In this episode of The Channel Zone Podcast, Mark Edwards is joined by Jonathan Keighley, Chief Revenue Officer at SaleCycle, for a sharp and honest conversation about what really changes when you move from senior sales leadership into the CRO role.

Jonny explains why the CRO job is far bigger than just carrying a sales number. He talks about shifting from pipeline obsession to revenue obsession, why onboarding, billing, retention, and customer success now matter just as much as closing deals, and how a true revenue leader has to think across the whole engine — from marketing and partnerships to customer experience and long-term growth.

The conversation also explores the modern sales toolkit: CRM, LinkedIn Navigator, sequencing tools, AI, meeting intelligence, and the danger of drowning in data while losing the human skills that actually drive trust. Jonny makes the case that curiosity remains one of the most valuable traits in sales, and that in a post-2020 world, face-to-face customer contact still creates the kind of connection virtual meetings often miss.

If you care about modern selling, revenue leadership, sales technology, hiring great salespeople, or building stronger customer relationships, this episode is packed with practical insight.