Lessons Learned From A CRO with Luca Lazzaron

SHOW SUMMARY


In this episode of the Revenue Builders podcast, our hosts John
McMahon and John Kaplan talk to Sprinklr’s Chief Revenue Officer
Luca Lazzaron. Luca, who has held several sales leadership and
general manager positions in multiple software organizations over
the past 20 years, offers golden lessons in hiring exceptional
talent, credible leadership, and effective revenue forecasting.
As Sprinklr’s Chief Revenue Officer, Luca talks about the most
challenging aspects of transitioning from a private to a public
company, and the difference between having a committed versus a
compliant team. 


Additional Resources:


Donate to Istituto Serafico Di Assisi:
https://www.serafico.org/come-sostenerci/?lang=en

Connect with Luca on LinkedIn:
https://www.linkedin.com/in/luca-lazzaron/

5 Traits of Successful Leaders: https://forc.mx/3BrMkHh

Listen to More Revenue Builders: https://forc.mx/3bfW5Od



HIGHLIGHTS


The science and art of hiring salespeople

How managers can be more credible leaders

What it's like to be CRO running a public company

How to do effective revenue forecasting

Leaders need to have a disproportionate passion for coaching

Being committed vs. Being compliant

Always go back to your 'Why' 

Sprinklr: the easiest way to know what's on your customer's
mind 



GUEST BIO


Luca Lazzaron is the Chief Revenue Officer of Sprinklr, the only
Unified-CXM platform purpose-built for enterprises, empowering
the world's biggest companies to be human@scale across 30+
messaging, live chat, email and voice channels — and leveraging
the industry's most sophisticated AI engine to bring Care,
Research, Sales & Engagement, and Marketing & Advertising
together like never before.


Luca has held sales leadership and general manager positions in
multiple software organizations over the last 20 years. His
experience includes both scaling rapid growth startups and IPO
experience as well as overall operational management with large
corporations globally. Meanwhile, his  experience in
acquisition includes both Geotel and Bladelogic generating a
combined value of >3B$. 


Luca is a strong and committed supporter for the Istituto
Serafico in Assisi, a unique institute specialized in the
rehabilitation and long term care for children with severe
multiple disabilities.


QUOTES


Luca on why managers need to have real, on the ground
experience: "People sometimes underestimate that if you
want to lead a team, you have to be credible. You have to know
what you are talking about in detail. Because otherwise, there's
no way you can inspire the people and coach them on a daily basis
on what their job is about and how to do it better."


Luca on what it takes to be a CRO of a public
company: "Having the entire company able to actually
make the customer happy and deliver value to the customer is the
first thing. Because you can do all this new business that you
want but if from the bucket you're going to continue to lose
revenue, there's no way you can run a public company."


Luca on the difference between commitment and
compliance: "People tend to be compliant when you tell
them what to do, and you do not explain why and what difference
it can make for them. People are committed when they buy into
something and it becomes their own stuff." 


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064