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Culture Doesn’t Close Deals, Capability Does: The CRO Reality Check
Let’s call it what it is: most CROs in HR tech are flying blind on forecasting, and masking it with optimism, noise, and disconnected dashboards. In this episode, AJ Vaughan breaks down the uncomfortable truth: forecasting problems aren’t pipeline problems; they’re people, capability, and influence problems.
He dives into why most CROs misunderstand influence entirely, how failing to deeply understand AE strengths is quietly killing predictability, and why “teamship” (peer-driven enablement) is the most underutilized growth lever in modern sales orgs.
AJ also challenges CROs to stop managing…
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