The CRO Spotlight Podcast

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...

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:...

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 ac...

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...

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. ...

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 rol...

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 fo...

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: 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,...

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. The...

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...

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...

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 Stephan...

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...

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 q...

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 bala...

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 pow...

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, effe...

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, th...

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...

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 y...

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...

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 Reve...

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...

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 p...