In this inaugural episode of the rethink:Revenue podcast, host Arjun Pillai, cofounder and CEO of DocketAI, welcomes Jessica Gilmartin, former CMO and CRO at Calendly. This conversation on mastering growth in an era of change dives into the evolving expectations of CROs, dissecting the complexities of pipeline generation, customer acquisition, and the shifting dynamics between sales and marketing. Together, they examine the transition from marketing leadership to sales, as well as the transformative role of AI in revenue operations.

Chapters

00:00 Introduction to Jessica Gilmartin

00:58 The Evolving Role of the CRO

05:46 Transitioning from Marketing to Sales

10:12 Customer Acquisition Costs and Retention

12:00 Navigating PLG and SLG Strategies

19:59 The Impact of AI on Sales

24:08 Continuous Learning and Networking for Leaders