CRO Front, LB Harvey: Moving Up-Market + Operational Excellence

Guest: LB Harvey, Chief Revenue and Success Officer of Front In this episode, we cover: Why LB decided to leave LinkedIn — and how she built cross-functional go-to-market knowledge. (3:13) ... 'A high-quality revenue machine': LB's current company, Front, and its customer communication platform. (7:12) ... The 'inner competitor' within LB, the innate and learned aspects of confidence, and the importance of staying authentic. (11:24) ... The importance of being clear with job candidates about the opportunities, challenges and expectations of the role. (22:36) ... Why LB is 'biased against' having team members partake in the evaluation of a manager or director level job candidate. (26:55) ... Asking sales job candidates how they prioritize their calendars to evaluate for intensity, productivity and speed. (29:18) ... The importance of executive alignment when working to bring a company up-market. (31:59) ... Why investing in sales operations is critical in the early stages of bringing a company up-market. (37:06) ... The benefits of outbound sales — and why sales leaders should focus on operational excellence. (39:44) ... What the word grit means to LB. (43:28)