CRO Roundtable: Leading Revenue Growth in Tougher Markets

The sales playbooks that carried us for decades are breaking down. AI, changing buyer expectations, and new revenue models are forcing CROs to rethink everything from talent to forecasting. This panel brings together seasoned CROs to explore what the next five years will demand from revenue leaders.

Speakers

• Mark Cope – CRO, PE-backed revenue leader
• Matt Gahr – CRO/CSO, tech exec with IPO & PE experience
• Daniel Frailey – CRO, Executive Education Leader, Chicago Booth
• Hosted by Keenan – CEO, A Sales Growth Company

What you’ll hear:

• Why traditional GTM playbooks are eroding and what replaces them
• The impact of AI hype vs. reality on unit economics and product-market fit
• How talent pipelines, org design, and sales manager roles are shifting
• The tension between customer-centric cultures and “hit the number” pressure
• What future buyers will expect from sales orgs in the AI era
• How CROs can experiment, adapt, and lead through continuous change

Chapters

00:00 Intro & Session Setup

05:00 State of Sales Today → What’s Changing

15:00 AI Hype, FOMO & Product-Market Fit

24:00 Customer- vs. Number-Centric Cultures

36:00 Pricing, Packaging & Consumption Models

46:00 Talent Shifts: BDRs, Full-Cycle Reps & RevOps

59:00 AI SDRs, Sales Managers & Span of Control

1:07:00 Breaking Through AI Noise: Community-Led GTM

1:15:00 Leadership & Culture: Clarity, Coaching, Safety

1:25:00 Final Takeaways & Close