#319 Justin Shriber – Why Traditional CROs Are Becoming Obsolete

Most CROs are preparing themselves for obsolescence by relying on fixed playbooks in a market that changes every three months.

In this episode, Janice B Gordon and Justin Shriber explore why agile, signal-driven sales leadership is replacing rigid execution.

Janice B Gordon and Justin Shriber unpack how AI, complete revenue context, and frontline signals can help leaders understand not only what is happening, but why. They also examine how to turn strategy into daily behaviors, move beyond short-term thinking, and build a sales organization that adapts as quickly as the market.

What you’ll learn:

a) Why the traditional CRO model is becoming obsolete
b) How sales leaders can replace fixed playbooks with agile frameworks
c) Why AI needs complete revenue context to produce useful insights

Today, Janice B Gordon is joined by Justin Shriber, co-founder and CEO of an AI-native revenue platform trusted by companies including Cloudflare and Minstrel. He began his career at McKinsey before leading large-scale enterprise sales organizations at Oracle.

Timestamps:

03:21 Adapting Sales Leadership Styles

07:47 AI needs context to analyse data

12:41 Working with sceptical CFOs

14:07 Analysing lost deals and competition

17:58 Enhancing Sales Reps’ Performance

20:49 Identifying and addressing competition

24:39 Focusing on quarterly performance goals

27:11 Adapting to Market Trends

Connect with Justin Shriber

LinkedIn: https://www.linkedin.com/in/justinshriber/

Connect with Janice

Book Janice to speak at your next sales or leadership event: https://janicebgordon.com

LinkedIn: https://www.linkedin.com/janice-b-gordon/

Instagram: https://www.instagram.com/janicebgordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

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