CRO Spotlight

On this engaging episode of CRO Spotlight, host Warren Zenna sits down with Guy Rubin, Founder and CEO at Ebsta, to dissect the evolving CRO role. They explore the challenges companies face when hiring for growth—from misaligned expectations to premature role adoption. Their conversation sparks innovative ideas on how to recalibrate commercial strategies for lasting success.Guy delves deep into the pitfalls of early CRO hires and the impact of a 17-month turnover trend. He shares insights on how misaligned sales processes can stunt growth and emphasizes the benefits of a 360 sales strategy. Backed by research, his analysis offers practical ways to realign roles within organizations for improved revenue consistency.Throughout the discussion, Warren and Guy uncover the secret of achieving execution consistency that turns modest outcomes into breakthrough performance. They explore how synchronized teams, bolstered customer engagement, and the smart use of AI can drive revenue intelligence. Their dialogue provides a roadmap for leveraging data to transform commercial operations.Wrapping up the episode, the conversation shifts to practical solutions that de-risk CRO hiring and capture emerging growth opportunities. Guy explains how Ebsta's relationship intelligence platform offers clear insights on sales cycles, stakeholder engagement, and actionable benchmarks. Listeners leave with powerful strategies to accelerate revenue growth and secure long-term results.

Warren Zenna welcomes Elio Narciso on CRO Spotlight as they dive deep into the challenges of data overload in today's sales environments. They explore how manual tasks and disjointed CRM systems drag down productivity while innovative integrations and AI-driven agents set the stage for a transformative approach that empowers CROs and their teams to focus on high-impact activities.The conversation shifts to the impact of agent technology and automated research on routine tasks. Warren and Elio discuss how advanced integration and workflow systems can eliminate tedious data entry, enabling sales teams to spend more time building relationships and closing deals. This vision resonates strongly with CROs seeking actionable improvements across revenue operations.In a candid exchange, the duo recounts their journey from traditional sales challenges to embracing disruptive data automation. They share firsthand experiences of overcoming manual inefficiencies that hindered performance and detail how clear, reliable data transforms decision-making for mid-market and larger companies, sparking optimism among revenue leaders.Wrapping up their discussion, Warren and Elio highlight the urgency for CROs, aspiring leaders, and CEOs to adopt innovative solutions today. They emphasize that achieving streamlined revenue operations through precise, automated analytics is not just an upgrade—it's a vital shift in competitive sales strategy that can unlock predictable and profitable growth.

In this episode of the CRO Spotlight podcast host Warren Zenna connects with Janis Zech, Co-Founder and CEO at Weflow. They explore the rising significance of the Chief Revenue Officer role amid evolving market challenges. The discussion sets the stage by addressing operational inefficiencies and the need for precise revenue intelligence in today's competitive environment.The conversation dives deep into aligning sales, marketing, and customer success for a unified revenue strategy. Janis shares insights from his extensive experience, emphasizing the impact of early CRO integration on business performance. Key topics include data automation, pipeline management, and the value of cross-functional collaboration.Listeners gain real-world examples and actionable advice on overcoming common pain points. The dialogue reveals how strategic hiring and the smart use of technology boost efficiency and reduce non-selling activities. Janis and Warren discuss building a cohesive leadership architecture that minimizes silos and drives sustained growth.As the episode unfolds, the focus shifts to the future of revenue operations and the transformative potential of AI-driven insights. Both experts challenge traditional models and inspire CROs, aspiring leaders, and CEOs to embrace innovation. Tune in to discover how targeted strategies and precise revenue intelligence can elevate your organization to new heights.

In this episode of CRO Spotlight, host Warren Zenna welcomes Rich Sutton, Co-Founder at DM&RS Advisory, for a deep dive into the evolving CRO role. Rich shares his unconventional journey from rock and roll DJ to strategic revenue leader, setting the stage for a conversation that challenges traditional sales-focused perspectives in today's dynamic market.Rich explains how the fractional CRO role can transform startups by integrating sales, marketing, and customer success. He highlights that a CRO isn't just about closing deals but also about aligning cross-functional teams to build a cohesive revenue engine that adapts swiftly to shifting market conditions.The dialogue explores the differences in CRO role perspectives. While some see the position solely as a sales driver, Rich argues that modern CROs must balance direct sales execution with broader revenue strategy. This distinction becomes vital when companies scale, as revenue leaders must foster innovation while ensuring operational discipline.Warren and Rich also discuss how leadership mindset influences these roles. They share insights on harnessing data, embracing change, and inspiring teams to evolve. The conversation bridges personal anecdotes from music to boardroom strategies, offering a fresh perspective on how diverse experiences can redefine the CRO function in an ever-changing business landscape.

In this episode of CRO Spotlight, host Warren Zenna welcomes Alex Asianov and Jonathan Blessing of DOOR3 for a deep dive into their company's 22-year journey through the ever-changing world of technology services. Alex shares how his early passion for programming led to the founding of DOOR3 and how that foundation evolved into a product-focused mindset serving real business outcomes.Jonathan joins the conversation with reflections on his parallel path in the tech world and eventual return to DOOR3 as CEO. The two share candid stories of how their complementary skills, shared values, and a strong cultural foundation shaped a resilient and adaptable company structure. They open up about pivotal moments in DOOR3's history and what it took to move from scrappy beginnings to operational excellence.Warren guides the conversation into the challenges of differentiation in a crowded dev space. Alex and Jonathan discuss their strategy of embedding product thinking into service delivery and maintaining a disciplined focus on client business outcomes. They unpack how cultural alignment, internal evolution, and hiring for shared values have been key to DOOR3's long-term success.The episode wraps with a forward-looking discussion on emerging tech trends, particularly the impact of AI on the services landscape. Alex and Jonathan share insights into how DOOR3 is both adopting and advising on new technologies—balancing innovation with practicality—while staying true to their mission of delivering lasting business value.

In this engaging episode of CRO Spotlight, host Warren Zenna sits down with seasoned executive Steve Kost to explore the intricate world of revenue leadership. Their conversation delves into the often-overlooked intangibles that drive success, drawing on experiences from Fortune 500 giants to nimble startups. The discussion sets a thoughtful tone for tackling today's complex business challenges.Warren and Steve share candid insights on how empathy and transparency redefine leadership. They examine the power of open communication with CEOs, executive teams, and board members, while discussing real-life scenarios that reveal the impact of active listening and honest feedback. Their dialogue provides listeners with practical advice for fostering trust and clarity in high-stakes environments.The conversation highlights essential strategies for navigating the unique challenges of the CRO role. Steve outlines the importance of thorough due diligence, from the interview process to effective onboarding practices, while emphasizing the need to build credibility quickly. He shares personal experiences that illustrate how reflective leadership and strategic communication can drive revenue growth.Listeners gain a fresh perspective on aligning with company culture and inspiring organizational change through servant leadership. The episode offers a roadmap for emerging revenue leaders by focusing on self-reflection, proactive problem-solving, and continuous communication. It is a must-listen for anyone looking to elevate their leadership approach and make a lasting impact.

In this episode of CRO Spotlight, host Warren Zenna welcomes Justin Shriber, CEO of BoostUp.ai, for a deep dive into the evolution of sales technology and enterprise revenue strategies. Justin recounts his journey from early days at Siebel to his leadership roles at Oracle and BoostUp.ai, sharing insights on how traditional models are being reimagined for today's dynamic market.Justin explains how shifting customer expectations and new revenue models demand more than legacy CRM systems. He outlines how AI agents can analyze critical signals, automate follow-up actions, and streamline the sales process. This discussion emphasizes the importance of focusing on a singular customer value to drive sustainable, long-term growth.The conversation also examines the evolving role of marketing and the challenges of revenue attribution. Justin describes how integrating automated systems with human expertise not only reduces non-actionable tasks but also enhances overall productivity. The dialogue reveals how a refined focus on customer outcomes can transform both sales and marketing strategies.Throughout the interview, Warren and Justin debate the balance between short-term targets and strategic, sustainable growth. They discuss how modern AI tools can dissolve inefficiencies in sales operations, align investor expectations, and create a frictionless process that empowers teams. Listeners gain a nuanced perspective on using innovative technology to drive efficient growth in a competitive landscape.

In this episode, Warren Zenna dives deep into the often-overlooked challenges of leadership, particularly for Chief Revenue Officers (CROs). He explores the immense complexity of the role, which requires managing relationships with CEOs, cross-functional teams, boards, and other stakeholders—all while making critical decisions that impact the organization. Warren emphasizes the importance of leadership skills that go beyond operational processes, such as psychological and cultural management, decision-making, and navigating political dynamics. These "intangibles," as he calls them, are essential for CROs to thrive in their roles and lead effectively.Warren also discusses the unique pressures CROs face, from the moment they are hired to the ongoing challenges of navigating organizational structures and interpersonal dynamics. He highlights how the role often disrupts existing systems, creating resistance from colleagues who may feel threatened or displaced. This resistance, combined with the lack of proper leadership development tailored to the CRO position, can leave many feeling overwhelmed and underutilized. Warren argues that leadership development needs to focus on role-specific skills, particularly the "soft skills" that are critical for building credibility, managing conflict, and influencing others.The conversation takes a fascinating turn as Warren reflects on the role of AI in leadership and business. He shares his experience experimenting with AI abilities to create effective cold emails and ad copy, noting how the process of interacting with AI can provoke deeper thinking and innovation. However, he also raises concerns about over-reliance on AI, cautioning against sounding smarter than you are and the potential disconnect this could create in real-life interactions. Warren's insights highlight the balance between leveraging technology and maintaining authenticity in communication and leadership.Finally, Warren delves into the importance of self-awareness in leadership, using the analogy of being a "thermostat" versus a "thermometer." Are you someone who controls the temperature in the room, or do you simply measure it? He challenges listeners to reflect on their ability to create structure, influence outcomes, and take ownership of their roles. Whether you're a CRO, an entrepreneur, or a leader in any capacity, this episode offers valuable insights into the skills and mindset needed to navigate complexity, build influence, and drive meaningful change.

In this episode of the CRO Spotlight Podcast, host Warren Zenna is joined by LinkedIn expert Brynne Tillman to explore how AI and LinkedIn Sales Navigator are revolutionizing the sales process. Brynne shares insights into using these tools to foster trust-based conversations, create tailored outreach, and enhance relationship-building strategies for CROs and revenue-driven professionals. Together, they discuss how modern technology can accelerate first connections while maintaining the authenticity required to build lasting professional relationships.The conversation delves into the balance between AI and human interaction, emphasizing the importance of using AI as a tool to support—not replace—genuine engagement. Brynne explains how Sales Navigator's advanced features, like Account IQ and Lead IQ, have streamlined pre-call planning, saving valuable time while delivering targeted insights. The duo also tackles the potential downsides of automation tools, offering actionable advice for CROs and their teams to avoid coming across as impersonal or spammy in their outreach.Brynne also introduces her eight-step framework for implementing scalable and repeatable social selling strategies. From defining KPIs to integrating AI into daily workflows, she outlines a roadmap for achieving measurable success. Tune in to learn how to slow down your outreach to speed up outcomes, and discover the tools and techniques that can help you stay ahead in today's fast-paced sales environment.

In this episode of CRO Spotlight, host Warren Zenna engages with Eric Steele, Chief Revenue Officer, and Larry Earl, Chief Financial Officer at SIB, to explore the intricate relationship between revenue operations and financial management. The discussion highlights how both roles can collaborate effectively to drive growth while maintaining financial health. Eric emphasizes the shift towards "value acceleration," where companies focus on smart growth rather than growth at all costs, ensuring profitability without disrupting operations.Warren, Eric, and Larry dive into the dynamics of their partnership, illustrating how constant communication and mutual understanding are crucial for success. They discuss the importance of aligning financial strategies with revenue goals and how effective collaboration can mitigate risks while fostering innovation. The episode also touches on the challenges CROs face in organizations with established CFOs and offers insights into navigating these complexities through open dialogue and strategic alignment.Listeners will gain valuable perspectives on how to cultivate a productive relationship between revenue and finance leaders, ensuring that both sides work towards common objectives. This conversation serves as a guide for CROs seeking to enhance their influence within their organizations while driving sustainable growth.

In this episode of CRO Spotlight, host Warren Zenna interviews Chelsea Olsen, founder of CLOHZ, who specializes in helping businesses enhance their sales pipelines through effective LinkedIn strategies. Chelsea shares her entrepreneurial journey, detailing how she transitioned from corporate roles to establishing her consulting business focused on sales and lead generation.The conversation emphasizes the merging of sales and marketing in today's landscape. Chelsea argues that successful selling requires not only outreach but also valuable content that aids potential clients in their research. This shift reflects the changing behavior of buyers who increasingly seek information before engaging with sales representatives.Warren and Chelsea discuss the mindset required for problem-solving in sales, highlighting how personal experiences shape resilience and adaptability. This insightful dialogue offers listeners practical strategies for integrating social selling into their approaches, ultimately inspiring revenue leaders to navigate the complexities of modern business growth effectively.

In this episode of CRO Spotlight, host Warren Zenna engages with Eric Steele, Chief Revenue Officer, and Larry Earl, Chief Financial Officer at SIB, to explore the intricate relationship between revenue operations and financial management. The discussion highlights how both roles can collaborate effectively to drive growth while maintaining financial health. Eric emphasizes the shift towards "value acceleration," where companies focus on smart growth rather than growth at all costs, ensuring profitability without disrupting operations.Warren, Eric, and Larry dive into the dynamics of their partnership, illustrating how constant communication and mutual understanding are crucial for success. They discuss the importance of aligning financial strategies with revenue goals and how effective collaboration can mitigate risks while fostering innovation. The episode also touches on the challenges CROs face in organizations with established CFOs and offers insights into navigating these complexities through open dialogue and strategic alignment.Listeners will gain valuable perspectives on how to cultivate a productive relationship between revenue and finance leaders, ensuring that both sides work towards common objectives. This conversation serves as a guide for CROs seeking to enhance their influence within their organizations while driving sustainable growth.

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 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.

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.

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.

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.

In this episode of the CRO Spotlight Podcast, host Warren Zenna welcomes Hang Black, a seasoned revenue enablement expert, to discuss the transformative role of revenue enablement in modern businesses. Hang shares her inspiring journey from being a Vietnamese immigrant to becoming a leader in the field of revenue enablement. She emphasizes the importance of empowering and inspiring revenue teams to foster creativity and innovation. By sharing her personal and professional experiences, Hang highlights how organizations can equip their teams to be successful by moving beyond traditional training to a more holistic approach that includes empowerment and inspiration.Hang also delves into the distinctions between sales enablement and revenue enablement, explaining how the latter encompasses a broader range of activities that contribute to overall revenue generation. She discusses the need for cross-functional collaboration between sales, marketing, and customer success teams, underscoring the importance of breaking down silos to create a more integrated and efficient revenue engine. Through engaging anecdotes and insights, Hang illustrates the value of storytelling in sales and how it can be used to build stronger connections with clients and prospects.Additionally, the episode explores the potential of artificial intelligence in enhancing sales and revenue enablement efforts. Hang shares her perspective on AI as a tool to augment human capabilities rather than replace them, providing examples of how AI can be utilized to streamline processes and personalize customer interactions. As a thought leader in the field, Hang offers valuable advice for organizations seeking to implement effective revenue enablement strategies that drive growth and foster a culture of continuous learning and adaptation.

In this engaging episode of the CRO Spotlight podcast, host Warren Zenna sits down with Peri Shawn, CEO of the Coaching and Sales Institute. The conversation delves into the transformative power of sales training and effective coaching techniques, exploring how Peri's unique methodology enhances sales effectiveness and overall human performance. Through real-life examples and compelling anecdotes, Peri shares her journey from high school teacher to a leading expert in sales coaching, revealing the secrets behind her success.Peri's innovative approach stems from her deep belief in the untapped potential within every individual. By focusing on uncovering and addressing performance blocks, she has helped numerous corporations elevate their sales teams' capabilities. Her story about Jim, a struggling student who became an honor roll achiever and eventually a teacher, highlights the profound impact of tailored coaching and whole-brain learning techniques. This episode is packed with insights into how personalized training can lead to remarkable improvements in both academic and corporate settings.Additionally, Peri discusses her latest venture into AI, developing a product designed to act as a sales mentor and partner. This cutting-edge tool combines her extensive research and practical experience to offer tailored advice and strategies for sales professionals. Tune in to learn more about Peri's fascinating journey, her innovative methodologies, and how they can be applied to achieve extraordinary results in the world of sales and beyond.

In this episode of CRO Spotlight, host Warren Zenna, CEO of the CRO Collective, sits down with Daniel Frailey, a dynamic leader who has navigated an unconventional path to success. Starting with an early exposure to the business world through his family's sales company, Daniel initially set his sights on a career in medicine. However, he soon discovered his true passion lay in the realm of sales and business development, leading him to pivot towards a business-focused career.Daniel shares his journey from enterprise sales roles to founding his own sales consulting firm, where he specializes in helping startups develop effective sales and revenue strategies. His unique perspective, shaped by a blend of hands-on sales experience and entrepreneurial spirit, offers valuable insights into the challenges and opportunities in the sales landscape. Daniel's story is a testament to the power of adaptability and the importance of following one's passion.Currently, Daniel is at the forefront of educating the next generation of sales leaders as he leads the CRO course at the University of Chicago. In this episode, he delves into the significance of education in sales, the evolving role of the Chief Revenue Officer, and the critical skills required to thrive in today's competitive market. Whether you're a seasoned sales professional or an aspiring entrepreneur, Daniel's experiences and advice provide a roadmap for achieving success in the ever-changing world of sales.

In this episode of CRO Spotlight, Warren Zenna engages in a candid conversation with Mark Walker, a seasoned Chief Revenue Officer with a wealth of experience in scaling businesses from zero to multimillion-dollar revenues. The discussion centers around the pivotal role of a Chief Revenue Officer (CRO) and the critical considerations companies must weigh before appointing one. Mark shares his perspective on the readiness of organizations for a CRO, emphasizing the essential groundwork needed in terms of data assessment, revenue health, and go-to-market strategies. He argues that these foundational elements must be in place before a CRO can effectively step in to scale operations and drive growth.Warren, founder of the CRO Collective, brings a contrasting viewpoint, suggesting that while ideal, the perfect readiness scenario rarely exists in early-stage companies. He stresses the practical challenges faced by founders and CEOs, who often lack the bandwidth to establish comprehensive frameworks before hiring a CRO. Instead, Warren proposes a phased approach where the CRO's role evolves from refining existing strategies to a more proactive leadership position over time. The conversation delves into the delicate balance between strategic planning and immediate operational needs, highlighting the nuances of organizational dynamics that influence the success of a CRO.Throughout the episode, both Warren and Mark explore the common pitfalls and misconceptions surrounding CRO appointments. They advocate for clarity in defining the CRO role within organizations, ensuring alignment with business objectives, and mitigating risks associated with premature or ill-prepared hires. By sharing their insights and experiences, they provide invaluable guidance to aspiring CROs, current sales and marketing leaders, and founders navigating the complexities of revenue leadership in today's competitive landscape.

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.

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.

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 ForumGrowth Forum is a place to Connect, Learn and Grow. Join NowThe 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 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 ForumGrowth Forum is a place to Connect, Learn and Grow.  Join NowThe 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=20This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow.  Join NowThe 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 ForumGrowth Forum is a place to Connect, Learn and Grow. Join NowThe 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: 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. 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. Measuring metrics like CAC is crucial to understanding the economics of the business and making informed decisions to drive revenue growth. Connect with SteveThis episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow.  Join NowThe 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: GROW30Growth 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 45-days free

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.