption. From navigating the complexities of integrating disparate tools to fostering organizational alignment around customer-centric strategies, Sandy offers practical advice for CROs, sales leaders, and marketers alike.

Discover how RevTech transcends mere toolsets, becoming a catalyst for enhanced customer experiences and streamlined revenue generation. Whether you're a seasoned CRO or a budding sales professional, this episode provides invaluable perspectives on leveraging technology to drive sustainable business growth.

Tune in to gain actionable strategies and expert guidance on harnessing the power of RevTech to unlock your organization's full revenue potential. Don't miss out on this enlightening conversation that promises to revolutionize your approach to revenue operations.

Join Warren Zenna, founder and CEO of the CRO Collective, for another enlightening episode of the CRO Spotlight Podcast. In this installment, Warren welcomes Bob McDowell, Senior Vice President of Leadership Organizational Health at CESO, to explore the intersection of education and organizational effectiveness.

Bob McDowell brings a wealth of experience as a former superintendent and education expert, offering unique insights into the challenges and opportunities facing the educational sector. With a focus on building aligned education systems, Bob shares his journey from the classroom to district administration and his transition to the private sector.

In this thought-provoking conversation, Warren and Bob delve into the parallels between revenue misalignment in businesses and organizational dysfunction in education. Discover how human-centered design principles and agile methodologies are revolutionizing the way educational institutions approach leadership and organizational health.

From enhancing operational efficiency to improving student outcomes, Bob offers practical strategies for fostering organizational alignment and driving meaningful change within the education system. Whether you're a seasoned educator, a school administrator, or a business leader interested in education reform, this episode provides invaluable insights into transforming education systems for the better.

Tune in now to gain actionable tips and expert advice on bridging the gap between theory and practice in education leadership and organizational effectiveness. Don't miss this opportunity to be inspired and empowered to make a positive impact in the world of education.

In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna sits down with James Roth, Chief Revenue Officer of ZoomInfo, to explore the critical elements that shape a successful CRO career. James delves into the importance of "knowledge stickiness," explaining how the ability to absorb and retain valuable insights from various roles and experiences is more important than simply having a diverse resume. He shares his journey from a sales leader to a CRO, emphasizing the value of staying focused on your current role while being open to continuous learning.

James and Warren also discuss the potential pitfalls of title chasing and the misconception that job-hopping equates to faster career advancement. Drawing from his extensive experience, James outlines how long-term commitment to a single organization can offer deeper insights and a more comprehensive understanding of business dynamics, ultimately leading to greater career success. He also contrasts the roles of CROs in enterprise-level companies versus smaller growth-stage firms, offering valuable advice for those aspiring to lead revenue operations in different organizational contexts.

Finally, James provides an insider look at his approach to customer relationships and product market fit, explaining how staying close to customers helps shape strategic decisions. He also highlights the importance of building a strong data foundation to leverage AI in go-to-market strategies effectively. Whether you're an aspiring CRO or a seasoned executive, this episode is packed with actionable insights and strategic advice that can help you navigate the complexities of revenue leadership.

Welcome to the CRO Spotlight Podcast, where we delve into the strategies, insights, and challenges of achieving sustainable and scalable growth in today's dynamic business landscape. In this episode, we explore the world of Chief Revenue Officers (CROs) and their critical roles in driving revenue growth for organizations. Our discussion is centered around a candid conversation with Tom Goodwin, a seasoned expert in facilitating meaningful transformations within companies.
Tom shares invaluable perspectives on addressing short-termism and embracing industry changes, particularly in the context of the ever-evolving car industry. Alongside the host, Warren Zenna, Tom challenges conventional practices, advocating for simplification and profound understanding of industry shifts.
We also dive into the complexities of communication, customer-centricity, and the impact of technology on sales and customer experience. Tom also discusses  the pitfalls of neglecting customer knowledge in product design and the essential need for honest conversations to navigate the intricacies of investor involvement.
Join us as we explore the nuances of brand purpose in marketing and the effects of remote work on company dynamics, showcasing the real challenges and opportunities in driving sustainable growth in today's business environment.
This episode is a thought-provoking exploration of the revenue space, providing valuable insights for business leaders striving for scalable growth in an ever-changing marketplace.

00:00 CRO podcast featuring top revenue experts. Thanks for listening.
04:49 Reassuring companies about ongoing success amid new tech.
08:30 Questioning organizational decisions and promoting early innovation.
12:40 Distractions in startups due to funding changes.
15:10 Acquisition dynamics akin to human relationships surprise.
19:53 Focus on customer needs and innovation loss.
21:00 Measuring cost of customer service, advertising impact.
24:57 Car app and technology didn't work well.
27:41 Cost-saving compromises in design lead to dissatisfaction.
31:04 Net promoter score criticized for being pointless.
35:01 Brands aligning with causes may not matter.
38:11 Brand purpose adds alignment and logic internally.
42:29 Contemplating the impact of remote work.
43:36 Early stages, long-term impacts uncertain, diverse perspectives.
49:04 Seeking comfort without growth, challenges, and connections.
52:51 Ideological divide creates volatile office environment.
53:53 Balancing differences, complexities in work, cultural alignment.
57:07 Enjoying the orchestration of mundane technological experiences.

Welcome back to the CRO Spotlight Podcast! In today's episode, we delve into the world of content marketing and thought leadership strategies with a special focus on chief revenue officers and B2B businesses. Our guest, Steve MacDonald, founder of Content Strategies, shares valuable insights on the importance of creating content based on input from prospects and sales teams, rather than solely relying on marketing-generated material. We explore the significance of thought leadership content in differentiating businesses in crowded markets and the challenges faced by companies, especially in the B2B space. Join us as we discuss the impact of podcasting as a thought leadership strategy, the role of differentiation within companies, and the complexities of aligning with external causes for marketing purposes. Stay tuned for an engaging and thought-provoking conversation on how businesses can navigate the ever-evolving landscape of content marketing.

00:00 Warren introduces Steve McDonald's marketing expertise.
06:34 Companies struggle with differentiation in crowded markets.
09:04 Helping companies redefine problems for stronger impact.
13:21 Shift focus to phone calls and demos.
17:04 Trusted advisor status streamlines the sales process.
20:25 Marketing and sales collaboration is crucial for success.
23:08 Sales meetings, buyer insights, content from customers.
26:11 Create valuable content for internal and external audiences.
29:43 Podcasts create valuable conversations and relationships.
31:27 Podcasts drive deals and brand enhancement.
35:36 Defining unique company point of view is key.
40:11 Emphasize point of view, not just cause.
43:06 Some companies adopt values for strategic purposes.
47:19 Team collaboration, client focus, internal culture impact.
49:25 Marketing officers and revenue officers both seek thought leadership content.
51:43 C-suite marketing perspectives and contact information shared.

Welcome to the CRO Spotlight Podcast! In this episode, we dive into an insightful conversation between host Warren Zenna and guest Anastasia Pavlova, a seasoned CMO and startup CRO with extensive experience in technology marketing. The discussion centers around the critical importance of aligning marketing, sales, and revenue operations within a company, notably through the role of the Chief Revenue Officer (CRO). Anastasia and Warren explore the challenges and opportunities in implementing new technologies, particularly AI, in today's business landscape, and emphasize the need for authentic thought leadership and strategic go-to-market approaches. Join us as we uncover valuable insights on driving scalable growth and success in the evolving world of business.

Welcome to the CRO Spotlight Podcast! In this episode, we dive into the world of chief revenue officers and organizational growth with a focus on goal setting and OKRs. Our guests, Paul Niven and Chris Wollerman, bring a wealth of experience in strategy execution and performance measurement, offering valuable insights for managing growth and complexity. From the importance of customer-centric strategic planning to the challenges of aligning culture in mergers and acquisitions, our speakers shed light on key issues facing businesses today. Join us as we explore the crucial role of goal setting in driving engagement and performance, and learn from the experts about overcoming barriers to growth and ensuring customer satisfaction leads to financial success.

00:00 Warren Zena hosts CRO Spotlight podcast episode.
03:39 Engineer turned entrepreneur, built successful tech company.
09:28 Misaligned focus affects organization and customer satisfaction.
12:53 Focusing on few key goals enhances alignment.
16:03 Balancing operational whirlwind with strategic contributions is crucial.
20:11 Startups face challenges, but can still succeed.
21:27 Money brings conflicting perspectives and management challenges.
27:17 "Login vs. sign up: product decisions matter"
28:36 Companies should prioritize customers' best interest, alignment.
34:28 CRO role comes from sales due to success.
36:54 Platform focuses on people and performance.
41:30 OKRs need champion and dedicated team.
43:21 Technology enables strategy and goal setting. Jumping in is not the way.
45:34 Regular refreshers help with changing personnel positions.

Welcome to the CRO Spotlight  Podcast! In this episode, we dive into the world of revenue operations with our special guest, Tamara McMillen. Get ready to explore the dynamic roles of Chief Revenue Officer (CRO) and Chief Marketing Officer (CMO) we discussed the ideal structure for revenue operations. From insights on organisational design for future growth to the challenges of customer acquisition versus customer outcomes, this episode offers valuable perspectives on building sustainable business strategies. Join us as we uncover the complexities of C-suite titles, the evolving mindset of business leadership, and the critical role of customer-centric values in driving long-term success. It's a conversation you won't want to miss!

00:00 CRO Connected helps with undefined job roles.
05:27 Regular community engagement through various events and discussions.
08:10 CRO's role in delivering customer-focused strategy.
13:52 CRO role shifted focus from customer happiness.
16:34 Importance of belief system in CRO decision-making.
19:22 Nurturing customers costs less than acquiring new ones.
22:11 Need for patience in challenging business environment.
27:34 Wrong customers cost and churn impact sales.
29:10 Refused sale, ultimately purchased at higher cost.
33:27 Using data to better understand market strategy.
37:13 Invest in experienced leaders, clarify CRO's role.
38:57 Orient business around core values for success.
43:52 Brand building, PR, and investment management essential.
47:44 Career growth disrupted, need for broader rewards.
49:31 Increasing women in leadership through pipeline improvements.
52:17 Reach out on LinkedIn or CRO Connected.

Welcome to the CRO Spotlight Podcast! In today's episode we delve into a thought-provoking conversation between Warren Zena, CEO of the CRO Collective, and Julia Nimchinski, founder of Hype Cycle and the Hard skill Exchange. The discussion centers around the vital role of chief revenue officers (CROs) in integrating sales, marketing, and customer success functions within businesses. Together, they explore the challenges of hyperbolic growth, the impact on customer neglect, and the necessity for collaboration across various departments to foster innovation and customer-driven organizations. Get ready to explore the evolving landscape of business ecosystems, the importance of knowledge-sharing platforms, and the value of practical learning in today's competitive market. This episode promises to inspire and equip you with valuable insights for scaling your business in a rapidly changing world.

00:00 Balance sales, marketing, customer success for success.
06:29 TV show "Super Pumped" exposes economic manipulation.
08:54 Focus on real need, niche markets grow.
12:58 Inspiring Airbnb story emphasizes effective marketing communication.
15:18 Emphasize customer relationship over purely product-focused approach.
20:18 Understanding others' expertise for improved productivity.
21:59 Community progress, innovation, monetizing expertise, industry challenges.
24:45 Summary: GTM MAG simplifies go-to-market skill building.
29:32 Called professor to arbitrate dinner vs supper.
32:50 Fascination with the human mind and selling.
34:28 Synthesize ideas, talk, adapt, embrace AI for success.
37:42 Roger respected and empowered through positive leadership.
40:33 Every project involves going to market.

Welcome back to another episode of the CRO Spotlight Podcast! In today's episode, we dive deep into the world of Chief Revenue Officers (CROs) and their impact on B2B businesses. Our guest, Dwayne Default, is a seasoned CRO coach and go-to-market adviser, bringing a wealth of experience and insights to the table. We discuss the challenges and opportunities faced by CROs in today's ever-changing business landscape. Throughout the episode, we explore the misconceptions surrounding product-led growth and the vital role of salespeople in building relationships and driving revenue.We also highlight the need for CEOs to understand their specific problems before hiring a CRO and the importance of balancing short-term and long-term decision-making.

00:52 CEO discusses sales, relationships, and automation's impact.
05:36 Movies created stigma for sales over time. Salespeople create relationships and are necessary.
07:15 Reevaluating product-led growth and its implications.
10:49 Rise of chief revenue officer in tech.
15:37 Building without customer conversations leads to failure.
17:23 Scale with caution, monitor metrics closely.
22:49 Segmentation, conversion, cost, measuring, sales impact, self-on boarding.
27:30 Customer retention is crucial for sustained growth.
31:34 Grow by stepping out of comfort zone. Lean into strengths for personal success. Identify and bring in expertise where needed.
34:39 They offer support for better odds.
38:18 Navigating job uncertainty in a pandemic.
39:09 Red ocean filled with products, be cautious.
42:58 CEOs must understand and manage expectations.
46:29 Bootstrap company grew from 2 million to 11.5 million during COVID. Coaching and consulting, partnerships, CRO coach. Stepping back into the game as CRO.
50:02 Important tool for working world, combining skills.
53:50 Excited to see why companies struggle to implement.

Welcome to the CRO Spotlight Podcast! In this episode, we delve into the dynamic world of revenue enablement with special guest Teri Long, VP of Sales and Revenue Enablement at Mindtickle. Throughout our conversation, we explore Teri's fascinating career journey and her passion for driving success in organizations. We also discuss the evolving role of sales and revenue enablement in the context of changing buyer behaviors and the enduring importance of human interaction in sales. Join us as we dive into the critical impact of revenue enablement, the alignment with the Chief Revenue Officer, the relationship with revenue operations, and the potential shifts in sales enablement. Be prepared for insightful discussions, personal anecdotes, and valuable perspectives on the future of sales and revenue enablement.

00:51 Warren Zena CEO CRO Collective shares experiences.
03:11 Content enablement evolves, changes direction, optimizes experience.
08:24 Metrics don't always reflect true health.
11:28 Struggle with client communication leads to misunderstandings.
14:20 Disruptive questions slow down sales process.
17:48 Incentives drive different behavior in sales and CS.
22:02 Revenue enablement vs sales enablement as threat.
22:57 Discussion about why CROs shouldn't run sales. Inquire about Terry Long's diverse background and journey to revenue enablement.
28:43 Embraced failure, built success, and networked consistently.
29:27 Exciting problem-solving and helping people succeed.
34:35 Interacting personally builds strong character and skills.
38:23 Texting sales and prospecting, digital presence key.
41:19 Generation gap affects communication in sales.
44:51 COVID changed human interaction and sales dynamics.
48:34 Challenging physical and mental feats for self-validation.
49:30 Personal achievement through discipline, impressed kids.

Welcome back to the CRO Spotlight Show! In today's episode, Jim Wexler joins the show and we dive into the realm of sales and the importance of genuine connections in the modern business world. Jim shares his insights on salesmanship, the art of building relationships, and the challenges faced by Chief Revenue Officers (CROs) in today's highly competitive market. 

From pioneering gamification to creating memorable experiences, Jim's journey will inspire you to rethink your approach to sales and prioritize meaningful connections over transactional deals. Get ready to explore the power of human connection in sales, right here on the CRO Spotlight Show. 

[00:02:17] Friend supports struggling bartender by entrusting clients.

[00:04:51] Jim brought me in to sell, and together we sold Hispanic media all over the country. I learned everything from you.

[00:09:07] Young people selling; being authentic sells.

[00:12:16] Sales is important for organizations, despite objections.

[00:13:30] Salespeople build relationships and persuade effectively. Art is gone; prospecting is delegated.

[00:18:00] Competition is slim, so belief is crucial. Preparing and researching online make it easier.

[00:19:54] Selling meaningless products is a valuable skill.

[00:25:03] Connection, likability, purpose, autonomy - differentiators in Zoom calls.

[00:29:04] Human relationships are valuable in a mechanized world.

[00:32:48] Relationships are valuable, not just transactions.

[00:36:36] Close bond, entrepreneurial mindset, innovative products

[00:39:37] Short attention spans drive success in relationships.

[00:41:56] Successful promotional business orders and delivers 3,000,000 items. Also offers gamified training simulations, effectively mimicking real-world experiences. Still a revolutionary and effective business.

[00:44:19] Effective graphic novels capture imagination of audiences.

Welcome back to another episode of the CRO Spotlight Show, where we dive deep into the world of sales and revenue optimization. In today's episode, we have the pleasure of speaking with Carlos Nouche and Lisa Schnare, industry experts in value selling methodology. Join us as we unpack the power of asking compelling questions, uncovering buyer motivation, and shifting the conversation from constant pitching to understanding customer needs. We'll explore how this cross-functional approach helps organizations approach sales from a buyer's perspective and avoid the common pitfalls of traditional selling. From the importance of executive alignment workshops to navigating legal processes, we'll uncover valuable insights for sales professionals and CROs alike. So grab your notepads and get ready to level up your sales game in this enlightening conversation with Carlos Nouche and Lisa Schnare. 

[00:06:10] Framework to help CROs think differently, impact business.

[00:10:13] Using 7 words: Value prompter collects customer information for marketing.

[00:14:14] Complex sales require extensive stakeholder interactions.

[00:15:39] Why did you join this conversation?

[00:18:36] Engagement crucial for growth and customer retention.

[00:24:18] Assumed SDR onboarding, essential for company success.

[00:25:05] When do organizations make sense, or not?

[00:29:30] Sophisticated organizations understand the need for SDRs.

[00:31:19] Easy access to information creates inexperienced salespeople.

[00:35:52] Greeting and assistance are important in stores.

[00:40:05] Usually either reports to CRO or CMO.

[00:41:45] CMOs promoted faster, creating issues with hiring CROs.

[00:46:17] CRO ensures efficient revenue across functions, mitigating silos.

[00:51:05] Unique conversationalist, highly experienced in analytics.

In this thought-provoking episode of the CRO Spotlight Podcast, host Warren Zenna sits down with Jonathan Spier, CEO of Rev AI, to challenge the conventional wisdom surrounding the Chief Revenue Officer (CRO) title. Sparked by a viral LinkedIn post from Jonathan, this conversation dives deep into why he believes the CRO title is not just flawed but potentially detrimental to businesses. Jonathan argues that expecting a single person to effectively manage sales, customer success, and marketing under the CRO umbrella sets leaders up for failure and hinders organizational growth.

Warren and Jonathan explore the complexities of modern revenue operations, discussing why traditional sales leaders may not be the best fit for the CRO role. They examine the critical importance of RevOps (Revenue Operations) as a function that could redefine leadership in the revenue space, offering a more holistic and strategic approach. The conversation also touches on the challenges of aligning sales, marketing, and customer success teams, highlighting how misalignment often stems from disparate incentives and organizational silos.

As they debate potential solutions, Warren proposes a radical shift in how companies should approach the CRO role, emphasizing the need for proper diagnostics and strategic leadership rather than simply promoting top sales executives. This episode offers valuable insights for CEOs, CROs, and anyone involved in revenue generation, as it reimagines the future of sales and revenue leadership in a rapidly evolving business landscape.

Welcome back to CRO Spotlight Show, the podcast where we delve into the world of sales, startups, and revenue growth. 

In today's episode, we explore the complexities of career progression within the sales field and the intriguing role of the Chief Revenue Officer (CRO). From understanding motivations and skill gaps to the challenges of leadership and decision-making, we uncover valuable insights about finding success in these positions. Join us as we dive into the intricacies of sales strategies, the importance of customer-centricity, and the delicate balance between serving both customers and investors. 

During this episode we will explore the ever-evolving landscape of sales and the role of the CRO in navigating growth, funding, and the pursuit of exceptional customer experiences. Get ready to uncover valuable lessons from the world of sales and startups in this thought-provoking episode of Research & Ideas. 

[00:01:21] Experienced sales leader with startup expertise.

[00:06:07] Problems with SaaS growth and customer satisfaction.

[00:10:52] Funding rounds in companies are congratulated because they signify a third party's belief in the business. Additionally, funding is often associated with the ability to spend and fuel the economy. However, as more companies adopt growth models, the influx of inbound sales requests becomes overwhelming, leading to a saturation of similar offers. This model cannibalizes itself and leads to customer disengagement. It becomes a cyclical process where unnecessary salespeople are hired and then let go. Integrated and aligned revenue operations are needed in SaaS companies to address this issue without solely focusing on frontline growth.

[00:14:05] Value prop stands out amongst bland messaging, understand customer impact, build communities, leverage network partnerships, expert salespeople.

[00:17:33] Investors prefer large scale companies; smaller companies adapt through personal connections.

[00:22:57] Mediator role in finding common ground. Data-driven decision making for CROs.

[00:27:09] Insufficient data access hampers critical decision-making.

[00:27:50] Sales career transitioned to revenue operations leadership.

[00:32:33] Importance of understanding motivations and skill sets in career progression.

[00:36:59] Prioritize clarity, autonomy, and support for CRO.

[00:39:53] CEO interviews: be honest, avoid disasters.

In the latest episode of the CRO Spotlight Podcast, we talk with Hiedi Messer, Founder and CEO of Collective[i] an AI-enabled revenue forecasting platform.

This episode is brought to you by Growth Forum

Growth Forum is a place to Connect, Learn and Grow.

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In this indepth episode, I spoke to the great Kevin KD Dorsey about how "revenue" is distinct from Sales and how Revenue Functions can activate their partnerships to maximize their expertise.

This episode is brought to you by Growth Forum

Growth Forum is a place to Connect, Learn and Grow. 

Join Now

The program is usually valued at $2500, but if you sign up to Growth Forum now, you will receive access to this program for free! https://www.growthforum.io/

In this great episode of the CRO Spotlight Podcast, we talk to Jackie Rousseau-Anderson, CRO of BlueConic about how data analytics leaders make great CROs - and how they tackle the "sales stigma" that comes with the role. 

Connect with Jackie:
LinkedIn URL:

https://www.linkedin.com/in/jackiera/
 

Other places to connect:

https://twitter.com/jaranderson?s=20

This episode is brought to you by Growth Forum

Growth Forum is a place to Connect, Learn and Grow.  Join Now

The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

In this episode of the CRO Spotlight Podcast, we are joined by Rosalyn Santa Elena, Founder, and CEO of The RevOps Collective. 

Rosalyn is the leading voice in the RevOps space and has an enormous amount of insight into the meteoric growth of the RevOps model and how it is impacting B2B businesses.

This episode is brought to you by Growth Forum

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The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

During this episode of the CRO Spotlight show, Warren chats with Steve Schmidt who shares his experience as a Chief Revenue Officer (CRO) and discusses the importance of fully understanding how revenue functions within an organization.

Steve, shares his journey of becoming a CRO and how he learned to navigate the role through a baptism by fire in 2020. He emphasizes the significance of the CRO role and its various functions, including outbound and inbound motions, retention motion, and operational motion.

Steve believes that a CRO needs to be enabled by the CEO to cruise through the organization and be the right-hand person. He also stresses the importance of understanding the capital outlay for the tech stack, optimizing it, and measuring metrics like cost of acquisition (CAC) to drive revenue growth.

Key Takeaways:

1. The CRO role is critical for an organization's revenue function and involves various functions like outbound and inbound motions, retention motion, and operational motion.
2. The CEO needs to enable the CRO to navigate through the organization and understand the capital outlay for the tech stack to optimize revenue growth.
3. Measuring metrics like CAC is crucial to understanding the economics of the business and making informed decisions to drive revenue growth.

Connect with Steve

This episode is brought to you by Growth Forum

Growth Forum is a place to Connect, Learn and Grow.  Join Now

The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

How do you prospect in a declining market? Prospecting is evolving. Top of funnel pipeline creation is essential to enabling growth but the strategies that worked yesterday need to change in order to be successful in 2023 and beyond. 

During this episode of the CRO Spotlight Show, Warren is joined by Mike Schumann, who is the CRO at Revenue Base and has spent the last decade as a revenue leader for venture-backed companies. Mike shares his background and how he became a CRO.

Main Takeaways from the Podcast:

• The ideal CRO should be a steward of revenue and functions that participate in revenue generation from marketing, sales, customer success, etc.
• They need to be a steward to the CEO and watch out for the company's interests
• The CRO should possess strong business acumen, high technical skills as it relates to reporting and metrics, and professional skills
• Professional skills refer to being a steward of people, setting a tone for the team, and being of service to the company
• A successful CRO should bring energy to the team and help the people around them level up their games
• When interviewing a potential CRO, the ideal candidate should possess incredible personal and professional skills, be a great leader, a great coach, and a great visionary
• Technical skills can be taught, but professional skills are more about who you are, and a CRO who lacks professional skills can make people uncomfortable and suck the life out of the team.

The conversation also delves into the balance between technical expertise and leadership qualities, with the Mike advocating for the importance of the latter. 

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. 

The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

What's fundamentally different about selling a service vs selling a product? Let's find out. 

In this episode, Warren and Lupe are joined by Greg Lewis, Chief Growth Officer - Communications at Syneos Health Communications. They take a deep dive on what's different about selling a service vs a product, from go-to-market strategy to the sales cycle. They also cover the value of relationship building, and how to insulate your sales function from staff turnover. 

🔗 LINKS

Connect with Greg on LinkedIn.

You'll find Warren and Lupe on LinkedIn too. 

Be CRO-ready from day 1 with Warren's CRO Accelerator course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

It's time to talk about some likely neglected parts of your revenue engine, and how they help you turn dreams into reality. 

In this episode, Warren and Lupe are joined by Eddie Reynolds, CEO and Revenue Operations Strategy Consultant at Union Square Strategy, and host of the RevOps Corner podcast. They tackle the topics with no easy answers including: why we don't do things we know are important, why planning, testing and proving with data are fundamental to whole-of-businesssuccess, the art of getting leadership buy-in on that, aligning your revenue silos, the perils of cold outreach, where RevOps fits into the C-Suite, and the barriers that tops people from doing things differently. 

🔗 LINKS

Connect with Eddie on LinkedIn, or at the Union Square Consulting website. You'll also find Union Square Consulting on YouTube and TikTok. Listen to the RevOps Corner podcast here. 

You'll find Warren and Lupe on LinkedIn too. 

Be CRO-ready from day 1 with Warren's CRO Accelerator course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

In this episode of the CRO Spotlight podcast, we sit down with Alexa Curtis, a dynamic entrepreneur who navigated the path from a teenage blogger to a media powerhouse. Alexa shares her journey of breaking into the industry with her fearless attitude, from pitching TV segments at a young age to landing a deal with Disney. She recounts her innovative approach to content creation, emphasizing the importance of seizing opportunities and taking bold risks to achieve success. Alexa's story is a testament to the power of hustle and resilience in the competitive media landscape.

As the conversation unfolds, Alexa opens up about a significant challenge she faced after a viral social media incident involving a marathon. She candidly discusses the impact of online backlash and the mental health struggles that ensued. Alexa's experience highlights the double-edged sword of social media, where rapid fame can quickly turn into widespread criticism. Through it all, Alexa remained steadfast, using the experience to refine her approach to personal branding and influence. Her insights provide valuable lessons for anyone navigating the complexities of building an online presence in today's digital age.

In the final segment, Alexa delves into her current ventures, including her company "Be Fearless," which empowers individuals and startups to build authentic personal brands. She offers practical advice on leveraging platforms like LinkedIn to establish credibility and connect with the right audience. Whether you're a CEO, a marketing leader, or an aspiring entrepreneur, Alexa's journey offers inspiration and actionable insights on how to cultivate a meaningful brand that resonates with your target market. Join us for an engaging discussion filled with wisdom and encouragement from a true trailblazer.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

CRO is a new job title, but that doesn't mean there's a lack of knowledge on how to succeed as one. 

In this episode, Warren and Lupe are joined by Scott Stouffer, CEO and Founder at scaleMatters. Join them as they discuss a key thing sales-centric CROs are often light on (and what landed them in that CRO seat), how to stop throwing money away by finding your product-market-message fit faster, the problem with data, bringing the whole team in on experimenting, what we're forgetting when we embrace failure, why you need a safe environment to improve the company, and the two things Scott would ask when interviewing for a CRO role. 

🔗 LINKS

Connect with Scott on LinkedIn, or by email. scaleMatters' podcasts are The Data Room, and Go To Market Excellence. 

You'll find Warren and Lupe on LinkedIn too. 

Be CRO-ready from day 1 with Warren's CRO Accelerator course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Metrics are essential to measure, manage, and predict performance in revenue. But when almost everything is trackable these days, exactly what do you need to keep your finger on? 

In this episode, Warren and Lupe are joined by Ray Rike, Founder and CEO (Chief Evangelism Officer) at RevOps Squared. They discuss the staple and expanded metrics sets for every CRO, explain how you can use metrics to help better understand and align your revenue teams (and why CEOs are responsible for clearing that path), three actions to include during your CRO-prep years, how to transition your metrics, who should be a CRO's right hand person on metrics, plus why you need to check you're collecting and actioning your metrics right. 

🔗 LINKS

Connect with Ray on LinkedIn. Find out more about SaaS Metrics Palooza here. 

You'll find Warren and Lupe on LinkedIn too. 

Be CRO ready from day 1 with Warren's CRO Accelerator course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Regardless of your department, stepping up and out of it into the C-Suite puts you in a lot of new territory. You wouldn't have taken it if you didn't want a challenge, but you still want to avoid any missteps you can–you're about to find out how. 

In this episode, Warren and Lupe are joined by Stephanie Valenti, CRO at SmartBug Media. Follow her adventurous footsteps to the CRO role (featuring networking, touring via alternate perspectives, and growing as a leader), how to stay in your lane so you succeed at your job, where to start when you land behind the desk, and protecting yourself from becoming a CRO In Title Only. 

🔗 LINKS

Connect with Stephanie on LinkedIn.

You'll find Warren and Lupe on LinkedIn too. 

Be CRO ready from day 1 with Warren's CRO Accelerator course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

The more your company scales in size, the more it needs to scale in every other way too–especially stability. 

In this episode, Warren and Lupe are joined by Nancy Maluso who is VP, Principal Analyst at Forrester. Join them as they consider why alignment needs to be the first thing you get right, tips to structure your week for success, the other 'S word' to think about as you grow, and why delegation and data are the ex-sales CRO's best friends. 

🔗 LINKS

Connect with Nancy on LinkedIn.

You'll find Warren and Lupe on LinkedIn too. 

Want to be a CRO? Join Warren's CRO Accelerator course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Although it's hotly debated, sales leadership seems to be emerging as a staple position in the career path to CRO. But at what cost? 

In this episode, Warren and Lupe are joined by Serkan Honeine, Chief Revenue Officer @ Certn. They chat about how deeply roles other than sales leadership can uniquely qualify you to lead revenue, how leading an international team from the other side of the world can be simple, the biggest challenge CROs face (and the cause), why you need to find metrics that matter, and the power of saying thank you in the remote-first world. 

🔗 LINKS

Connect with Serkan on LinkedIn, or at the Certn website.

You'll find Warren and Lupe on LinkedIn too. 

Empower your sales team to transform their sales. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Marketers today have more power in revenue than ever before, with their wealth of data key to identifying how buyers behave. This data is a double-edged sword though, with attribution-anxiety sometimes disincentivising the marketing team from pushing into new territory. How do you strike the right balance? 

This week Warren and Lupe are joined by The Marketing Starter Tim Hines. Tim is an iCMO, founder, author, speaker, podcast host, and all round expert in all things marketing. In this episode they look at marketing as it enters the post-digital era, from how marketing can claim their space at the table using data, and the importance of communication, to why marketing should be viewed as a laboratory, not a factory.

🔗 LINKS

Connect with Tim on LinkedIn, or at his website, or at GrowPowerful.ai. His podcast is called The Marketing Starter Podcast, and his book is called The Marketing Starter.

You can listen to Warren on Tim's podcast here. 

You'll find Warren and Lupe on LinkedIn too. 

Empower your sales team to transform their sales. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

In a role as complex as the CRO, it's impossible to have expertise in every area. So, how do you respond right when you're entering a new territory. 

In this episode Warren and Lupe are joined by Todd Heger, CRO @ Digilant. They cover why coachability and humility are essential skills for CROs, the power of seeking advice, a quick hack to diffuse team tensions, the importance of managing talent, and why you need to insist on transparency during the interview process. 

🔗 LINKS

Connect with Todd on LinkedIn or at the Digilant website. 

You'll find Warren and Lupe on LinkedIn too. 

Empower your sales team to transform their sales. Find out more about the Create Pipeline course from Sales IQ here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

You know that healthy relationships with your team, company, customers, and peers lead to strong short and long term outcomes. But how high do they really rank on your list of priorities? 

In this episode, Lupe is joined by Christina Woronchak, CRO at Deem, Inc. This episode is packed with simple, effective ways to improve business outcomes using a human-centric approach. They also cover the dynamic nature of the CRO remit, what it was like weathering COVID in the travel industry, and how moving abroad can invigorate your career. 

🔗 LINKS

Connect with Christine on LinkedIn or at the Deem website.

Find Lupe on LinkedIn. 

Empower your sales team transform their sales. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

In a sales career spanning 5 decades you see a lot change, and a lot stay the same. Get ready to hear the most important parts of both.

In this episode Lupe is joined by John Smibert, co-author of The Wentworth Prospect. In this episode Lupe and John talk about revenue operation in the pre-CRO days, the role of culture in change, what both sides of the table must consider when filling the CRO seat, plus the power of storytelling and selling the outcome.

🔗 LINKS

Connect with John on LinkedIn. 

His book is called The Wentworth Prospect and you'll find it on Amazon here.

Find Lupe on LinkedIn. 

Empower your sales pros transform their sales. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Sometimes our goals coming true result in unexpected outcomes, and the CRO role is no different. It's time to do get some deep-dive insights on what's really awaiting you in the C-Suite. 

In this episode of the CRO Spotlight Podcast, Warren and Lupe are joined by Avi Zimak, Chief Revenue & Strategy Officer at The Arena Group. Avi has had a fascinating revenue career spanning more than 20 years (featuring New York Magazine, Time Inc, and Condé Nast).

He'll be sharing his invaluable knowledge and experience, including how he 'hopscotched' to his CRO role, seeking to understand the role beyond the title, when the right time is for a CRO, the CEO:CRO relationship, and ideal personality traits of a CRO.

🔗 LINKS

Connect with Avi on LinkedIn. 

Find Lupe and Warren on LinkedIn. 

Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

In this episode of the CRO Spotlight podcast, host Warren Zenna is joined by Philip Lacor, Chief Revenue Officer of Airbase, to discuss the intricate role of a CRO in fostering company growth and alignment. Philip, with his extensive background in engineering, finance, and sales, shares insights on how his diverse experience has equipped him to effectively lead cross-functional teams. He emphasizes the importance of understanding customer pain points and aligning sales, marketing, and product teams to deliver comprehensive solutions. By leveraging a modern procure-to-pay platform, Airbase consolidates company spending, enabling midmarket companies to manage complexity and scale efficiently.

Philip delves into the critical aspects of his role, focusing on building relationships across departments and understanding the voice of the customer to drive strategic initiatives. He explains how Airbase transitioned to a "land and expand" sales motion, highlighting the necessity of aligning product marketing, sales incentives, and onboarding processes to ensure seamless growth. Philip also discusses the role of OKRs (Objectives and Key Results) in maintaining alignment and focus, as well as the importance of regular customer interaction to provide valuable insights back to the company.

Finally, Philip shares valuable advice for aspiring Chief Revenue Officers and company leaders looking to hire for the position. He emphasizes the need for CROs to possess a deep understanding of both sales and customer success, as well as the ability to collaborate effectively with product and engineering teams. For CEOs, he advises assessing company needs and ensuring a strong partnership with the CRO to drive sustainable growth. With a focus on continuous learning and strategic alignment, Philip Lacor exemplifies the impactful role a CRO can play in shaping a company's future.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

In under an hour, you're going to feel like you've had the best GTM mentoring session of your revenue career. 

In this episode of the CRO Spotlight Warren is joined by Sangram Varje, best-selling author, and Co-Founder and GTM Advisor at Terminus. In this episode they look at an array GTM issues that you need to know about: who owns go to market, symptoms of product/market fit that needs work, what the Most Important Metric is for revenue teams, why churning C-Level executives is not a GTM fix, and the importance of setting expectations to succeed as a CRO.

🔗 LINKS

Connect with Sangram on LinkedIn. Find his book MOVE: The 4-question Go-to-Market Framework here. His podcast is called MOVE: The Go To Market Podcast (previously Flip My Funnel).

Find Lupe and Warren on LinkedIn. 

Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

In the noise of the digital landscape, the primary challenge has become sifting out the highest impact opportunities and threats. With this administrative burden eating into selling time, is there not a better answer? 

In this episode Warren and Lupe are joined by Jamie Shanks, CEO at Pipeline Signals and best-selling author. Working at the frontier of social selling for more than a decade, Jamie's current focus is on helping you find the golden needles in the digital haystack. Join Warren, Lupe and Jamie as they consider how the right tech can help across your entire revenue function by maximising selling time, prioritising the highest-value targets, and leveraging or managing career moves within your TAM. 

🔗 LINKS

Connect with Jamie on LinkedIn, or at the Pipeline Signals website.

Find Lupe and Warren on LinkedIn. 

Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Being CRO of a company scaling to $100m is no mean feat. This episode's guest has made a career of it. 

In this episode, Warren is joined by Zorian Rotenberg, Sales & GTM Advisor at Charlesbank Capital Partners, and the two seasoned revenue professionals dive deep into the anatomy of the Chief Revenue Officer role. They consider the key components you need to crack $100m, traits essential to being hired AND succeeding as a CRO, how and when to bring on a CRO, and a whole lot about getting leadership right. 

🔗 LINKS

Connect with Zorian and Warren on LinkedIn. 

Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

The traditional revenue motion see the customer flow from marketing to sales to success, with their needs at each stage being specially handled by those best equipped to handle them. But how sure are you that they are all still the best fit for the need?

In this episode of the CRO Spotlight, Warren is joined by Nelson Gilliat, author of The Death of the SDR: And the Birth of Buyer Centric Revenue. Warren and Nelson explore what's broken with the status quo selling motion, how it originated, why it broke, and where you should start if you're ready to pivot your revenue model.

🔗 LINKS

Connect with Nelson on LinkedIn. You'll find his book The Death of the SDR: And the Birth of Buyer Centric Revenue on Amazon here.

You'll find Warren and Lupe on LinkedIn too. 

Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline course here.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30