Know What's Happening in CRO Pulse
Know What's Happening in CRO Pulse
QXO has appointed Taylor Sommer as its new chief sales officer, bringing nearly three decades of experience in building high‑performance sales organizations. Sommer most recently served as executive vice president and chief sales officer at Republic National Distributing Company, where he managed multi‑state operations and thousands of staff. His hire comes shortly after QXO completed a $2.25 billion acquisition of Kodiak Building Products, a deal that expands the firm’s footprint in the building‑materials market. The leadership change signals QXO’s intent to accelerate revenue growth and integrate the new assets.
I booked a meeting this week using a play nobody on my client’s team had seen before. Here’s what I did: Step 1. Went to the company page in Sales Nav (not the people... the company page) 2. Screenshotted their department headcount growth 3....
Read the latest edition of the Art of Supply newsletter on LinkedIn: How a Former Karaoke Machine Manufacturer Shook the Freight Market https://t.co/MaKdkmTAPS
Abercrombie & Kent Travel Group (AKTG) has reorganized its trade sales leadership across the Americas, appointing Debra Fox as Chief Sales Officer – Trade. Fox now oversees global trade sales for all AKTG brands, reporting directly to CEO Cristina Levis....
A FedEx lawsuit seeks to recover—with interest—the duties the logistics company paid under President Trump’s tariffs https://t.co/bitdrQp2wv via @WSJ
Sales teams love to blame other departments. “They’re holding us back.” “They don’t get it.” “They’re risk-averse.” Here’s the truth. Without those coworkers, you would blow up the company. And without sales pushing, the company would stall. Patrick Lencioni and I break down why those...
Ax3.ai appointed Marius Tudor as Chief Revenue Officer to lead its global go‑to‑market strategy. Tudor brings more than 25 years of technical sales experience in infrastructure and hardware. He will expand direct sales channels, strengthen the partner ecosystem, and target...
Global supply‑chain shocks and tariff volatility are prompting U.S. firms to reconsider offshoring. Jim Womack’s "leanshoring" model combines lean manufacturing with reshoring, demanding a full‑cost analysis that accounts for risk, intellectual property and skill loss. GE Appliances illustrates the approach,...
Theodo transformed a failed client project into a catalyst for a 14‑year lean‑tech evolution, merging agile practices with lean thinking to build a learning‑focused delivery system. By embedding visibility, problem‑solving tools and shared responsibility, the firm grew from two founders...
The RevOps Roundup for week 8, 2026 curates a suite of practical resources—from a guide on tracking outbound traffic in lead pipelines to AI workflow best practices and variance analysis techniques. It also highlights podcasts where CROs discuss scaling from $2 M to...
Procurement is at a pivotal crossroads as global uncertainty, rapid technology adoption, and heightened business expectations demand greater influence. Ben Farrell, CIPS CEO, draws on his military and retail experience to argue that procurement leaders must grant teams freedom within...
Ryan McCormack’s February 2026 Operational Excellence Mixtape warns that change fatigue is eroding continuous‑improvement efforts. He urges leaders to anchor teams to core values, embed quality as the operating architecture, and use process confirmation to lock improvements into daily work, citing Toyota’s...
Averitt, a leading less‑than‑truckload carrier, announced a multiyear expansion that will add nearly 900,000 square feet of warehouse space, 379 dock doors, and about 2,000 truck‑parking spots by 2027. The plan includes new or expanded terminals in Ocala, FL; Oklahoma...
I once worked with a company that sold frozen ready meals to elderly customers. They wanted better website conversion rates. Straightforward brief, right? We did user research and found the real problems had nothing to do with the website: - Customers were...
Founders: Opportunity disqualification framework: 🚩 Can't articulate specific pain costs 🚩 Gatekeepers blocking access to decision-makers 🚩 No comparable solution investments 🚩 Absence of compelling events 🚩 Refuses to discuss financial constraints Two or more? Remove from your forecast.
Hellmann Worldwide Logistics announced the appointment of Alexandra Olvera as its chief commercial officer, effective March 1. Based in Osnabrück, Olvera will lead the global sales organization under the Forward2030 strategy, focusing on sales integration and expanding key segments such...
Founders: Pipeline qualification red flags: 🚩 Problem impact is 'hard to measure' 🚩 Multiple unnamed stakeholders 🚩 DIY solution currently in place 🚩 No urgency indicators in conversation 🚩 Budget is 'being determined' Two red flags = move them to nurture.
Even if you obsess over sourcing and inventory turns, the people who deliver define your brand. Final-mile delivery is often the only human interaction customers see. If that sofa sits in the rain, nothing else matters: https://t.co/6dKPqYm7fN #FinalMileDelivery https://t.co/TTBSHQWArG
In this episode, Adrian Gonzalez and a panel of supply chain executives explore whether the metrics used today truly reflect performance drivers across manufacturing, retail, and distribution. Participants reveal a gap between commonly tracked KPIs—like on‑time delivery and inventory turns—and...
A global survey of over 500 senior revenue leaders shows that while 72 % of companies grew year‑over‑year, only 29 % achieved rapid, double‑digit growth. Smaller firms outperformed larger ones, but the key differentiator is functional alignment across marketing, sales, product and...
A former Ceva Logistics executive, often dubbed the "Ceva baron," is reportedly in advanced discussions with Mediterranean Shipping Company (MSC) to head its freight‑forwarding division. The move comes as MSC seeks to broaden its logistics portfolio and challenge rivals such...
New York City Council is poised to adopt the Delivery Protection Act, a licensing regime that would require final‑mile delivery operators, including Amazon’s third‑party partners, to obtain city permits and directly employ warehouse workers. The legislation follows a city comptroller...
In this episode, Emir Atli, co‑founder and CRO of HockeyStack, explains why the traditional, tool‑heavy GTM stack can’t simply have AI bolted on—it must be rebuilt around a unified, AI‑native platform with a single data foundation. He outlines HockeyStack’s evolution...
Founders: Prospect disqualification criteria: 🚩 Pain described in general terms only 🚩 Complex approval chain with no champion 🚩 First-time category purchase 🚩 'Someday' implementation timeframe 🚩 'We don't share that information' on budget If you see two flags, focus elsewhere.
Founders: Sales discovery qualification checklist: 🚩 Can't quantify problem cost 🚩 Unclear who signs the contract 🚩 No budget history for similar tools 🚩 No compelling event driving action 🚩 Refuses to discuss investment level Two red flags means they're not a real prospect.
The article argues that "caring" is not an emotion but measurable engagement, and that many professionals default to going through the motions because system‑driven metrics reward activity over depth. It highlights how short‑term tenure cycles—especially the average 18‑month CRO lifespan—encourage...
Founders: Discovery call warning signs: 🚩 Vague answers about current challenges 🚩 'Need to talk to my boss' responses 🚩 No current spend on similar solutions 🚩 'No rush' timeline signals 🚩 Deflects all pricing questions Seeing 2+ flags? Move on to better opportunities.
Roku taps Patrick Harris, a veteran of Snap and Meta, to run advertising sales.... https://t.co/0mYOElGbjg via @variety
Wolfspeed announced the appointment of Stefan Steyerl as Vice President of Sales for Europe, the Middle East and Africa, effective March 1. Steyerl brings more than 25 years of semiconductor sales leadership, most recently from Allegro MicroSystems and earlier roles...
Werner Enterprises is restructuring its one-way truckload business to prioritize expedited routes & specialized verticals https://t.co/kdaSliDWS9 @TruckingDive and noted in today's WSJ Logistics newsletter.
In 2013 Dr. Eric Dickson took the helm of UMass Memorial Health as the system teetered on the brink of default and faced declining patient and caregiver satisfaction. He introduced a CEO‑driven lean management system that standardized nine core processes and...
Medtronic is revamping its indirect procurement model to become a strategic, business‑focused function. By segmenting its supplier base, the company concentrates resources on high‑risk, high‑spend vendors while using digital pathways for low‑complexity suppliers. Leadership emphasizes speaking the language of EBITDA...
The eBook "The Role of Rail in a Future‑Proof Supply Chain" argues that integrating rail with trucking creates a more resilient, scalable, and sustainable logistics network. It outlines three pillars—sustainability, scalability, and resilience—showing how rail delivers pricing stability, capacity efficiency,...
My top 5 takeaways from my chat with Gille Berteaux, Livestorm's CEO (nearly $20M ARR, 3,500 customers): 1. Expanding too broadly can kill product-market fit: After COVID, they added meetings and sales demos. Suddenly they looked like a smaller version of...
First Hospitality has created a dedicated global sales office led by newly appointed Managing Director‑Global Sales Lance Hornecker. The move adds seasoned sales talent, including Amanda Stredney and Kate Westover, to support group, corporate, meetings, events, leisure and travel‑industry demand...
In this episode Adrian Gonzalez examines the modern "build vs. buy" dilemma for transportation management systems (TMS) in the age of AI‑driven vibe coding. He references Dave Clark’s rapid custom CRM build and recent market jitters over AI’s impact on...
GE Aerospace’s Q4 2025 report credits its lean management system with double‑digit revenue and profit growth, highlighting an employee‑led innovation called the “Gerald” tape dispenser as proof of measurable value. The article argues that most continuous‑improvement programs fail because they...
