Warren Zenna

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.

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.

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.

In this episode of the CRO Spotlight Podcast, we are joined by Rosalyn Santa Elena, Founder, and CEO of The RevOps Collective.

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.

How do you prospect in a declining market?

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What's fundamentally different about selling a service vs selling a product?

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 Scott Stouffer, CEO and Founder at scaleMatters.

Metrics are essential to measure, manage, and predict performance in revenue.

Regardless of your department, stepping up and out of it into the C-Suite puts you in a lot of new territory.

The more your company scales in size, the more it needs to scale in every other way too–especially stability.

Although it's hotly debated, sales leadership seems to be emerging as a staple position in the career path to CRO.

Marketers today have more power in revenue than ever before, with their wealth of data key to identifying how buyers behave.

In a role as complex as the CRO, it's impossible to have expertise in every area.

In a sales career spanning 5 decades you see a lot change, and a lot stay the same.

Sometimes our goals coming true result in unexpected outcomes, and the CRO role is no different.

In under an hour, you're going to feel like you've had the best GTM mentoring session of your revenue career.

In the noise of the digital landscape, the primary challenge has become sifting out the highest impact opportunities and threats.

Being CRO of a company scaling to $100m is no mean feat.

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.

The positive impact of valued employees extends far beyond lower turnover.

Careers today typically to spring from one platform to the next in quick succession.

In the growth-at-all-costs market today it can seem idealistic to want values at the forefront, but what if we can have both?

An expert in payments with over 30 years experience, President of Worldwide Payment Services Oscar Muñoz, has witnessed boundless change in how businesses pursue (and receive) their revenue.

Join Warren and Lupe in welcoming their guest for this episode, Dave Norton.

The ideal career path for a Chief Revenue Officer is still hotly debated.

Many sales reps feel like they're carrying the weight of the world on their shoulders.

What makes a successful sales rep?

What would happen if you made a career change and it turned out to be a mistake?

What’s the secret to being taken seriously?

Cold calling doesn’t have a great reputation, but you shouldn’t let that stop you from using this powerful outreach channel.

How can you expand your network, stay up-to-date with the latest sales trends, and get tactical coaching?

No! This two-letter word sends shivers down every sales rep's spine.

Your social profile is the first piece of content your customers will see about you.

Even though asking questions is integral to any role in sales, many salespeople are reluctant to ask them at all.

We are all exposed to 10,000 messages every single day.

The modern sales landscape can be like a battlefield, which is why you need a bulletproof selling strategy to hit and exceed your sales goals.

The modern sales landscape can be like a battlefield, which is why you need a bulletproof selling strategy to hit and exceed your sales goals.

Telling your sales team what not to do is not the way to teach them how to do a better job.

What is a sure-fire way to maintain success as you transition from one company to another?

Earning your stripes in sales is a tough process. It's not uncommon to feel out of place during your first year as a sales rep.

There’s a lot of negativity around cold-calling, even though it’s one of the most powerful tools at your fingertips.

Cold-calling doesn’t have a great reputation, but you shouldn’t let that stop you from using this powerful outreach channel.

If you aren’t hitting your quota, maybe you aren’t speaking your buyer’s language.

No matter your role in sales, you are not going to succeed without a strong sales development framework.

The really elite sellers pay close attention to their numbers. Do you?

Technology is cool as it innovates how we approach our job and can make it much easier.

Are you losing your sales, missing your numbers, or failing to achieve what you planned?

Do you have the guts to ask tough questions and get tough answers or do you prefer the comfort of hearing what you want to hear through happy ears?

As we move closer to our 150th Episode, we thought it would be fun to re-visit our 100th Episode Special, where we turned the tables and for the first time ever, Darryl was the guest.

Despite all the experience and tech, people are still sending out poorly written, bland, impersonal emails that give the discipline of email marketing a bad name.

Did you attend the OutBound Conference this year?

By adopting skills demonstrated by visible leaders, you’ll be able to achieve the outcomes you want.

What do you do to pre-book a lot of meetings before the show, make a splash during it, and turn these new connections into deals?

Are you a LinkedIn connection hoarder?

Marketing and sales aren’t on different sides of the spectrum – they’re two sides of the same coin.

If you already know who your target companies and decision-makers are, why waste all that energy trying to generate leads?

Understanding the aspects of sales differentiation can easily help you close many more deals.

Have you ever found yourself so caught up with working your deals that you end up ignoring the growth of your sales pipeline?

Do you have a problem being authentic with your prospects?

One of the most common reasons why sales reps fail to succeed is due to the way they approach their prospects.

Wouldn't it be great if your prospects trusted you from the moment they met you?

We've all been there. We’ve all had to deal with setbacks, failure, and disappointments, but is there a way to prepare for them?

Asking leading questions is a great way to get to know your prospects, but do you know how to build the right framework around those questions?

Do you know what the easiest way to let your sales opportunities slip through the cracks is?

Don't you hate it when someone interrupts your story and cuts you off?

New to ABM? Good. Get ready to sit in the passenger seat and let your buyer take the wheel.

Some say that hard work, determination, and commitment are the most important attributes to achieve success in sales, but what about your personal brand?

Have you ever wanted to become a full-time entrepreneur?

How do you differentiate yourself without projecting your own biases upon your buyer?

What's a single sure-fire way to increase your odds of closing a sale? Nailing your buyer’s experience, obviously.

Do you need street smarts for sales and what’s the best way to pick up new tricks?

Crafting intriguing subject lines that will make your recipients think to themselves, "Finally, an email that I wanna read," is the holy grail of cold emailing.

Do you have a mentor to help guide you through your sales career?

When you have a new prospect, do you calmly engage with them, or do you let emotion take the lead and deluge them with an onslaught of information?

Most sales professionals have a negative perception of follow-up, sadly throwing away the opportunity to stand out and connect with their prospects.

Are you sure that you’re properly diagnosing your prospect’s pain points?

If you want to be better in sales you have to fully understand how customers buy.

If you are new to outbound sales, you may be making some common mistakes that can be shockingly detrimental to your numbers.

What do you do when life throws you a curveball and you need to start over?

We are deep into the biggest remote work revolution of our lifetime, and if you want to stand out from your competitors you need to start creating content right now.

Do you get overwhelmed or struggle with anxiety when it comes to hitting your quota? I’m pretty sure we all do.

John F. Kennedy is often quoted as saying, “Let us never negotiate out of fear. But let us never fear to negotiate”.

Discovery calls have been called revenue defining moments.

Your messaging should change as you move through the funnel, but are you mindful of when and how it should change?

It’s our 100th episode of this podcast! Can you believe it?!

Many SDRs offer discounts during the contract negotiation stage, however, that’s often not necessary.

What Forrest Gump said about chocolates can also be applied to inbound leads – you never know what you’re going to get.

The world continues to change and redefine the sales profession as we know it.

Many purchases are made based on the relationships the buyer has with the seller.

The road to success can be an arduous struggle; however, it can be a lot more manageable when you have some help.

You can sell so much more when you connect to your clients on a human level.

Having a polished personal brand can often mean the difference between success and failure.

The topic of emotion in the sales process is critical, no matter who you are or what your mindset is.

When engaging with new prospects, knowing how to ask the right questions can be the difference between success and failure.

There are million and one ways to overcome obstacles, but have you ever tried falling in love with the problem?

There is a proven way to increase your exposure and grow your clientele – promote your brand.

How are you at closing your deals?