CRO Daily
Search and filter sharp, essential coverage across every revenue topic that matters.
20 resources
7.7% fewer U.S. employers are posting B2B sales roles and AE postings fell 10.4%, while only 48% of AEs hit quota and ramp sits at a record 6.2 months.
75% of U.S. revenue leaders could not honestly tell their board they are very confident in the quarter, and 61% have handed it a more conservative number than they believed.
Forrester predicts CX staffing will rise 20% in 2027 after overzealous cuts, and warns efficiency-first automation will weaken customer loyalty.
Forrester predicts AI agents will influence 75% of B2B purchase decisions, and two-thirds of providers will lose deals over claims buyers cannot verify.
70% of software buyers say the pace of AI is pushing them toward shorter contracts, turning each renewal into a second sale.
AI saves sellers 4.8 hours a week, yet 72% of sales organizations report low reinvestment of that time in high-value selling.
65% of revenue leaders expect headcount to grow and 91% expect per-seller quotas to rise, yet only 13% say AI has improved win rates.
45% of revenue teams take four or more days to act once a deal shows risk, and 47% need three or more days to approve a pricing exception.
Colorado will require public-facing conversational AI to disclose itself from 2027, and 20% of consumers would quit a brand over undisclosed AI.
52% of CS teams that cut roles say AI absorbed the work, yet only 21% of CS leaders tie AI measurement to revenue.
Sellers shown an AI-recommended price closed at roughly 11% higher profit, yet post-signature leakage alone costs at least 3% to 5% of revenue.
Customers are three times more likely to take a service issue to outside AI than to a company chatbot, and fewer give feedback than ever.
44% of top-quartile reps moved to higher-value work after adopting AI, against 12% of the bottom quartile, new research finds.
Gartner expects AI agents to outnumber sellers 10 to 1 by 2028, yet fewer than 40% of sellers will say agents made them more productive.
Half of SaaS leaders in a new survey added AI without changing their price, and sales pushback is the top reason pricing changes stall.
23.6% of CS roles now carry a revenue mandate, but only 2.1% come with an actual quota.
AE ramp has reached a record 6.2 months, while top managers coached 45% less as AI took on review.
Process is the weakest part of the revenue foundation, and only 11% use AI for lead routing.
More than 60% of business buyers now buy a trial before committing, yet only just over a third plan to convert.
Two-thirds of 2025 software growth came from existing customers, and more than half of vendors expect harder pushback on renewal pricing.
Only about 32% of U.S. revenue leaders can instantly diagnose why a deal stalled, and 55.6% say loss data is mostly seller opinion.
Only 7% of organizations reach 90% forecast accuracy, and AI forecasting drops to 50% to 60% on messy CRM records.
Only 25% of AI customer service use cases produce a positive return, and 87% of customers demand a human option. The renewal base carries the risk.
58% of lost late-stage deals cite implementation risk as the primary reason, yet reps keep logging price. Buyer and seller loss reasons align only 15% of the time.
Gartner finds 67% of B2B buyers prefer a rep-free purchase, yet 69% want a rep to validate what AI told them. The seller's role is shifting from informing to certifying.
Hybrid pricing has jumped to 37% of software companies in a year, yet 78% of IT leaders report surprise consumption charges. The meter that closes the deal now threatens the renewal.
43% of companies have already raised quotas to reflect AI productivity, yet only 20.6% of revenue leaders call their AI production-ready. Reps are paying for gains that have not arrived.
New G2 research finds 49% of software buyers saw a CFO veto a purchase that had already been approved. Finance is now the final stage most pipelines cannot see.
New 2026 benchmarking shows the gap between top- and bottom-quartile net revenue retention has widened to 18 points. Two overlooked frictions explain most of the spread.
As AI reshapes every revenue function, CROs face a defining moment. Transform the go-to-market model or risk being outmaneuvered by faster-moving competitors. We surveyed 600 revenue leaders.
Analysis of 18,000 sales sequences reveals that teams systematically underestimate the cost of late or missed follow-ups, creating a compounding revenue leak that most leaders overlook.
A sweeping analysis of five years of pipeline data asks whether the inbound premium has permanently compressed and what that means for go-to-market investment heading into the second half of 2026.
New benchmarking data shows that companies in the top quartile of quota accuracy generate 31% more attainment than peers, yet most CROs rank quota design low on their priority list.
After two years of compressed pipelines, qualified deal flow is accelerating. Revenue leaders share what the next 18 months of pipeline activity is likely to look like and which segments will lead.
New research maps the capabilities separating the CROs who are driving strategic transformation from those still playing pure quota defense, and the specific behaviors that define the difference.
Stubborn pockets of deal slippage are persisting even as pipeline volume normalizes. What the data reveals about the structural shifts driving this divergence and how long it can last.
Revenue leaders need a framework for navigating shifting buyer expectations. Analysts break down three emerging purchase patterns and the pipeline planning implications of each.
Hype aside, what does real CRM adoption look like right now? We surveyed 200 sales operations leaders and enterprise reps to get an honest read on where the market truly is.
The FTC's updated guidelines now affect areas previously outside their remit. Revenue and legal teams walk through the six areas most likely to require new disclosure practices and external review.
AI prospecting platforms have captured significant pipeline share in three years. We look at which revenue organizations are mounting a credible response and which are losing ground.
Most large-scale sales transformation programs miss their targets. A new study of 150 transformations identifies the three design choices that separate successful programs from expensive failures.
Legacy territory models are leaving revenue on the table. New AI-driven approaches to coverage design are helping teams close gaps and reduce rep burnout at the same time.
Sales teams are deploying AI prospecting tools faster than governance frameworks can keep up. Organizations that get ahead of this now will have a significant compliance advantage.
Shifting buyer behavior is forcing revenue teams to rebuild conversion models from the ground up. Here is the analytical framework leading CROs are using to stress-test their funnels.
Revenue teams are losing top performers to better-paying roles in tech and consulting at an accelerating rate. Leaders who have cracked the retention problem share what actually works.
New court interpretations of commission agreements are expanding clawback exposure. A frank assessment of where most organizations stand and which contract terms carry the highest near-term risk.
Revenue intelligence tools are now live across enterprise teams. A frank assessment of where most organizations stand, which gaps are most urgent to close, and what sales leaders should prioritize first.
No resources found
Try a different search term or select a different topic above.
