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Do CRO Robots Dream of Sales Funnels? How AI will change the life of CROs forever with Heidi Messer
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.
Using Leverage to Activate Revenue Function Alignment, w/ Kevin “KD” Dorsey
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.
Do Customer-Centric RevOps Leaders Make Better CROs?
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.
The Rise of RevOps and The Data Driven CRO
In this episode of the CRO Spotlight Podcast, we are joined by Rosalyn Santa Elena, Founder, and CEO of The RevOps Collective.
Understanding the Revenue Function as a CRO with Steven Schmidt
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.
The Evolution of Prospecting with Mike Schumann
How do you prospect in a declining market?
What's Different About Selling A Service, With Greg Lewis
What's fundamentally different about selling a service vs selling a product?
An Alternative To Hopes and Dreams, With Eddie Reynolds
It's time to talk about some likely neglected parts of your revenue engine, and how they help you turn dreams into reality.
Fundamental Insights on Succeeding as a CRO, With Scott Stouffer
In this episode, Warren and Lupe are joined by Scott Stouffer, CEO and Founder at scaleMatters.
Knowing Your Numbers, With Ray Rike
Metrics are essential to measure, manage, and predict performance in revenue.
Stumble-Proof Your First CRO Role, With Stephanie Valenti
Regardless of your department, stepping up and out of it into the C-Suite puts you in a lot of new territory.
The Strategies You Need to Scale, With Nancy Maluso
The more your company scales in size, the more it needs to scale in every other way too–especially stability.
Making CRO Without Sales Experience, With Serkan Honeine
Although it's hotly debated, sales leadership seems to be emerging as a staple position in the career path to CRO.
Opportunities and Threats To The Marketing Function, With Tim Hines
Marketers today have more power in revenue than ever before, with their wealth of data key to identifying how buyers behave.
CROs Can't Afford to Have an Ego, With Todd Heger
In a role as complex as the CRO, it's impossible to have expertise in every area.
Leading Change as a CRO, With John Smibert
In a sales career spanning 5 decades you see a lot change, and a lot stay the same.
What to Expect In The Chief Revenue Officer Role, with Avi Zimak
Sometimes our goals coming true result in unexpected outcomes, and the CRO role is no different.
MOVE Revenue With the Right Go To Market Framework, With Sangram Varje
In under an hour, you're going to feel like you've had the best GTM mentoring session of your revenue career.
Maximizing Time Across Your Pipeline, With Jamie Shanks
In the noise of the digital landscape, the primary challenge has become sifting out the highest impact opportunities and threats.
Scaling to $100m+ from a CRO's Perspective, With Zorian Rotenberg
Being CRO of a company scaling to $100m is no mean feat.
It's Time To Pivot Your Revenue Model, With Nelson Gilliat
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.
Humanizing Your Revenue Strategy, With Steve Travaglini
The positive impact of valued employees extends far beyond lower turnover.
Charting the Course of Your Revenue Career, With Monique Pintarelli
Careers today typically to spring from one platform to the next in quick succession.
Revenue Growth and Values Are Intrinsically Linked, With Susan Sobbott
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?
Pursuing Revenue and Happiness, With Oscar Muñoz
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.
The Hyper-Growth CRO, With Dave Norton
Join Warren and Lupe in welcoming their guest for this episode, Dave Norton.
The Modern Revenue Model, With Luigi Prestinenzi
The ideal career path for a Chief Revenue Officer is still hotly debated.
Shift Your Mindset to Ensure Sales Success
Many sales reps feel like they're carrying the weight of the world on their shoulders.
The Rev Ops Road to Success
What makes a successful sales rep?
How to Handle Transitions
What would happen if you made a career change and it turned out to be a mistake?
Did You Hear the One About Using Humor in Sales?
What’s the secret to being taken seriously?
The Misinformation Around Real Cold Calls
Cold calling doesn’t have a great reputation, but you shouldn’t let that stop you from using this powerful outreach channel.
Unlocking the Power of Your Sales Community
How can you expand your network, stay up-to-date with the latest sales trends, and get tactical coaching?
Going for VITO's Big Noes
No! This two-letter word sends shivers down every sales rep's spine.
Your Social Profile Is Not About You
Your social profile is the first piece of content your customers will see about you.
The Benefits to Asking More Questions
Even though asking questions is integral to any role in sales, many salespeople are reluctant to ask them at all.
Selling in the Age of Infobesity
We are all exposed to 10,000 messages every single day.
The Importance of Brand
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.
Working Smarter With Bulletproof Selling
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.
How to Sell Different
Telling your sales team what not to do is not the way to teach them how to do a better job.
How to Avoid Burning Your Bridges
What is a sure-fire way to maintain success as you transition from one company to another?
You Are the U in USP
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.
The Misinformation Around Real Cold Calls - Part 2
There’s a lot of negativity around cold-calling, even though it’s one of the most powerful tools at your fingertips.
The Misinformation Around Real Cold Calls - Part 1
Cold-calling doesn’t have a great reputation, but you shouldn’t let that stop you from using this powerful outreach channel.
Lessons Learned from Insight-Led Selling
If you aren’t hitting your quota, maybe you aren’t speaking your buyer’s language.
Building a Productive Sales Development Framework
No matter your role in sales, you are not going to succeed without a strong sales development framework.
Driving Growth with Sales Metrics
The really elite sellers pay close attention to their numbers. Do you?
How to Leverage Your Tech Stack Without Abusing It
Technology is cool as it innovates how we approach our job and can make it much easier.
12 Difficult Questions About Lost Sales
Are you losing your sales, missing your numbers, or failing to achieve what you planned?
Read the Room
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?
Interview with a CRO
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.
Bring Your Message to Life Using Innovative Video
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.
Reflections from the OutBound Conference
Did you attend the OutBound Conference this year?
Develop and Improve Your Leadership Skills
By adopting skills demonstrated by visible leaders, you’ll be able to achieve the outcomes you want.
How to Reach Prospects and Drive Sales Outcomes
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?
Leveraging the Power of LinkedIn for Sales Success
Are you a LinkedIn connection hoarder?
Mastering Sales Communication
Marketing and sales aren’t on different sides of the spectrum – they’re two sides of the same coin.
Driving Sales Without Generating Leads
If you already know who your target companies and decision-makers are, why waste all that energy trying to generate leads?
The Ins and Outs of Sales Differentiation
Understanding the aspects of sales differentiation can easily help you close many more deals.
Build Your Pipeline and Sell Like a CEO
Have you ever found yourself so caught up with working your deals that you end up ignoring the growth of your sales pipeline?
Improve Your Skills with Sales Improv
Do you have a problem being authentic with your prospects?
The Power of Sales Messaging
One of the most common reasons why sales reps fail to succeed is due to the way they approach their prospects.
Winning More Sales Through Ethical Negotiation
Wouldn't it be great if your prospects trusted you from the moment they met you?
How to Improve After Failure
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?
How to Ask the Right Questions
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?
Manners Maketh the Sale
Do you know what the easiest way to let your sales opportunities slip through the cracks is?
Win More Deals Through Story-Listening
Don't you hate it when someone interrupts your story and cuts you off?
Making Outbound Work For You
New to ABM? Good. Get ready to sit in the passenger seat and let your buyer take the wheel.
Building Your Personal Brand
Some say that hard work, determination, and commitment are the most important attributes to achieve success in sales, but what about your personal brand?
Introducing The 0 To 5 Million Podcast
Have you ever wanted to become a full-time entrepreneur?
Sales Traps To Avoid
How do you differentiate yourself without projecting your own biases upon your buyer?
Handoff Leads Withouth Dropping The Baton
What's a single sure-fire way to increase your odds of closing a sale? Nailing your buyer’s experience, obviously.
Future Gains from Past Lessons
Do you need street smarts for sales and what’s the best way to pick up new tricks?
Crafting Better Emails
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.
Be the Domino
Do you have a mentor to help guide you through your sales career?
Do You Word Vomit?
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?
Mastering the Follow-Up
Most sales professionals have a negative perception of follow-up, sadly throwing away the opportunity to stand out and connect with their prospects.
No Pain, No Gain
Are you sure that you’re properly diagnosing your prospect’s pain points?
What's in It for Them?
If you want to be better in sales you have to fully understand how customers buy.
The Seven Deadly Sins of Outbound Sales
If you are new to outbound sales, you may be making some common mistakes that can be shockingly detrimental to your numbers.
Starting Over in Sales
What do you do when life throws you a curveball and you need to start over?
Put Yourself Out There
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.
The Five Golden Rules of Negotiating
John F. Kennedy is often quoted as saying, “Let us never negotiate out of fear. But let us never fear to negotiate”.
Don’t Disregard Discovery Calls
Discovery calls have been called revenue defining moments.
Sharpening Your Communications Skillset
Your messaging should change as you move through the funnel, but are you mindful of when and how it should change?
Interview with a CRO - 100th Episode Special
It’s our 100th episode of this podcast! Can you believe it?!
You Don’t Have To Discount
Many SDRs offer discounts during the contract negotiation stage, however, that’s often not necessary.
Best Practices for Converting Inbound Leads
What Forrest Gump said about chocolates can also be applied to inbound leads – you never know what you’re going to get.
It’s Time to Try Something New
The world continues to change and redefine the sales profession as we know it.
Closing More Deals Through Building Relationships
Many purchases are made based on the relationships the buyer has with the seller.
The Benefits of Using Agencies for Hire
The road to success can be an arduous struggle; however, it can be a lot more manageable when you have some help.
The Unique Human Proposition
You can sell so much more when you connect to your clients on a human level.
The Importance of Personal Branding
Having a polished personal brand can often mean the difference between success and failure.
You Need An Emotional Plan
The topic of emotion in the sales process is critical, no matter who you are or what your mindset is.
Asking is a Super Power
When engaging with new prospects, knowing how to ask the right questions can be the difference between success and failure.
Fall in Love with the Problem
There are million and one ways to overcome obstacles, but have you ever tried falling in love with the problem?
Be Your Own Walking Billboard
There is a proven way to increase your exposure and grow your clientele – promote your brand.
Closing the Deal
How are you at closing your deals?