The Talent of Connecting

SHOW SUMMARY

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Sprinklr’s Chief Revenue Officer Luca Lazzaron. Luca, who has held several sales leadership and general manager positions in multiple software organizations over the past 20 years, offers golden lessons in hiring exceptional talent, credible leadership, and effective revenue forecasting. As Sprinklr’s Chief Revenue Officer, Luca talks about the most challenging aspects of transitioning from a private to a public company, and the difference between having a committed versus a compliant team. 

Additional Resources:

• Donate to Istituto Serafico Di Assisi: https://www.serafico.org/come-sostenerci/?lang=en
• Connect with Luca on LinkedIn: https://www.linkedin.com/in/luca-lazzaron/
• 5 Traits of Successful Leaders: https://forc.mx/3BrMkHh
• Listen to More Revenue Builders: https://forc.mx/3bfW5Od

HIGHLIGHTS

• The science and art of hiring salespeople
• How managers can be more credible leaders
• What it's like to be CRO running a public company
• How to do effective revenue forecasting
• Leaders need to have a disproportionate passion for coaching
• Being committed vs. Being compliant
• Always go back to your 'Why' 
• Sprinklr: the easiest way to know what's on your customer's mind 

GUEST BIO

Luca Lazzaron is the Chief Revenue Officer of Sprinklr, the only Unified-CXM platform purpose-built for enterprises, empowering the world's biggest companies to be human@scale across 30+ messaging, live chat, email and voice channels — and leveraging the industry's most sophisticated AI engine to bring Care, Research, Sales & Engagement, and Marketing & Advertising together like never before.

Luca has held sales leadership and general manager positions in multiple software organizations over the last 20 years. His experience includes both scaling rapid growth startups and IPO experience as well as overall operational management with large corporations globally. Meanwhile, his  experience in acquisition includes both Geotel and Bladelogic generating a combined value of >3B$. 

Luca is a strong and committed supporter for the Istituto Serafico in Assisi, a unique institute specialized in the rehabilitation and long term care for children with severe multiple disabilities.

QUOTES

Luca on why managers need to have real, on the ground experience: "People sometimes underestimate that if you want to lead a team, you have to be credible. You have to know what you are talking about in detail. Because otherwise, there's no way you can inspire the people and coach them on a daily basis on what their job is about and how to do it better."

Luca on what it takes to be a CRO of a public company: "Having the entire company able to actually make the customer happy and deliver value to the customer is the first thing. Because you can do all this new business that you want but if from the bucket you're going to continue to lose revenue, there's no way you can run a public company."

Luca on the difference between commitment and compliance: "People tend to be compliant when you tell them what to do, and you do not explain why and what difference it can make for them. People are committed when they buy into something and it becomes their own stuff." 

Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064