Ep. 147 - Building the Revenue Engine with Chris Kobus - Part 1 Titelbild

Ep. 147 - Building the Revenue Engine with Chris Kobus - Part 1

Ep. 147 - Building the Revenue Engine with Chris Kobus - Part 1

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In Part 1 of Selling Intelligence, Chris Kobus, Chief Revenue Officer at Genlogs, joins Mark Petruzzi and KK Anderson to explore what it takes to build a revenue engine that can scale across people, markets, and changing business priorities.Chris shares his leadership philosophy around developing talent from within and explains why experience alone does not determine whether someone can succeed in enterprise sales. He discusses the importance of finding people with the right attitude, drive, and willingness to learn, then giving them the coaching, playbooks, and real-world exposure they need to grow.The conversation also examines the expanding role of the modern CRO. Chris explains why revenue leadership goes far beyond managing sales and hitting the current quarter’s number. From pipeline and ICP strategy to marketing, business development, channels, pre-sales, and revenue operations, the CRO must understand and manage the full revenue lifecycle while preparing the organization for what comes next.Chris also shares how Genlogs approaches verticalization across very different buyer markets, why specialized go-to-market playbooks matter, and how leaders can introduce change without creating unnecessary chaos across the organization.What You’ll Learn:Developing Talent from Within: Why attitude, curiosity, drive, and willingness to learn can matter as much as previous enterprise sales experience.Leading from the Field: How revenue leaders can build trust and develop stronger teams by working alongside sellers instead of managing from an “ivory tower.”Coaching Beyond the Playbook: Why frameworks like MEDIC only create value when leaders continually challenge sellers on discovery, economic buyers, budget processes, urgency, and deal strategy.Owning the Full Revenue Lifecycle: How the CRO role extends beyond sales to pipeline, ICP strategy, marketing, business development, channels, pre-sales, revenue operations, retention, and expansion.Balancing Today and Tomorrow: Why CROs need to manage current-quarter performance while anticipating future growth needs and identifying where the revenue engine could break.Verticalizing with Purpose: How specialized go-to-market playbooks can help teams navigate different buyer environments without creating organizational chaos.Key Topics:Building and developing high-performing revenue teamsPromoting BDRs and other talent from withinHiring for attitude, drive, and growth potentialMEDIC, discovery, and enterprise sales coachingConsulting skills and value engineering in go-to-market leadershipThe difference between a CRO and VP of SalesOwning the end-to-end revenue lifecyclePipeline, ICP, TAM, and annual operating plan alignmentBalancing short-term execution with long-term growthBuilding trust through transparency with executive leadershipVerticalization and specialized go-to-market playbooksScaling the revenue engine without creating organizational chaosGuest Spotlight: Chris KobusChris Kobus is Chief Revenue Officer at Genlogs, a freight intelligence company. His career began in consulting at Accenture before he moved into value engineering and technology go-to-market leadership. That background shaped his approach to customer value, team development, and building scalable revenue organizations. At Genlogs, Chris oversees a broad revenue mandate spanning sales, marketing, business development, channels, pre-sales, and revenue operations.Resources & Mentions:GenlogsAccentureMEDICIdeal Customer Profile (ICP)Total Addressable Market (TAM)Annual Operating Plan (AOP)Accelerant Growth Solutions (AGS)🎧 Listen now and follow Selling Intelligence for more insights from revenue leaders building the next generation of go-to-market organizations. Subscribe wherever you get your podcasts.Mark Petruzzi (00:29)Welcome to Selling Intelligence. I'm Mark Petruzzi.KK Anderson (00:33)And I'm KK Anderson.Mark Petruzzi (00:34)And most revenue leaders inherit a title before they inherit the job. You get handed a quota, a team, and a seat at the table, and you spend the next few years figuring out how much of the business actually belongs to you. Our guest today runs one of the broadest CRL mandates we have covered on this show: sales, marketing, biz dev channels, pre-sales, and revenue ops.would have done in line into customer success as well.KK Anderson (01:04)Chris Kobus is Chief Revenue Officer at Genlogs, a freight intelligence company that recently closed a $60 million Series B. He started his career in consulting at Accenture before moving into a value engineering role at a supply chain technology startup. And that background shapes how he builds go-to-market motions today. He's also selling into a market that has never had to buy what he's selling before.Which means his team has to help buyers see a problem they didn't know they had. Chris, welcome to selling intelligence.Chris Kobus (01:38)Hi everyone, thanks for having me.Mark Petruzzi (01:40)Yeah, we're happy to have you ...
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