Category: business
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Do you really know what your customer is trying to do?
In the landscape of B2B technology sales, every offering aims to resolve a distinct client problem. However, the disparity between understanding the solution and genuinely enhancing a client’s business is monumental. Whilst it can be argued that some of the best new business sales people innately understand this, it is rarely the case that this…
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Is your Pipeline worth having?
A cornerstone of the CRO (Chief Revenue Officer) role is making sales. At the heart of this lies your ability to understand the value of your pipeline so that you can manage sales and forecast to your business and colleagues. Knowing which deals are going to happen and how to move deals forward is one…
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The CRO has landed
Congratulations, you are a CRO, you have about 18 months (average tenure for a CRO) to make your impact. You have one of the most prestigious ejector seats in modern business, get it right and you are a legend, get it wrong and your expensive head is the first to roll. Some people might call…
The NOT so secret CRO 