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Revenue Builders Podcast
Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello

Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello

Revenue Builders vor 1 Monat

If you're spending more time managing numbers than building people and process, this conversation reveals where that shift starts – and what it costs to miss it.

0:00

1:01:34

CROs who chase pipeline numbers miss what really matters. Sam
Costello's path from sub-$1M to $100M at Harness taught him to
stop managing revenue and start building the machine that
produces it, which means recruiting elite, coachable talent,
running a champion-first sales process with discipline, and
building a culture of radical candor where MEDDPIC reviews are
hunts, not compliance exercises. If you're spending more time
managing numbers than building people and process, this
conversation reveals where that shift starts – and what it costs
to miss it.

Sam Costello is CRO at Harness, where he's spent 7.5 years
scaling the platform from sub-$1M to $100M ARR. He interviews
~400 candidates annually and partners closely with co-leader
Carlos to build what he calls an 'execution machine', recruiting
elite talent, running disciplined sales processes, and developing
a culture of radical candor and coachability.

Connect with Sam:

LinkedIn

Key takeaways from this episode:

00:00 – Why most CROs get the job fundamentally wrong

06:00 – Why your team is building champions in the wrong
order

13:40 – Why POV processes fail before they even start

31:41 – Why MEDDPIC reviews are failing in most organizations

40:43 – Why the question most hiring leaders should ask (but
don't)

46:12 – Why OTE isn't your real competition in the war on
talent

53:00 – What separates great companies from the rest

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

LinkedIn

YouTube

Force Management