『Ep. 140 - How Great CROs Build Revenue Engines That Actually Scale with Lance Haffner - Part 2』のカバーアート

Ep. 140 - How Great CROs Build Revenue Engines That Actually Scale with Lance Haffner - Part 2

Ep. 140 - How Great CROs Build Revenue Engines That Actually Scale with Lance Haffner - Part 2

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General Episode Description:In this episode of Selling Intelligence, Lance Haffner, Chief Revenue Officer at Papaya Global, returns to discuss one of the biggest challenges facing modern revenue leaders: creating demand for problems buyers do not yet recognize. He shares practical strategies for validating market fit, identifying the right buyer personas, building effective sales processes, and knowing when it’s time to pivot.The conversation also explores the growing trust deficit created by AI in sales. Lance explains why AI should enhance, not replace, human interactions, how revenue teams can use AI to improve forecasting and sales execution, and why speed, simplicity, and transparency are becoming essential competitive advantages. Finally, he shares leadership lessons from building a CRO organization from the ground up and the timeless sales disciplines every revenue leader should never overlook.What You’ll Learn:How to create demand when buyers don’t yet recognize the problem they haveWhy validating market fit should come before scaling go to market effortsThe importance of identifying the right buyer persona before refining messagingHow continuous feedback loops help improve sales messaging and executionWhy AI should remove friction instead of replacing human relationshipsPractical ways AI improves forecasting, pipeline management, and coachingHow to recognize when a go to market strategy needs to changeLeadership principles for building high performing revenue organizations from scratchKey Topics:Creating new market demandMarket fit validationBuyer persona strategySales methodology and discoveryRevenue operations feedback loopsAI enabled sales executionBuilding trust in an AI driven buying environmentPipeline management and forecastingRevenue leadershipCRO best practicesCustomer experienceSales process optimizationGuest Spotlight: Lance HaffnerLance Haffner is the Chief Revenue Officer at Papaya Global, where he leads the company’s global revenue organization through its next phase of growth. With leadership experience spanning staffing, HR technology, and enterprise SaaS, Lance is known for building scalable revenue functions, applying data driven decision making, and combining AI with disciplined sales execution to accelerate growth.Resources & Mentions:Papaya GlobalScott Kirby, CEO of United AirlinesAI enabled sales organizationsRevenue OperationsSales methodologies including SPICED and Challenger🎧 Listen now and follow Selling Intelligence for more conversations with today’s leading revenue executives, sales innovators, and GTM operators. Subscribe wherever you get your podcasts.Mark Petruzzi (00:36)Welcome back to Selling Intelligence. I'm Mark Petruzzi.KK Anderson (00:40)And I'm KK Anderson. This is part two with Lance Hafner, Chief Revenue Officer at Papaya Global. Be sure to go back and listen to part But if you want to start here, let us bring you quickly up to speed. Lance told us how he has moved from staffing sales into HR and then into revenue leadership by applying a business enablement mindset where he wherever he sat and what it's taken to build papaya's first ever CRO function.While the company shifts from years of product investment into a scale up phase.Mark Petruzzi (01:12)In part two, we get into how Lance is building demand for a problem most buyers don't know they have yet, the trust deficit. Lance is watching this show up directly into his AI enabled sales motion. And we'll go into and we'll analyze how he uses AI day in and day out to diagnose what's actually happening inside his sales team. Lance, welcome back.Lance Haffner (01:36)Thanks, Laura. Thanks, KK. Happy to be here again.Mark Petruzzi (01:39)Great. So yeah, let's jump into creating demand for a problem buyers do not know they have. you've compared the awareness problem you're facing to introducing a genuinely new category. How do you build go-to-market motion around the pain point most buyers don't even know they have yet?Lance Haffner (01:56)This is such a great question. And and it's it's it's been salient a few times in my my career. if you look back over the years and you look back at the new we as consumers, things that have been launched in the consumer market. I remember this this thing in in two thousand and six, seven, Apple releases the iPhone and we didn't even know we needed a handheld computer device that didn't have keys. In fact, it was absurd to think about it.I was a Blackberry fan to be honest, and I wanted my keys and I resisted for two years.Mark Petruzzi (02:26)Ha haKK Anderson (02:28)Was it clipped on your belt, Lance? Did you have it clipped on your belt?Lance Haffner (02:32)I look, I may have had a clip. Yes, I may have had a clip. yeah. I mean look, we can goMark Petruzzi (02:36)I'm not gonna admit to that, Lance.KK Anderson (02:38)yes you are.Lance Haffner (02:39)back to you, we can go back to the days you had the pager clipped, right? Not less, yeah, orMark Petruzzi (02:...
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