The CRO is the new kid on the block, but we make the mistake of thinking that the only party we can invite them to is the one happening in the sales department.

2X CRO, Mike Pierce, Chief Revenue Officer at Surefire Local, took some time out of his busy schedule to share important lessons with me, one of which was that revenue is about way more than just the sales department.

Here’s what we discussed:

• Overcoming resistance to align sales and CS
• Advice on becoming a CRO & managing the CRO <> VP Marketing relationship
• The metrics that CROs should track weekly/monthly/quarterly
• Building a go-to-market team to match your sales motion and your buyer
• The one-call close — when it works and when it doesn’t
  

Check out these resources we mentioned during the podcast:

• Mike’s LinkedIn profile
• Surefire Local’s website
• Good to Great (a book by Jim Collins)
  

Have an idea for a guest or show topic? Email me at [email protected].

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