Read more about the article Why Your CRO Playbook Is Already Obsolete

Why Your CRO Playbook Is Already Obsolete

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Episode #268: Dean Hickman-Smith, Chief Revenue Officer at Testlio, explains why traditional CRO planning models are becoming outdated in faster technology markets. He describes how revenue leaders must shorten planning cycles and strengthen feedback loops among sales, product, and marketing. Dean shows that modern revenue leadership requires constant learning, customer alignment, and faster decision-making to keep up with rapidly changing buyer expectations.

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Read more about the article The Predictable Pipeline Playbook: Moving Beyond Funnel Thinking

The Predictable Pipeline Playbook: Moving Beyond Funnel Thinking

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Episode #267: Maryna Stavnycha, Former Chief Marketing Officer at SupportYourApp, explains why a predictable pipeline comes from learning systems, not fragmented funnel activity. She shows how teams can replace guesswork with repeatable loops, sharper ICP decisions, and clearer downstream metrics. She also makes the case that marketing must own business impact, not just output. Her perspective reframes marketing as the function that aligns teams, captures customer reality, and earns trust.

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Read more about the article The Case Against Playing It Safe in Revenue Leadership

The Case Against Playing It Safe in Revenue Leadership

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Episode #466: Victor Padee, Chief Revenue Officer at Aevi, explains why revenue leaders must stay adaptive while keeping a clear long-term direction for their teams. He outlines how customer truth, ICP focus, and consistent experimentation help teams avoid distraction and improve outcomes over time. He also shares how demand creation, authentic thought leadership, and trust-building can shift deal momentum within enterprise buying groups and drive inbound interest from major brands.

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Read more about the article Replacing Sales Quotas With KPI-Driven Collaboration

Replacing Sales Quotas With KPI-Driven Collaboration

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Episode #265: Tetiana Gorbunova, Chief Sales Officer at Jooble, explains why quota-driven bonuses can sabotage ABM by pushing sellers to chase late-stage deals and pressure prospects. She shares how her team removed the bonus system and replaced it with KPIs, development plans, and structured performance reviews. She explains how this shift reduced desperate outreach, improved nurturing, and increased knowledge sharing across the team. She also describes why the result was stronger revenue, better team morale, and faster skill growth.

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Read more about the article What Changed? Why Winning New Customers Feels Harder Than Ever

What Changed? Why Winning New Customers Feels Harder Than Ever

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Episode #264: Tetiana Gorbunova, Chief Sales Officer at Jooble, introduces her sales leadership journey across multiple roles and transformations. She shares how leading more than 40 sales professionals requires focus, structure, and a clear team direction. She explains what it takes to operate across six countries while staying consistent in execution. She sets up the episode focus on what is changing in B2B sales and how leaders should respond.

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Read more about the article CROs: When Opportunity Becomes the Enemy of Scale

CROs: When Opportunity Becomes the Enemy of Scale

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Episode #263: Mark Greenaway, former Chief Revenue Officer at Crownpeak, explains why opportunity itself can become the biggest barrier to scaling revenue. He shares how spreading go-to-market teams too thin weakens execution, increases customer acquisition costs, and reduces long-term growth potential. Mark discusses how disciplined focus, cross-team alignment, and early trust-building enable CROs to scale efficiently while protecting customer retention and profitability.

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Read more about the article The 2025 Challenge Report: How Alignment Fuels Every Growth Strategy

The 2025 Challenge Report: How Alignment Fuels Every Growth Strategy

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Episode #260: Maureen Power Sweeny, Chief Revenue Officer at RapidScale, breaks down why alignment is the foundation of sustainable growth in today’s market. She explains how trust, internal coordination, and a deep understanding of the customer must work together to drive consistent outcomes. She also highlights why misalignment across teams erodes credibility and decision-making and how aligned execution turns strategy into a long-term growth advantage.

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