Most CROs reach for the growth plan first, but the real work starts with earning trust and understanding the people behind the numbers.

In this episode, the conversation examines how transparency, buyer empathy, peer proof, and disciplined listening shape revenue leadership in high-risk markets.

The conversation focused on how CROs can prepare before day one, listen beyond the data, and build a go-to-market plan around real customer and team insight.

What your audience will learn:
a) Why data alone can't explain sales performance
b) How discovery beats scripted product pitches
c) Why peer proof matters when buyers face serious risk

Today's conversation features Kelly Hippler, CRO at IANS, a practitioner-sourced intelligent engine helping CISOs and security teams make faster, better-informed decisions. Previously, Kelly led revenue at Briefly Legal and served five years as Chief Sales Officer at Forrester, where revenue grew 51% to a company-high $538 million.

Timestamps:

03:57 Building Trust with Sales Team

09:33 Assessing individual strengths in teams

11:06 Understanding individual differences

14:57 Understanding Client Pain Points

18:02 Improving client relationships

20:45 Buyer decision process and budgeting

26:38 Balancing AI benefits and risks

29:47 People-centered leadership and agility

34:12 Strategic growth and innovation challenges

Connect with Kelley Hippler

LinkedIn: https://www.linkedin.com/in/kelley-hippler/

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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