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PODCAST

The CRO Spotlight Podcast

Are you a CRO looking for insights and ideas from your peers? Are you a Revenue Leader with aspirations to become a Chief Revenue Officer? Are you a CEO looking to appoint a CRO to scale your business? Welcome to the CRO Spotlight podcast, a weekly show featuring insights from Chief Revenue Officers, B2B Revenue Leaders, and CEOs. Hosted by Warren Zenna, Founder and CEO of The CRO Collective, the show goes deep behind the scenes with the people who have been there, done that, and have seen

business management

All Episodes

39:15

Enterprise Revenue Models and AI-Driven Efficient...

The CRO Spotlight Podcast ·

2025/03/12

In this episode of CRO Spotlight, host Warren Zenna welcomes Justin Shriber, CEO of BoostUp.ai, for a deep dive into the evolution of sales technology and enterprise revenue strategies. Justin recounts his journey from early days at Siebel to his leadership roles at Oracle and BoostUp.ai, sharing insights on how traditional models are being reimagined for today’s dynamic market.Justin explains how shifting customer expectations and new revenue models demand more than legacy CRM systems. He

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36:53

Musings on AI, Thermometers and Borrowed Structure

The CRO Spotlight Podcast ·

2025/03/05

In this episode, Warren Zenna dives deep into the often-overlooked challenges of leadership, particularly for Chief Revenue Officers (CROs). He explores the immense complexity of the role, which requires managing relationships with CEOs, cross-functional teams, boards, and other stakeholders—all while making critical decisions that impact the organization. Warren emphasizes the importance of leadership skills that go beyond operational processes, such as psychological and cultural

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47:09

AI-Enhanced Social Selling and LinkedIn Strategies...

The CRO Spotlight Podcast ·

2024/12/04

In this episode of the CRO Spotlight Podcast, host Warren Zenna is joined by LinkedIn expert Brynne Tillman to explore how AI and LinkedIn Sales Navigator are revolutionizing the sales process. Brynne shares insights into using these tools to foster trust-based conversations, create tailored outreach, and enhance relationship-building strategies for CROs and revenue-driven professionals. Together, they discuss how modern technology can accelerate first connections while maintaining the

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55:11

Unlocking the Power of the CRO-CFO Alliance with Eric...

The CRO Spotlight Podcast ·

2024/11/18

In this episode of CRO Spotlight, host Warren Zenna engages with Eric Steele, Chief Revenue Officer, and Larry Earl, Chief Financial Officer at SIB, to explore the intricate relationship between revenue operations and financial management. The discussion highlights how both roles can collaborate effectively to drive growth while maintaining financial health. Eric emphasizes the shift towards "value acceleration," where companies focus on smart growth rather than growth at all costs,

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47:40

Psychology, Social Selling, and LinkedIn Strategy...

The CRO Spotlight Podcast ·

2024/10/30

In this episode of CRO Spotlight, host Warren Zenna interviews Chelsea Olsen, founder of CLOHZ, who specializes in helping businesses enhance their sales pipelines through effective LinkedIn strategies. Chelsea shares her entrepreneurial journey, detailing how she transitioned from corporate roles to establishing her consulting business focused on sales and lead generation.The conversation emphasizes the merging of sales and marketing in today's landscape. Chelsea argues that successful

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47:23

Balancing Short-Term Gains with Long-Term Growth...

The CRO Spotlight Podcast ·

2024/09/18

In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna welcomes Dayna Williams, the Chief Experience Officer at The Myers-Briggs Company and author of The Diligence Fix. Warren and Dayna dive deep into the challenges of the modern CRO role, exploring how the relentless pursuit of top-line revenue often undermines long-term success. Dayna shares her unique approach to navigating the complexities of the CRO role, emphasizing the importance of simplification and alignment

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44:56

Navigating PLG and the Evolution of the CRO Role with...

The CRO Spotlight Podcast ·

2024/09/11

In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna engages in a candid conversation with Kristen Habacht, the Chief Revenue Officer at Typeform. Kristen shares her unconventional journey into the CRO role, starting from an office manager position to leading revenue teams in top tech companies. She discusses the evolving nature of the CRO position, highlighting how her path was shaped by a desire to have a seat at the executive table and to lead organizations with a

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59:48

Enterprise CRO Insights and Strategic Career Growth...

The CRO Spotlight Podcast ·

2024/09/04

In this insightful episode of the CRO Spotlight Podcast, host Warren Zenna sits down with James Roth, Chief Revenue Officer of ZoomInfo, to explore the critical elements that shape a successful CRO career. James delves into the importance of "knowledge stickiness," explaining how the ability to absorb and retain valuable insights from various roles and experiences is more important than simply having a diverse resume. He shares his journey from a sales leader to a CRO, emphasizing the value

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55:19

Should we get rid of the "CRO" title? with Jonathan...

The CRO Spotlight Podcast ·

2024/08/28

In this thought-provoking episode of the CRO Spotlight Podcast, host Warren Zenna sits down with Jonathan Spier, CEO of Rev AI, to challenge the conventional wisdom surrounding the Chief Revenue Officer (CRO) title. Sparked by a viral LinkedIn post from Jonathan, this conversation dives deep into why he believes the CRO title is not just flawed but potentially detrimental to businesses. Jonathan argues that expecting a single person to effectively manage sales, customer success, and

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42:06

Hustle, Cancellation, and Personal Branding with...

The CRO Spotlight Podcast ·

2024/08/21

In this episode of the CRO Spotlight podcast, we sit down with Alexa Curtis, a dynamic entrepreneur who navigated the path from a teenage blogger to a media powerhouse. Alexa shares her journey of breaking into the industry with her fearless attitude, from pitching TV segments at a young age to landing a deal with Disney. She recounts her innovative approach to content creation, emphasizing the importance of seizing opportunities and taking bold risks to achieve success. Alexa's story is a

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54:34

What it Takes To Successfully Deploy a CRO with...

The CRO Spotlight Podcast ·

2024/08/14

In this episode of the CRO Spotlight podcast, host Warren Zenna is joined by Philip Lacor, Chief Revenue Officer of Airbase, to discuss the intricate role of a CRO in fostering company growth and alignment. Philip, with his extensive background in engineering, finance, and sales, shares insights on how his diverse experience has equipped him to effectively lead cross-functional teams. He emphasizes the importance of understanding customer pain points and aligning sales, marketing, and

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43:17

Empowering Revenue Teams and Leveraging AI with Hang...

The CRO Spotlight Podcast ·

2024/08/07

In this episode of the CRO Spotlight Podcast, host Warren Zenna welcomes Hang Black, a seasoned revenue enablement expert, to discuss the transformative role of revenue enablement in modern businesses. Hang shares her inspiring journey from being a Vietnamese immigrant to becoming a leader in the field of revenue enablement. She emphasizes the importance of empowering and inspiring revenue teams to foster creativity and innovation. By sharing her personal and professional experiences, Hang

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47:29

Leadership, Motivating Your Team, and Improving Sales...

The CRO Spotlight Podcast ·

2024/08/01

In this engaging episode of the CRO Spotlight podcast, host Warren Zenna sits down with Peri Shawn, CEO of the Coaching and Sales Institute. The conversation delves into the transformative power of sales training and effective coaching techniques, exploring how Peri's unique methodology enhances sales effectiveness and overall human performance. Through real-life examples and compelling anecdotes, Peri shares her journey from high school teacher to a leading expert in sales coaching,

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42:06

Reality of the CRO Role and the Importance of CRO...

The CRO Spotlight Podcast ·

2024/07/10

In this episode of CRO Spotlight, host Warren Zenna, CEO of the CRO Collective, sits down with Daniel Frailey, a dynamic leader who has navigated an unconventional path to success. Starting with an early exposure to the business world through his family's sales company, Daniel initially set his sights on a career in medicine. However, he soon discovered his true passion lay in the realm of sales and business development, leading him to pivot towards a business-focused career.Daniel shares

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42:06

Traits of a Successful CRO and How Companies Should...

The CRO Spotlight Podcast ·

2024/07/04

In this episode of CRO Spotlight, Warren Zenna engages in a candid conversation with Mark Walker, a seasoned Chief Revenue Officer with a wealth of experience in scaling businesses from zero to multimillion-dollar revenues. The discussion centers around the pivotal role of a Chief Revenue Officer (CRO) and the critical considerations companies must weigh before appointing one. Mark shares his perspective on the readiness of organizations for a CRO, emphasizing the essential groundwork

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51:14

How Great Leadership Impacts Revenue Processes and...

The CRO Spotlight Podcast ·

2024/06/26

In this episode of the CRO Spotlight podcast, host Warren Zenna sits down with Roee Hartuv, a senior consultant at Winning by Design, to delve into the complexities of revenue leadership. Warren and Roee explore the critical balance between process-driven strategies and the essential leadership qualities needed to drive successful revenue operations. Through an engaging and insightful conversation, they discuss how recurring revenue models require more than just systems and processes—they

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37:50

"Data VS Artistry" and "How To Unf**k Your Startup"...

The CRO Spotlight Podcast ·

2024/06/19

In this episode, Warren welcomes Dan Hurwitz, an experienced revenue leader and the mind behind the podcast "How to Unf**k Your Startup." Warren and Dan delve into the intricacies of revenue leadership, sharing insights from their own journeys and exploring the critical role of intuition alongside data in driving business growth.Dan shares his wealth of experience from over two decades in the industry, recounting his ventures in media and startup leadership. He discusses the common

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36:03

A Recruiters Perspective on the Current CRO Market...

The CRO Spotlight Podcast ·

2024/06/11

In this episode, Warren sits down with Mike Campagna, an executive recruiter specializing in sales leadership roles within enterprise SaaS and B2B markets. With over a decade of experience, Mike shares his unique perspective on the intricacies of hiring for the CRO role. He discusses the importance of understanding the specific needs of a company based on its stage of growth and the critical differences between a true CRO and a head of sales.For founders and executives looking to appoint a

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50:11

The CRO Role in Modern SaaS: Navigating Shifts in...

The CRO Spotlight Podcast ·

2024/06/06

In this episode of The CRO Spotlight Podcast, Warren Zenna engages in a candid conversation with a seasoned expert in the revenue space - Frank Nardi, who is the CRO at Cin7.As they navigate through topics like the "Golden Age of SaaS" and the era of "profitable efficient growth," they explore how the role of the CRO has been shaped by changing market dynamics.Together they analyze the impact of the "grow at all costs" mentality prevalent in many SaaS businesses, highlighting the need for a

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48:05

The CRO Role in Modern SaaS: Navigating Shifts in...

The CRO Spotlight Podcast ·

2024/05/28

In this episode of The CRO Spotlight Podcast, Warren Zenna engages in a candid conversation with a seasoned expert in the revenue space - Frank Nardi, who is the CRO at Cin7.As they navigate through topics like the "Golden Age of SaaS" and the era of "profitable efficient growth," they explore how the role of the CRO has been shaped by changing market dynamics.Together they analyze the impact of the "grow at all costs" mentality prevalent in many SaaS businesses, highlighting the need for a

en

86 results

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