Cro – your sales funnel is wrong, tear it all up and throw it away.

[muskanhossain66]

For those who don't know me, my name is Rodrigo Oliveira and I'm CMO at StayApp.

For a long time, I believed that investing only in the traditional sales funnel was enough to generate revenue (that story of attracting the customer and making a sale, you know?).

What I didn't anticipate was that making a lot of sales doesn't mean having a lot of customers.

Selling is much more than closing a deal, it’s winning a customer.
I thought the problem was with the service it provided, but I couldn't have been more wrong.

A while ago, I watched a talk by Renata Centurion job seekers database discovered that investing only in the first part of the funnel was not enough.

You need to be present even after the sale is made. In other words, it’s not enough to just attract the right customers, you need to keep them and help them grow.



With this in mind, I decided to put myself in the CRO role. Because I already had a Growth Hacker mindset and had extensive knowledge of leads and sales, my results were amazing.

Luckily, I made a completely FREE video lesson on the subject. Take a look there and come back here. Relax, I'll wait for you.

But after all, what is a CRO?
The CRO (Chief Revenue Officer) is an executive professional responsible for all of an organization's revenue .

In some companies, this professional is largely responsible for sales, marketing, pricing, and even the organization's corporate development.

The position seems simple at first glance, but don't be fooled, your role extends across several departments and teams within the company.

What does a CRO do?
In short, a CRO is responsible for integrating and aligning all revenue-related functions . This includes:

Marketing
Sales
Price
Revenue Generator
Customer Support
Read also: Order Bump: What it is and how to use it to increase sales in e-commerce
A good CRO must keep all departments in tune and have structured communication so that they can maximize revenue production.

In addition to having a Growth Hacking mindset , he must be a professional market shaper. Know how to lead. Have commercial knowledge. And understand the metrics so that he can define which path to take.

Its function, therefore, is simple: To guarantee the maximum return for the company and those who invest in it.

The Importance of CRO in SaaS Companies
Anyone who read our article on Marketing for SaaS companies will have seen that “software as a service” companies are increasingly gaining prominence.

The CRO role emerged precisely to capitalize on these companies. According to research conducted by Brain & Company , SaaS companies will see significant global growth.

Global revenue is estimated to increase from $180 billion to $390 billion by 2020.

It is therefore extremely important to have a CRO on the team, as he or she will play a vital role in the development of the company, in the sales departments and in the strategies that will be implemented by these organizations.

CROs use several methodologies to achieve these goals. One of the most widely used is the Scale-X Methodology.

CRO and the Scale-X Methodology
Scale-X is a scaling methodology for companies in the Growth phase (to learn more, read our article on What is Growth Hacking).

The methodology consists of three points: Product, People and Customers. The goal is to make these three work synergistically.

That said, now it’s time to have a scale mindset.

Map your current workflow to see what it will look like in the future
Check if your metrics are being conducted correctly
Look for the right technology that will help you in this process and improve your results.
Determine the tools, spreadsheets that can make your processes more efficient.
Build a structure with a skilled and competent skillset.