You’re only a first-time CRO once, but that first time can be a daunting challenge for startup leaders. Without a blueprint or a guide, you’re in a tough spot to manage all the details of the sales function, from developing collateral, to hiring the right people, to scaling your team. Startup CRO was written to help the first-time CRO navigate sales leadership challenges and provide tactics and best practices for how you can grow a high-performing sales organization.
Matt Blumberg and Anita Absey have decades of sales and leadership experience from founding a company, scaling it, and exiting. They cover a wide range of topics from establishing your pipeline, to hiring the right salespeople, scaling the sales organization, geographic expansion, pricing and packaging, and more. The authors share how to collaborate effectively in the executive suite and with functional leaders throughout an organization. As an added bonus, Matt shares CEO-to-CEO advice on what a great CRO looks like, signs your CRO isn’t scaling, and how to engage with the CRO.
Startup CRO will help you pinpoint gaps or weaknesses, turn those into strengths, and help you scale yourself, the sales function, and your organization.
Mục lục
Foreword by Scott Dorsey
Introduction by Matt Blumberg
Acknowledgments
About the Authors
Giới thiệu về tác giả
Anita Absey began her career on Wall Street in equity research, risk arbitrage, and corporate finance, but for the past 20 years has had wide-ranging roles in sales. Anita has been in sales leadership positions in startups and scaleups including Abacus Direct, Double Click, Return Path, and Voxy. Anita views her success through the lens of revenue growth and customer satisfaction and her greatest satisfaction comes from watching people on her teams thrive in their careers. Anita contributed to ‘Startup CXO: A Field Guide to Scaling Up Your Company’s Critical Functions and Teams’ (Wiley, 2021), sharing her experience, tips, and best practices for CROs to build a great sales organization. She earned a BA in economics at Fordham University.
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