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. Thanks for tuning in! Want more content from Pavilion? New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! 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

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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