Welcome back to another episode of the CRO Spotlight Show, where we dive deep into the world of sales and revenue optimization. In today's episode, we have the pleasure of speaking with Carlos Nouche and Lisa Schnare, industry experts in value selling methodology. Join us as we unpack the power of asking compelling questions, uncovering buyer motivation, and shifting the conversation from constant pitching to understanding customer needs. We'll explore how this cross-functional approach helps organizations approach sales from a buyer's perspective and avoid the common pitfalls of traditional selling. From the importance of executive alignment workshops to navigating legal processes, we'll uncover valuable insights for sales professionals and CROs alike. So grab your notepads and get ready to level up your sales game in this enlightening conversation with Carlos Nouche and Lisa Schnare.
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00:06:10] Framework to help CROs think differently, impact business.
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00:10:13] Using 7 words: Value prompter collects customer information for marketing.
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00:14:14] Complex sales require extensive stakeholder interactions.
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00:15:39] Why did you join this conversation?
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00:18:36] Engagement crucial for growth and customer retention.
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00:24:18] Assumed SDR onboarding, essential for company success.
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00:25:05] When do organizations make sense, or not?
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00:29:30] Sophisticated organizations understand the need for SDRs.
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00:31:19] Easy access to information creates inexperienced salespeople.
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00:35:52] Greeting and assistance are important in stores.
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00:40:05] Usually either reports to CRO or CMO.
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00:41:45] CMOs promoted faster, creating issues with hiring CROs.
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00:46:17] CRO ensures efficient revenue across functions, mitigating silos.
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00:51:05] Unique conversationalist, highly experienced in analytics.
What is CRO Spotlight?
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Are you a CRO looking for insights and ideas from your peers? Are you a Revenue Leader with aspirations to become a Chief Revenue Officer? Are you a CEO looking to appoint a CRO to scale your business?
Welcome to the CRO Spotlight podcast, a weekly show featuring insights from Chief Revenue Officers, B2B Revenue Leaders and CEOs. Hosted by Warren Zenna, Founder and CEO of The CRO Collective, the show goes deep behind the scenes with the people who have been there, done that and have seen the results. The CRO Spotlight Podcast is an open, free-form conversation that digs into real issues that Revenue Leaders and CROs grapple with everyday.