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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

44:31

The Rise of RevOps and The Data Driven CRO

The CRO Spotlight Podcast ·

2023/04/16

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 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

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45:18

Understanding the Revenue Function as a CRO with...

The CRO Spotlight Podcast ·

2023/04/05

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

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48:04

The Evolution of Prospecting with Mike Schumann

The CRO Spotlight Podcast ·

2023/03/07

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

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54:04

How Publishers manage revenue in an automated world,...

The CRO Spotlight Podcast ·

2022/12/09

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

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44:18

What's Different About Selling A Service, With Greg...

The CRO Spotlight Podcast ·

2022/10/18

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30What'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

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49:23

An Alternative To Hopes and Dreams, With Eddie Reynolds

The CRO Spotlight Podcast ·

2022/10/11

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30It'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,

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48:47

Fundamental Insights on Succeeding as a CRO, With...

The CRO Spotlight Podcast ·

2022/10/04

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30CRO 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

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48:48

Knowing Your Numbers, With Ray Rike

The CRO Spotlight Podcast ·

2022/09/27

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Metrics 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

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46:00

Stumble-Proof Your First CRO Role, With Stephanie...

The CRO Spotlight Podcast ·

2022/09/13

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Regardless 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

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39:09

The Strategies You Need to Scale, With Nancy Maluso

The CRO Spotlight Podcast ·

2022/09/06

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30The 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

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43:37

Making CRO Without Sales Experience, With Serkan Honeine

The CRO Spotlight Podcast ·

2022/08/02

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Although 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

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47:21

Opportunities and Threats To The Marketing Function,...

The CRO Spotlight Podcast ·

2022/07/26

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Marketers 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,

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44:07

CROs Can't Afford to Have an Ego, With Todd Heger

The CRO Spotlight Podcast ·

2022/07/19

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30In 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,

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33:40

Succeed with Relationships in Revenue, With Christina...

The CRO Spotlight Podcast ·

2022/07/12

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30You 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

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34:59

Leading Change as a CRO, With John Smibert

The CRO Spotlight Podcast ·

2022/07/05

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30In 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,

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49:41

What to Expect In The Chief Revenue Officer Role,...

The CRO Spotlight Podcast ·

2022/06/28

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Sometimes 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

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47:07

MOVE Revenue With the Right Go To Market Framework,...

The CRO Spotlight Podcast ·

2022/06/14

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30In 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

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29:08

Maximizing Time Across Your Pipeline, With Jamie Shanks

The CRO Spotlight Podcast ·

2022/06/07

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30In 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

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39:25

Scaling to $100m+ from a CRO's Perspective, With...

The CRO Spotlight Podcast ·

2022/05/31

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Being 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

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52:59

It's Time To Pivot Your Revenue Model, With Nelson...

The CRO Spotlight Podcast ·

2022/05/24

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30The 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

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