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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

45:19

Striking the Balance Between Happy Investors and...

The CRO Spotlight Podcast ·

2024/05/22

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

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45:52

Revenue Operations, CROs and Treating Customers like...

The CRO Spotlight Podcast ·

2024/04/22

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

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62:11

How CROs can use Negotiation Skills to Build Aligned...

The CRO Spotlight Podcast ·

2024/03/28

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,

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42:08

Brand Safety, AdTech and the death of the...

The CRO Spotlight Podcast ·

2024/03/17

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

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39:29

RevTech and Silos - How to Manage the...

The CRO Spotlight Podcast ·

2024/03/10

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

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39:17

Parallels in Misalignment in Business and Education...

The CRO Spotlight Podcast ·

2024/03/03

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

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59:22

Musings on the Value of Change, Technology and...

The CRO Spotlight Podcast ·

2024/02/06

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

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51:58

The Power of establishing thought Leadership with...

The CRO Spotlight Podcast ·

2024/01/22

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

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50:37

Who Owns Go-To-Market? CMO or CRO? With Anastasia...

The CRO Spotlight Podcast ·

2024/01/11

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

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46:07

The Evolution of OKRs: How to Inspire your teams to...

The CRO Spotlight Podcast ·

2024/01/01

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

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53:01

Why Chief Revenue Officers are the most critical role...

The CRO Spotlight Podcast ·

2023/12/17

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

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40:45

Building a Marketplace of Expertise for a World of...

The CRO Spotlight Podcast ·

2023/12/08

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

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56:03

The Role of Chief Revenue Officer and how to resist...

The CRO Spotlight Podcast ·

2023/11/22

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

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52:02

From Oil Changes to Global Revenue Enablement...

The CRO Spotlight Podcast ·

2023/11/10

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

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46:53

Death of the salesman? - Two old salts reminisce on...

The CRO Spotlight Podcast ·

2023/10/24

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

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51:58

Value Selling Methodology: Empowering Customer-Facing...

The CRO Spotlight Podcast ·

2023/09/25

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

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42:55

Sales Leadership: Understanding the Shift from Head...

The CRO Spotlight Podcast ·

2023/09/16

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

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58:07

Do CRO Robots Dream of Sales Funnels? How AI will...

The CRO Spotlight Podcast ·

2023/07/07

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 ForumGrowth Forum is a place to Connect, Learn and Grow. Join NowThe 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/

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47:38

Using Leverage to Activate Revenue Function...

The CRO Spotlight Podcast ·

2023/07/06

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 ForumGrowth Forum is a place to Connect, Learn and Grow. Join NowThe 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/

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51:15

Do Customer-Centric RevOps Leaders Make Better CROs?

The CRO Spotlight Podcast ·

2023/04/17

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=20This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow. Join NowThe program is usually valued at

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