C-Suite Sales & Marketing Perspectives

Recent Episodes

1. The Modern CMO: From Chief Marketing Officer to Chief Growth Architect

   Sep 18, 2026

   James Nester, CMO and Senior Director of Client Advocacy at MCNC, discusses why the modern CMO must evolve into a chief growth architect who connects marketing, sales, product, and customer success around shared customer outcomes. He emphasizes that deep customer understanding—the 'why behind the buy'—is the sustainable competitive advantage that competitors cannot easily copy, and argues that the CMO is uniquely positioned to synthesize customer intelligence across the organization and translate it into business results. The conversation explores how customer obsession, built on trust and communication, becomes a revenue engine when the entire organization aligns around the customer rather than operating in functional silos.

2. Part Fourteen: The Revenue Logic of Customer Obsession

   Sep 17, 2026

   Michael Gumiela, Chief Revenue Officer at Rabine, discusses why customer obsession is a revenue strategy rather than simply a service mindset. He explains how trust, honest conversations, and operational expertise create lasting customer relationships and drive expansion revenue. The episode covers practical applications of AI in sales preparation, organizing sales teams around both renewals/expansion and new business development, and leading by example as a revenue leader.

3. The ABM Maturity Scale: Why Most Teams Aren’t Ready

   Sep 14, 2026

   Vlad Berson, Chief Marketing Officer at SOLVE, discusses ABM maturity and why most organizations lack the alignment, skills, and investment required for successful account-based marketing programs. He explains that ABM is an enterprise-wide go-to-market motion requiring sales, marketing, and executive teams to work in concert around shared account outcomes, with particular emphasis on building executive trust over extended sales cycles. The conversation covers the skills gap in sales teams transitioning from bottom-up to top-down enterprise selling, compensation and measurement challenges, and the foundational segmentation and buyer intelligence needed before launching an ABM program.

4. The Right Go-to-Market Tension Is a Growth Advantage

   Sep 11, 2026

   Maxime Guirauton, VP Global Head of Marketing and Sales Development at Visa Direct, discusses the concept of 'full funnel growth economics' and the bow-tie customer journey, where the sale represents the midpoint rather than the endpoint. He explains how organizing SDRs within marketing creates healthy tension between teams, improves lead quality, and enables marketing to act as a true business partner. The conversation covers brand trust-building, ABM maturity, and the critical importance of keeping marketing, sales development, brand, and customer success aligned under unified leadership.

5. Part Thirteen: The Revenue Logic of Customer Obsession

   Sep 9, 2026

   Liz Emmott, Chief Revenue Officer at CIBT, discusses rebuilding revenue organizations in an era of rapid technological change and shifting buyer expectations. She explains how deep customer understanding, internal alignment, and collaboration between commercial and service delivery teams create competitive differentiation. Emmott emphasizes that customer obsession—not internal processes—should drive organizational decisions and that visible internal trust directly influences external customer perception and revenue growth.

6. Part Twelve: The Revenue Logic of Customer Obsession

   Sep 8, 2026

   Stephanie Crockett, President and CEO of Eric Mower + Associates, discusses how customer obsession drives revenue across organizations. She explores how continuous customer intelligence can align cross-functional teams, reduce decision-making risk, strengthen trust, and enable bolder strategic moves. The conversation emphasizes that CMOs should leverage voice-of-customer insights as a strategic asset to gain influence at the C-suite table and drive sustainable growth beyond marketing alone.

7. Part Eleven: The Revenue Logic of Customer Obsession

   Sep 4, 2026

   Zach Calef, Chief Revenue Officer at Infinity, discusses how customer obsession translates into a practical revenue strategy. He explains Infinity's approach to outsourced sales execution combined with consulting, emphasizing the importance of understanding client economics, strategic alignment before technology implementation, and human capital investment. The episode explores how companies can differentiate in commoditized markets through trust-building, repeatable proof, and deep customer understanding.

8. The CRO's Guide to How Emotional Intelligence Leads Revenue Growth

   Sep 3, 2026

   Jennifer Knecht, Chief Revenue Officer at Western States Lodging, discusses how emotional intelligence drives B2B revenue growth. She explains the four core elements of emotional intelligence—self-awareness, confidence, trust-building with internal champions, and reputation management—and how AI-powered digital teammates help sales leaders identify buyer perspectives faster and build meaningful connections. The conversation explores how transparency and emotional connection accelerate deal closure and improve sales team consistency across performance levels.

9. CROs: How to Win in Fewer and Shorter Bursts

   Aug 31, 2026

   Mike Head, Chief Revenue Officer at Orderful, discusses how CROs can win deals in an environment of fewer, shorter executive interactions. He emphasizes customer obsession as a competitive advantage, explaining how deep customer understanding across sales, marketing, customer success, and partnerships drives sustainable growth. Head covers practical strategies including advance deal preparation, discovery-focused training, AI-enabled coaching, retention focus, and cross-functional team alignment.

10. Part Ten: The Revenue Logic of Customer Obsession

    Aug 27, 2026

    Matthias Holder, Chief Sales Officer at Lindner Recyclingtech, discusses how customer obsession drives sustainable revenue growth. He explains that salespeople must become trusted advisors by understanding customers' business needs, markets, and their customers' challenges before recommending solutions. Holder emphasizes that early market warning signs appear through internal misalignment and loss of customer focus, and that building trust through genuine customer insight creates competitive advantage independent of product, service, or pricing alone.