What a new CMO/CRO should learn in their first 90 days on the job

Growth Signals
Market Intelligence Data
Data for Prioritization
April 19, 2024

Imagine stepping into the shoes of a CRO or CMO, embarking on the transformative first 90 days. Your mission? To understand deeply, not just skim the surface.

Understanding isn't just about glimpsing the contours of a lake; it's about recognizing you're surrounded by an ocean of potential that you've yet to navigate. This journey of comprehension dives through four layers of insight:

1. Conduct In-Depth Interviews with Sellers

Schedule one-on-one meetings with sales representatives to understand the challenges they face, the feedback they receive from prospects and customers, and the strategies that have proven most effective. This direct line of communication can uncover invaluable insights into customer pain points, market dynamics, and opportunities for improving sales processes and messaging. Encourage openness by creating a non-judgmental space for sellers to share their true experiences and suggestions for improvement.

2. Establish Regular Founder Sit-Downs

Founders possess a unique vision and understanding of the company’s mission, product, and target market. Regular sit-downs with founders can provide CROs and CMOs with strategic insights into the company’s history, the rationale behind key decisions, and long-term goals. Use these discussions to align sales and marketing strategies with the overarching company vision and to ensure that every effort contributes to the broader objectives.

3. Implement Feedback Loops

Create mechanisms for ongoing feedback from the sales team and founders. This could involve regular update meetings, shared digital feedback platforms, or informal catch-up sessions. The goal is to keep the lines of communication open beyond the initial 90 days, fostering a culture of continuous improvement and adaptation based on frontline experiences.

4. Analyze Sales Data and Trends

Beyond anecdotal insights, dive deep into the sales data to identify trends, patterns, and outliers. Combining quantitative data with the qualitative insights from sellers and founders can help form a more comprehensive understanding of the current state of affairs and pinpoint areas for strategic adjustments.

5. Develop Actionable Insights

Transform the collected insights into actionable strategies. Whether it's refining the sales pitch, adjusting the target market, enhancing the product based on feedback, or improving sales enablement tools, ensure that the insights drive tangible changes designed to boost sales effectiveness and efficiency.

6. Share Learnings Across Departments

CROs and CMOs should not keep these insights siloed within the sales and marketing teams. Share key learnings with product development, customer success, and other departments to ensure a unified approach to market strategies, product improvements, and customer experience enhancements.

7. Measure Impact and Iterate

Finally, establish metrics to measure the impact of changes implemented based on these insights. Regularly review these metrics to assess whether the adjustments are moving the needle on sales and marketing objectives. Be prepared to iterate and refine strategies based on ongoing feedback and performance data.

8. Score Your Market

For visionary leaders, the act of scoring the market is akin to crafting a narrative that highlights your unique position. LeadGenius, with its bespoke data insights, is the paintbrush that colors outside the lines of conventional data lakes, offering a palette tailored to your narrative.

Top users like Snowflake are not just using LeadGenius; they are experiencing a transformation in how they approach their Total Addressable Market (TAM). They're moving beyond generic data, diving into the depth of bespoke insights that reveal not just who their market is today, but who it could be tomorrow.

Custom Insights: The LeadGenius Difference

  • Tailored Data at Scale: We believe in the power of specificity. Like a master chef selecting the perfect ingredients, LeadGenius provides data that's specifically chosen for your unique market narrative.
  • Rich Account Signals: Imagine having a map that shows not just the terrain but the movement of every creature within it. LeadGenius offers account signals that illuminate your market's landscape in real-time, from new product launches to strategic hires.
  • Global and Vertical Insights: For giants like SAP, Amazon, and Microsoft, the global stage is their arena. LeadGenius crafts data narratives that resonate on a global scale, ensuring your story is not just heard but felt across borders.

By focusing on gathering and acting upon insights from sellers and founders in their first 90 days, CROs and CMOs can set a strong foundation for their tenure, aligning sales and marketing efforts more closely with the company’s mission, market realities, and customer needs. This approach not only enhances strategic decision-making but also fosters a culture of collaboration, learning, and agility.

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