Description

On today's show and as part of our special 10 Episode CRO Series we will be discussing topics like: Cx, GTM, Functional Alignment, Metrics that Matter, Pipeline / Forecasting, Digital Strategies, Digital Transformation and today it's all about RevOps. Again, we promise to give you actionable insights from our guests who are tenured and experienced CRO’s who come from high growth SaaS companies.

Today we are joined by Brian Clark, CRO at Ox. Brian is a tenured sales leader with over 20 years of global sales strategy and execution experience across multiple industries and channels. He is a builder of high energy, high growth, and high integrity sales teams. His passion is to recruit and mentor top talent. He has consistently delivered abnormal growth figures leading Fortune 500 accounts in highly competitive and complex global markets.

Prior to leading teams, he has been fortunate to be the top performing salesperson for 3 different Fortune 500 companies. He is well-versed in operating within matrixed organizations such as Hewlett-Packard, CA Technologies, Salesforce, NCR Corporation and now Ox.

We kick off by asking Brian about his career journey, his path and what has led him to where he is today?

• A son of a sales person
• Always made time for his family
• First job was a sales job
• Didn't know I wanted to be in technology
• Recruited by Hewlett-Packard
• Ecommerce
• Learning how to relate
• What am I lacking
• Hardware people can't make the leap to software
• Sabbatical for 7 months
• Run a true role globally
• Genesis of a startup

We ask Brian, between the hunger and the asking of the right questions, how do you rate that?

• Clients don't get paid to study themselves
• Study their business
• Become students
• Question strategy
• Be interested not interesting
• Learning beats knowing

Next we ask Brian, to share with us who is Ox? And what do they do?

• A complete fulfillment automation platform built for the future of supply chain
• Build automation software
• Easy to adopt
• A front end and a back end
• Consume data
• Onboarding faster
• Again, be a student of their organization
• You have to know what value you bring upfront

Then we ask Brian, in terms of talent, what kinds of people does he look for and what are you seeing?

• Every job is remote
• Lead by love or fear
• Different challenges
• Convincing of the culture
• Grit

We move on to sales methodology, we ask Brian what is his favorite and why is it important to him?

• Go native and be a student
• Mutual plans
• Create a healthy tension
• Rock the boat for change
• DITLO - day in the life of
• Facts vs feelings

Last but not least, we ask Brian what he feels is his super power?

• Culture
• Culture eats strategy for breakfast
• If you take care of the people, the people take care of the business
• A Dad first
• Giving back to the community, gives the team a higher purpose