What I have learned about being a CRO, my experiences and what I think really matters.
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In the pursuit of Motivation (at work)
Like many leaders, I have tried everything to motivate teams to reach peak performance. I have spent hours reading, attending seminars, and speaking to my network and peers. In the end, everything comes back to one thing, work culture. Believe it or not employee motivation is driven by intrinsic values not external ones. When I…
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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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Reframing Customer Growth
One of the most important revenue levers in any business is Customer Growth. In a SaaS business it is even more important as it is the most cost effective and lowest risk revenue expansion for a company. Often, the focus on acquiring new customers is so intense that is overshadows the potential that lies within…
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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…
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Hiring a CRO
The timing of a Chief Revenue Officer (CRO) hire is a pivotal moment for any business. If you get it wrong you are wasting a lot of time, money and resources. In my experience hiring a CRO has one important subjective consideration. Are you ready to share the limelight with someone else? Once you bring…
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Growth Guardians
The Chief Revenue Officer is one of the best jobs in business today. It has a huge remit, it sits at the top table and it can create real change. Get it right and you can transform your whole company and its trajectory. However, it is a new role which has emerged within the Start…
The NOT so secret CRO 