This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 Although it's hotly debated, sales leadership seems to be emerging as a staple position in the career path to CRO. But at what cost? In this episode, Warren and Lupe are joined by Serkan Honeine, Chief Revenue Officer @ Certn. They chat about how deeply roles other than sales leadership can uniquely qualify you to lead revenue, how leading an international team from the other side of the world can be...
Aug 02, 2022•44 min•Ep. 16
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 Marketers today have more power in revenue than ever before, with their wealth of data key to identifying how buyers behave. This data is a double-edged sword though, with attribution-anxiety sometimes disincentivising the marketing team from pushing into new territory. How do you strike the right balance? This week Warren and Lupe are joined by The Marketing Starter Tim Hines. Tim is an iCMO, founde...
Jul 26, 2022•47 min•Ep. 15
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 In 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 w...
Jul 19, 2022•44 min•Ep. 14
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 You 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 n...
Jul 12, 2022•34 min•Ep. 13
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 In 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, p...
Jul 05, 2022•35 min•Ep. 12
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 Sometimes 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 (fe...
Jun 28, 2022•50 min•Ep. 11
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 In 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 th...
Jun 14, 2022•47 min•Ep. 10
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 In 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 cu...
Jun 07, 2022•29 min•Ep. 9
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 Being 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...
May 31, 2022•39 min•Ep. 8
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 The 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 . W...
May 24, 2022•53 min•Ep. 7
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 The 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. 🔗 LINKS ...
May 17, 2022•50 min•Ep. 6
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 Careers 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 ...
May 10, 2022•33 min•Ep. 5
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 In the growth-at-all-costs market today it can seem idealistic to want values at the forefront, but what if we can have both? In this episode of the CRO Spotlight, Warren and Lupe are joined by senior advisor and board member Susan Sobbott. Spending 18 years of her career at American Express, Susan has a deep understanding of both what is usual, and what is important, when it comes to businesses bala...
May 03, 2022•47 min•Ep. 4
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 An expert in payments with over 30 years experience, President of Worldwide Payment Services Oscar Muñoz, has witnessed boundless change in how businesses pursue (and receive) their revenue. This episode is foundational listening for all CROs and anyone CRO-adjacent, as Oscar covers: COVID-triggered revenue shifts, the two CRO types, the art of building diverse teams, six steps to winning in any c-su...
Apr 25, 2022•49 min•Ep. 3
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 Join Warren and Lupe in welcoming their guest for this episode, Dave Norton. Currently CRO of Eltropy, Dave has played a role in the building four different unicorn companies in the tech space, as he followed his passion for growth. This episode covers a lot of gem-laden ground including: exactly what a CRO is (and is not), the value of professional stubbed-toe moments, how to find the right C-Suite ...
Apr 19, 2022•45 min•Ep. 2
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 The ideal career path for a Chief Revenue Officer is still hotly debated. But one thing is for sure: no matter who you put in the role, they need a very wide-angled lens. In this inaugural episode of the CRO Spotlight podcast Warren Zenna and Lupe Feld are joined by CEO and Co-Founder of Sales IQ Global, Luigi Prestinenzi. They explore the makings of the modern revenue model, including: ✅ The tech an...
Apr 12, 2022•32 min•Ep. 1
