In this episode of the CRO Spotlight Podcast, we delve into the multifaceted role of a Chief Revenue Officer. The conversation explores the challenges CROs face in navigating the demands of different stakeholders while ensuring the company's long-term success. Lawrence emphasizes the need for CROs to define themselves appropriately, advocating for a strategic approach that aligns growth plans with capital strategies. He underscores the importance of CROs being empowered to contribute strategical...
May 22, 2024•49 min•Ep. 45
In this episode of the CRO Spotlight podcast, host Warren Zenna dives into the critical role of Chief Revenue Officers (CROs) with special guest Dana Therrien, Head of Revenue Operations for Anaplan. Warren and Dana explore the challenges faced by CROs when organizations fail to fully understand or support their roles. They discuss the importance of strategic alignment, resource allocation, and the evolution of revenue operations (rev ops) in empowering CROs to drive organizational success. From...
Apr 22, 2024•49 min•Ep. 44
In this episode of The CRO Spotlight Podcast, Warren Zenna welcomes Sanjay Yadav, expert negotiation and sales training consultant, to the podcast. With over 26 years of corporate experience across various industries and regions, Sanjay brings a wealth of expertise to the powerful skill of negotiation. Contrary to popular belief, negotiation is not merely about haggling over prices; it's a complex interplay of psychology and language. Sanjay's insights challenge traditional notions, emphasizing ...
Mar 28, 2024•1 hr 6 min•Ep. 43
Join Warren Zenna, founder and CEO of the CRO Collective, in another episode of the CRO Spotlight Podcast. This week, Warren engages in a thought-provoking discussion with Joe Zappa, founder of Sharp Pen Media, specializing in marketing strategy, content, and PR for ad tech and mart tech companies. In this episode, Warren and Joe delve into the intricacies of the digital advertising ecosystem, exploring pressing issues such as the evolving role of the chief revenue officer (CRO), the intersectio...
Mar 17, 2024•46 min•Ep. 42
Join Warren Zenna, founder and CEO of the CRO Collective, as he dives into the world of revenue success in this episode of the CRO Spotlight Podcast. In this engaging discussion, Warren welcomes Sandy Robinson, Senior Vice President of Revenue Operations and Enablement at Patra, a tech-enabled insurance company. Together, they explore the intricate landscape of revenue technology (RevTech) and its profound impact on customer buying journeys. Sandy shares her wealth of experience and insights gai...
Mar 10, 2024•43 min•Ep. 42
Join Warren Zenna, founder and CEO of the CRO Collective, for another enlightening episode of the CRO Spotlight Podcast. In this installment, Warren welcomes Bob McDowell, Senior Vice President of Leadership Organizational Health at CESO, to explore the intersection of education and organizational effectiveness. Bob McDowell brings a wealth of experience as a former superintendent and education expert, offering unique insights into the challenges and opportunities facing the educational sector. ...
Mar 03, 2024•43 min•Ep. 41
Welcome to the CRO Spotlight Podcast, where we delve into the strategies, insights, and challenges of achieving sustainable and scalable growth in today's dynamic business landscape. In this episode, we explore the world of Chief Revenue Officers (CROs) and their critical roles in driving revenue growth for organizations. Our discussion is centered around a candid conversation with Tom Goodwin, a seasoned expert in facilitating meaningful transformations within companies. Tom shares invaluable p...
Feb 06, 2024•1 hr 3 min•Ep. 40
Welcome back to the CRO Spotlight Podcast! In today's episode, we delve into the world of content marketing and thought leadership strategies with a special focus on chief revenue officers and B2B businesses. Our guest, Steve MacDonald, founder of Content Strategies, shares valuable insights on the importance of creating content based on input from prospects and sales teams, rather than solely relying on marketing-generated material. We explore the significance of thought leadership content in d...
Jan 22, 2024•55 min•Ep. 39
Welcome to the CRO Spotlight Podcast! In this episode, we dive into an insightful conversation between host Warren Zenna and guest Anastasia Pavlova, a seasoned CMO and startup CRO with extensive experience in technology marketing. The discussion centers around the critical importance of aligning marketing, sales, and revenue operations within a company, notably through the role of the Chief Revenue Officer (CRO). Anastasia and Warren explore the challenges and opportunities in implementing new ...
Jan 11, 2024•51 min•Ep. 38
Welcome to the CRO Spotlight Podcast! In this episode, we dive into the world of chief revenue officers and organizational growth with a focus on goal setting and OKRs. Our guests, Paul Niven and Chris Wollerman, bring a wealth of experience in strategy execution and performance measurement, offering valuable insights for managing growth and complexity. From the importance of customer-centric strategic planning to the challenges of aligning culture in mergers and acquisitions, our speakers shed ...
Jan 01, 2024•46 min•Ep. 37
Welcome to the CRO Spotlight Podcast! In this episode, we dive into the world of revenue operations with our special guest, Tamara McMillen. Get ready to explore the dynamic roles of Chief Revenue Officer (CRO) and Chief Marketing Officer (CMO) we discussed the ideal structure for revenue operations. From insights on organisational design for future growth to the challenges of customer acquisition versus customer outcomes, this episode offers valuable perspectives on building sustainable busines...
Dec 17, 2023•53 min•Ep. 36
Welcome to the CRO Spotlight Podcast! In today's episode we delve into a thought-provoking conversation between Warren Zena, CEO of the CRO Collective, and Julia Nimchinski, founder of Hype Cycle and the Hard skill Exchange. The discussion centers around the vital role of chief revenue officers (CROs) in integrating sales, marketing, and customer success functions within businesses. Together, they explore the challenges of hyperbolic growth, the impact on customer neglect, and the necessity for ...
Dec 08, 2023•41 min•Ep. 35
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 grow...
Nov 22, 2023•56 min•Ep. 34
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 d...
Nov 10, 2023•52 min•Ep. 33
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 p...
Oct 24, 2023•47 min•Ep. 32
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 or...
Sep 25, 2023•52 min•Ep. 31
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...
Sep 16, 2023•43 min•Ep. 30
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 Forum Growth Forum is a place to Connect, Learn and Grow. Join Now 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/...
Jul 07, 2023•58 min•Ep. 29
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 Forum Growth Forum is a place to Connect, Learn and Grow. Join Now 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/...
Jul 06, 2023•48 min•Ep. 28
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=20 This episode is brought to you by Growth Forum Growth Forum is a place to Connect, Learn and Grow. Join Now The program is usually valued at $2...
Apr 17, 2023•51 min•Ep. 27
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 Forum Growth Forum is a place to Connect, Learn and Grow. Join Now The program is usually valued at $2500 but if you sign up to Growth Forum now you will receiv...
Apr 16, 2023•45 min•Ep. 26
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 operation...
Apr 05, 2023•45 min•Ep. 25
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 t...
Mar 07, 2023•48 min•Ep. 24
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30
Dec 09, 2022•54 min•Ep. 23
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 What'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, a...
Oct 18, 2022•44 min•Ep. 22
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 It'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...
Oct 11, 2022•49 min•Ep. 21
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 CRO 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 pro...
Oct 04, 2022•49 min•Ep. 20
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 Metrics 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 ...
Sep 27, 2022•49 min•Ep. 19
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 Regardless 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 networ...
Sep 13, 2022•46 min•Ep. 18
This episode is brought to you by Growth Forum - sign up for 30-days free , use the code: GROW30 The more your company scales in size, the more it needs to scale in every other way too–especially stability. In this episode, Warren and Lupe are joined by Nancy Maluso who is VP, Principal Analyst at Forrester. Join them as they consider why alignment needs to be the first thing you get right, tips to structure your week for success, the other 'S word' to think about as you grow, and why delegation...
Sep 06, 2022•39 min•Ep. 17
