The CRO Spotlight Podcast

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 interestsThe CRO should possess strong business acumen, high technical skills as it relates to reporting and metrics, and professional skillsProfessional skills refer to being a steward of people, setting a tone for the team, and being of service to the companyA successful CRO should bring energy to the team and help the people around them level up their gamesWhen interviewing a potential CRO, the ideal candidate should possess incredible personal and professional skills, be a great leader, a great coach, and a great visionaryTechnical 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 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: GROW30What'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. 🔗 LINKSConnect 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: GROW30It'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. 🔗 LINKSConnect 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

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30CRO 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. 🔗 LINKSConnect 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: GROW30Metrics 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. 🔗 LINKSConnect 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: GROW30Regardless 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. 🔗 LINKSConnect 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