Rev-n-u Unplugged · 2026-07-28 · 38 min
The conversation covers topics such as the role of a CRO in startups, hiring a CRO, transitioning from startup to scale-up, understanding the revenue black box, maintaining baseline metrics, the blurring line between startups and scale-ups, coaching vs. managing in sales leadership, the role of AI in sales training, and building culture and trust in a Series B company. Takeaways Differentiating between startup and scale-up revenue leadership. The importance of human relationships in sales coaching. Chapters 00:00 Introduction to Revenue Leadership 01:04 The Role of a CRO in a Startup 03:23 Differentiating a CRO from a VP of Sales 05:20 Hiring a CRO in an Early-Stage Startup 07:21 Hiring a CRO and Conversations with VCs 08:15 Understanding the Revenue Black Box 12:38 Transitioning from Startup to Scale-Up 18:43 Maintaining Baseline Metrics in a Dynamic Environment 23:34 Startup vs. Scale-Up: When to Transition 27:35 The Blurring Line Between Startups and Scale-Ups 29:56 Coaching vs. Managing in Sales Leadership 34:33 The Role of AI in Sales Training and Coaching 37:01 The Importance of Human Relationships in Sales Coaching 38:50 Building Culture and Trust in a Series B Company
Ryan Milligan on Shifting from Growth to Customer Retention30 / 100Navigation The Rapid Change In StartUpsTrust, The Key To Unlocking PotentialGranted Trust: Why the Best Leaders Don't Wait for Trust to Be EarnedArt vs Science: The New Shape of Revenue Leadership 