The CRO Spotlight Podcast

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/