This course reframes the CRO role from managing pipeline volume to shaping revenue outcomes. It explains why pipeline coverage hides risk, how customer selectivity belongs in sales, and why focusing on deals that retain matters more than deals that close. Readers learn to use sales intelligence to influence forecast confidence and growth durability. The CRO gains foresight and focus, not just pressure.
From pipeline management to outcome design
The CRO role has become structurally difficult. This course explores why managing pipeline volume is insufficient, and how outcome design requires selectivity, foresight and focus.
We connect sales intelligence to customer and financial outcomes, showing how CROs gain leverage by narrowing attention to what truly compounds.