The Revenue Leadership Podcast with Kyle Norton

Jessica Chiew, Head of GTM Operations and Strategy at Canva, reveals how her team is spearheading AI adoption within a massive organization. She discusses the dual approach of centralized support and functional ownership while stressing the importance of a strong data foundation for AI success. Jessica shares insights into navigating build vs. buy decisions, optimizing AI workflows, and the pivotal role of leadership in driving adoption. She also emphasizes engaging sales leaders to create a supportive culture that embraces AI-driven efficiency.

Richard Ezekiel, author of "Coelevate" and former partnership leader at Amazon and Netflix, shares insights into building impactful business collaborations. He discusses why many partnerships fail and the essential elements for success, including the importance of internal metrics. Ezekiel introduces the innovative "Partnership T" framework, practical strategies for CROs, and the necessity of aligning partnerships with real customer needs. He also addresses the traits that differentiate good partners from great ones, emphasizing long-term vision and adaptability.

In this engaging talk, James Roth, the Chief Revenue Officer of ZoomInfo and former SVP at Vonage, dives into his transformative leadership journey. He emphasizes the vital role of resilience in navigating market challenges and corporate shifts. Roth discusses innovative strategies for leveraging AI and enhancing data utilization, spotlighting ZoomInfo's Copilot feature. He also explores evolving sales roles and the importance of a data-centric approach to customer engagement, highlighting how these changes drive measurable success in a competitive landscape.

Adam Alfano, EVP of Global S&B and Emerging Products at Salesforce, shares insights from his impressive 17-year journey at the company. He discusses the importance of adaptability and balance in leadership, emphasizing a holistic approach to fostering growth. Alfano also explores the concept of being a corporate athlete, promoting well-being for enhanced performance. The conversation covers leveraging AI for sales efficiency and the significance of personal connections in an evolving tech landscape, highlighting traits that distinguish exceptional leaders.

Jason Wolf, President of FullStory and former CRO at Ping Identity and SAP Ariba, shares his insights on fueling significant revenue growth by exploring new markets and aligning cross-functional teams. He discusses the value of customer-driven strategies over competitive pressure and how to effectively time product launches. Jason highlights the importance of tailored approaches for market entry, particularly in vibrant regions like Latin America. He also delves into the interplay between go-to-market strategies and product innovation, emphasizing adaptability and continuous learning for success.

Sangeeta Chakraborty, former CRO of Miro and early-stage investor, shares her innovative approach to go-to-market strategies. She argues for embracing product thinking over rigid processes, emphasizing continuous iteration and customer engagement. Sangeeta discusses the outdated notion of 'post-sales' and advocates for a customer success model. The conversation also dives into leadership shifts, talent evaluation beyond conventional metrics, and the importance of a collaborative culture in startups. Her insights promise to reshape how companies approach revenue and customer relationships.

In this engaging discussion, Hayden Stafford, President and CRO at Seismic and former Microsoft leader, shares his insights on transforming businesses from single-product to multi-product platforms. He dives into the strategic shifts in sales tactics and talent development necessary for growth. Hayden highlights the importance of ecosystem partnerships and tailored messaging that resonates with varied stakeholders. He also discusses the vital role of an independent value consulting team to enhance customer satisfaction and the need for effective internal feedback mechanisms.

Luke Arno, the Chief Revenue Officer at Transcend and seasoned expert in SaaS sales, shares how enablement is the often-missed key to driving sales productivity. He unveils his three-part framework for effective enablement—onboarding, ongoing development, and in-the-moment strategy. The conversation dives into hiring strategies, measuring enablement's impact, and fostering a culture of accountability and coaching. Luke also discusses aligning sales and marketing for success, and introduces the 'CRAMPS' framework to improve employee engagement.

Join Mike Donohue, CRO at 11X and former sales leader at Square and PayPal, as he delves into the revolutionary integration of AI in sales. Discover how digital workers, Alice and Julian, now handle 90% of the sales prospecting, drastically reshaping sales roles. Mike discusses the future of sales jobs, the need for evolving skills in tech, and why CROs must embrace AI to stay relevant. He highlights how traditional sales structures are giving way to AI-driven tactics that enhance efficiency and productivity.

John Eitel, former Global VP of Sales & Success at Canva and CRO at Demandbase, shares his insights on layering sales-led growth atop product-led foundations. He discusses how to adapt sales strategies as startups scale and highlights the importance of customer success teams. Eitel emphasizes data-driven decision-making in product investments and the balance between self-service and sales-led approaches. He also explores the evolving role of Chief Revenue Officers and the significance of mental health awareness in leadership.