The CRO Spotlight Podcast

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30In a role as complex as the CRO, it's impossible to have expertise in every area. So, how do you respond right when you're entering a new territory. In this episode Warren and Lupe are joined by Todd Heger, CRO @ Digilant. They cover why coachability and humility are essential skills for CROs, the power of seeking advice, a quick hack to diffuse team tensions, the importance of managing talent, and why you need to insist on transparency during the interview process. 🔗 LINKSConnect with Todd on LinkedIn or at the Digilant website. You'll find Warren and Lupe on LinkedIn too. Empower your sales team to transform their sales. Find out more about the Create Pipeline course from Sales IQ 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: GROW30You know that healthy relationships with your team, company, customers, and peers lead to strong short and long term outcomes. But how high do they really rank on your list of priorities? In this episode, Lupe is joined by Christina Woronchak, CRO at Deem, Inc. This episode is packed with simple, effective ways to improve business outcomes using a human-centric approach. They also cover the dynamic nature of the CRO remit, what it was like weathering COVID in the travel industry, and how moving abroad can invigorate your career. 🔗 LINKSConnect with Christine on LinkedIn or at the Deem website.Find Lupe on LinkedIn. Empower your sales team transform their sales. Find out more about the Create Pipeline 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: GROW30In a sales career spanning 5 decades you see a lot change, and a lot stay the same. Get ready to hear the most important parts of both.In this episode Lupe is joined by John Smibert, co-author of The Wentworth Prospect. In this episode Lupe and John talk about revenue operation in the pre-CRO days, the role of culture in change, what both sides of the table must consider when filling the CRO seat, plus the power of storytelling and selling the outcome.🔗 LINKSConnect with John on LinkedIn. His book is called The Wentworth Prospect and you'll find it on Amazon here.Find Lupe on LinkedIn. Empower your sales pros transform their sales. Find out more about the Create Pipeline 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: GROW30Sometimes our goals coming true result in unexpected outcomes, and the CRO role is no different. It's time to do get some deep-dive insights on what's really awaiting you in the C-Suite. In this episode of the CRO Spotlight Podcast, Warren and Lupe are joined by Avi Zimak, Chief Revenue & Strategy Officer at The Arena Group. Avi has had a fascinating revenue career spanning more than 20 years (featuring New York Magazine, Time Inc, and Condé Nast).He'll be sharing his invaluable knowledge and experience, including how he 'hopscotched' to his CRO role, seeking to understand the role beyond the title, when the right time is for a CRO, the CEO:CRO relationship, and ideal personality traits of a CRO.🔗 LINKSConnect with Avi on LinkedIn. Find Lupe and Warren on LinkedIn. Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline 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: GROW30In under an hour, you're going to feel like you've had the best GTM mentoring session of your revenue career. In this episode of the CRO Spotlight Warren is joined by Sangram Varje, best-selling author, and Co-Founder and GTM Advisor at Terminus. In this episode they look at an array GTM issues that you need to know about: who owns go to market, symptoms of product/market fit that needs work, what the Most Important Metric is for revenue teams, why churning C-Level executives is not a GTM fix, and the importance of setting expectations to succeed as a CRO.🔗 LINKSConnect with Sangram on LinkedIn. Find his book MOVE: The 4-question Go-to-Market Framework here. His podcast is called MOVE: The Go To Market Podcast (previously Flip My Funnel).Find Lupe and Warren on LinkedIn. Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline 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: GROW30In the noise of the digital landscape, the primary challenge has become sifting out the highest impact opportunities and threats. With this administrative burden eating into selling time, is there not a better answer? In this episode Warren and Lupe are joined by Jamie Shanks, CEO at Pipeline Signals and best-selling author. Working at the frontier of social selling for more than a decade, Jamie's current focus is on helping you find the golden needles in the digital haystack. Join Warren, Lupe and Jamie as they consider how the right tech can help across your entire revenue function by maximising selling time, prioritising the highest-value targets, and leveraging or managing career moves within your TAM. 🔗 LINKSConnect with Jamie on LinkedIn, or at the Pipeline Signals website.Find Lupe and Warren on LinkedIn. Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline 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: GROW30Being CRO of a company scaling to $100m is no mean feat. This episode's guest has made a career of it. In this episode, Warren is joined by Zorian Rotenberg, Sales & GTM Advisor at Charlesbank Capital Partners, and the two seasoned revenue professionals dive deep into the anatomy of the Chief Revenue Officer role. They consider the key components you need to crack $100m, traits essential to being hired AND succeeding as a CRO, how and when to bring on a CRO, and a whole lot about getting leadership right. 🔗 LINKSConnect with Zorian and Warren on LinkedIn. Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline 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: GROW30The traditional revenue motion see the customer flow from marketing to sales to success, with their needs at each stage being specially handled by those best equipped to handle them. But how sure are you that they are all still the best fit for the need?In this episode of the CRO Spotlight, Warren is joined by Nelson Gilliat, author of The Death of the SDR: And the Birth of Buyer Centric Revenue. Warren and Nelson explore what's broken with the status quo selling motion, how it originated, why it broke, and where you should start if you're ready to pivot your revenue model.🔗 LINKSConnect with Nelson on LinkedIn. You'll find his book The Death of the SDR: And the Birth of Buyer Centric Revenue on Amazon here.You'll find Warren and Lupe on LinkedIn too. Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline 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: GROW30The positive impact of valued employees extends far beyond lower turnover. In this episode of the CRO Spotlight, Warren and Lupe are joined by Steve Travaglini, CRO at LinkSquares. In this episode, they dive the task of operationalising revenue, the beauty of the career journey, and why keeping your people in the forefront of your mind with every strategy decision is a major key to success. 🔗 LINKSConnect with Steve, Warren and Lupe on LinkedIn. Help your sales team succeed by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline 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: GROW30Careers today typically to spring from one platform to the next in quick succession. But when we leap are we missing opportunities to deliver truly extraordinary results?In this episode of the CRO Spotlight, Warren and Lupe are joined by Monique Pintarelli, CRO at Teads. Reflect with her on what a 20 year/3 company career has taught her about consistently delivering results, how to be job-ready for your career next-step, and the importance of community (especially in roles with a close to 9:1 gender ratio). 🔗 LINKSConnect with Monique, Warren and Lupe on LinkedIn. Help your team be job-ready by helping them become the best professional salespeople they can be. Find out more about the Create Pipeline course here. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30