Time to read: 2 min

As a Chief Revenue Officer, it’s sometimes challenging to balance your business focus and maintain the right level of technical expertise relative to your offering or industry. Here are some strategies to achieve this balance:

1. Stay Current On Industry Trends

Continuously educate yourself on the latest technological advancements affecting or disrupting the industries you serve and the industries you compete in. Understand that it’s a dual focus, and watch both to stay on top of things.

2. Collaborate with Technical Teams

Foster strong relationships with your technical teams, such as engineers and data scientists. Encourage open communication and collaboration to gain a deeper understanding of the technical aspects of your products or services. Take engineers on sales calls with you and give them ample time in the agenda to engage and whiteboard.

3. Translate Technical Knowledge Into Business Value

Use your technical expertise to identify opportunities for innovation and growth. Translate technical jargon into business and financial language to effectively communicate your value proposition to stakeholders, customers, and investors.

4. Develop Strong Leadership Skills

Enhance your leadership skills to effectively manage and inspire your team. This involves setting clear goals, providing guidance, and supporting the professional development of your team members.

5. Embrace a Customer-Centric Approach

Understand the needs and pain points of your customers at three levels and align your technical and business acumen accordingly. 

  • Level 1: Translate your business value at a financial, KPIs level: How does your solution generate better topline, or EBITDA, or gross profits? 
  • Level 2: At a mid-tier level, how does your solution address functional KPIs like achieving lower churn rates, better NDR, better time to market, and lower CAC?
  • Level 3: At the IC level, ensure project timelines are met, budgets are on track, and technical challenges are solved through features and functions, and specifications and quality are delivered.

This “Moretti tri-level” customer-focused mindset that goes top to bottom, from business down to technical value will help drive revenue growth and ensure your technical expertise is as strong as your business acumen.

Remember, finding the right balance between being a technical SME and a business leader requires continuous learning, collaboration, and effective communication.

Have a great weekend! And if you want an exciting career where you can apply both skills and work with incredible people please check out the Fictiv careers page!