What should CROs really be looking for when evaluating their next move? In this episode, Kyle sits down with Neal Patel, CRO at Crunchbase, to unpack how revenue leaders can vet companies like investors—by looking past vanity metrics and digging into signals that actually matter. They cover how to evaluate long-term viability, the importance of alignment with executive peers, and why being asked to "just run your old playbook" is a red flag.

The conversation also dives deep into how AI is disrupting traditional go-to-market models, how Crunchbase is using predictive data to reshape its strategy, and why the GTM stack of the future might be smaller—and smarter.

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Key chapters:

(00:00) - Introduction to Neal Patel and Crunchbase

(02:28) - State of the Market and AI's Impact

(11:01) - Navigating Macro Conditions as a CRO

(14:26) - Crunchbase's Shift Towards Predictive Analytics

(23:27) - AI's Transformative Role in Go-to-Market Strategies

(30:12) - Future of GTM: Embracing AI and Relationship Building

(36:18) - The Importance of Team Innovation

(41:55) - Navigating Company Selection as a CRO

(46:05) - Building Relationships in Leadership

(52:15) - Evaluating Market Potential and Company Goals

(57:05) - Understanding AI's Impact on Business Strategy

(01:01:00) - Red Flags in Company Selection

(01:03:51) - Key Traits of Successful CROs

E26: Signals That Separate Great Companies from Risky Bets with Neal Patel, CRO of Crunchbase

The Revenue Leadership Podcast with Kyle Norton