Happy National Drinking with Chickens Day! We’re not sure what it means either, but it’s provocative… 🍻 🐔

In today’s Follow Up:

• WTF is a CRO?🧑‍💼

• Sales in the news 🗞️

• Sales weapons of the week 🔫

• Cool jobs at cool companies 💰

Sales Fact of The Day

What is… a CRO?

CRO sorta sounds like an insurance policy, or maybe a new Acura sports car model.

But, CRO actually stands for Chief Revenue Officer.

A CRO’s job sounds simple. Get more revenue.

However, a CRO doesn’t sit on the phone all day calling new customers and pressing confirm on million-dollar FB ad campaigns.

So, what does a CRO actually do?

The CRO sits across sales, marketing, and customer ops to manage and grow the company’s revenue. They unite the full customer process from sales outreach and marketing to customer experience and retention.

At startups, CROs are mainly focused on gaining traction whereas larger company CROs are finding new ways to maximize efficiency, lower marketing spend, and increase retention.

They’re like the offensive coordinator of the business world.

While the head coach (CEO) is in charge of the entire team (company), the CRO calls the plays to bring home the revenue. 🏉 = 💰

A CRO is similar to a VP of Sales, but they have different responsibilities:

While many CROs start in Sales, others start their careers in Marketing, Customer Ops, and even Data.

Since CROs are responsible for a lot of different functions, they have to be skilled in multiple areas.

Here are a few traits top CROs possess:

• Vision. CROs need a clear vision of a company’s future revenue sources and levers for growth. Without a clear vision, creating a great strategy will be hard.

• Data. Some CROs come from a data or engineering background because they need to understand company data and act on it so to allocate capital properly.

• Leadership. CROs need experience growing teams and cultivating culture. They can’t just be an amazing salesperson and they can’t just be an amazing marketer or data nerd. They need to be a leader.

And it’s a good time to get familiar with this role…

Because according to LinkedIn, Chief Revenue Officer is the fastest-growing job title in the U.S.

The way that businesses buy is changing. The idea of separating sales, marketing, and customer success is becoming outdated and CROs are here to save the day.

Sales Tip of The Day

Sales in the News

• Why B2B Sales teams can’t afford to ignore midsize customers. Large companies are struggling to tap into the $6 trillion / year market.

• Salesforce is teaching veterans coding, project management, and sales to break into the tech industry

• A 26-year-old luxury watch salesman was arrested for stealing $1.6M.

• From Reddit: Has anyone just quit without having something lined up to take a breather?

   

Sales Weapons of The Day

• Fastoutreach.ai - create 1:1 personalized cold email messages from a single URL.

• Breadcrumbs.io Copilot - create a lead-scoring model with 3 simple clicks.

Cool Jobs at Cool Companies:

• Associate BDR @ BMC Software (Remote)

• Sales Account Executive @ Who Sponsors Stuff (NY / Hybrid)

• Sr. Account Executive @ Electric (Remote)

• Senior Account Executive @ Samsara (Remote)

Checking in on our LinkedIn Influencers: Tell em’ it’s expensive.

Meme of the Day

And that’s a wrap!

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