Essays, frameworks, and the metrics that matter — for sales and marketing leaders on the path to Chief Revenue Officer.
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The CRO role is not just a bigger VP of Sales job, it's different. Six dimensions that actually change — and a self-assessment to find out whether you're running the trains or building the tracks.
The three disciplines that separate operators from revenue leaders.
The numbers behind the number. Unit economics, revenue metrics, comp benchmarks, and the financial fluency that separates a true CRO from a sales leader with a bigger title.
1 article → 02How the revenue engine actually runs. Forecasting, pipeline discipline, RevOps, and the planning cadences that make growth repeatable instead of heroic.
1 article → 03Leading beyond the sales org. Org design, cross-functional alignment, board and CEO relationships, and the judgment calls that define a full-lifecycle revenue leader.
3 articles →Phase 2 of the playbook: turn your topic list into a one-page strategy brief sharp enough to say no with — audience, differentiator, and how you'll know it works.
Phase 1 of the playbook for building a thought-leadership site with AI: how to find topics grounded in real demand — not a brainstorm you happen to like.
I built The Next CRO — brand, website, content, metrics, and launch plan — in about 38 hours of nights-and-weekends work spread across 20 days. Here's exactly where every hour went, and why the timeline looks the way it does.
Strategic Leadership · Coming Up The CRO role is, at its core, a leadership role — one that requires a different kind of judgment than what got
Most sales leaders are operators inside someone else's system. The CRO designs the system. This pillar covers how the revenue engine is built, measured, and tuned — from forecasting to GTM strategy to the decisions most revenue leaders never get close enough to the top to make.
The CRO who speaks the language of the CFO earns a fundamentally different level of trust. This pillar covers the financial concepts every aspiring CRO needs to own — not just understand. Here's what's coming, and I want your input on what to cover first.
The CRO role is not just a bigger VP of Sales job, it's different. Six dimensions that actually change — and a self-assessment to find out whether you're running the trains or building the tracks.
I can't help myself. That's why. When I was building my company, Plannuh (acquired by Planful as the Planful for Marketing
Written by the co-author of The Next CMO — the book, podcast, and community on operational marketing excellence. Same operating discipline, now applied to the modern revenue organization.
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