Why Chief Revenue Officers are the most critical role in B2B with Tamara McMillen

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.