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, ensuring...

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...

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 in...

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...

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...

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 marketing...

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...

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 product...

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...

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,...

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 needed...

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...

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...

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...

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...

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...

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...

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...

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...

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,...

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...

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...

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...

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...