How CROs Regain Line-of-Sight to Real Customer Value

Episode #236:Mark Flanagan, Chief Revenue Officer at LOGEX, explains why customer value must anchor every decision a revenue team makes. He highlights how rigid sales processes create friction that erodes trust early in the buyer experience. He explores why buyers arrive more informed than ever and how CROs must adapt to remain credible.“Your margin for success comes from how buyers experience every interaction and whether they feel understood at each stage.” – Mark FlanaganIn this episode, Mark examines how CROs can reduce friction in the buyer's journey, rebuild trust in a skeptical market, and create systems that keep revenue teams aligned with real customer needs. He highlights why organizations succeed when customer proximity becomes a regular practice, not just an aspiration.Follow Mark Flanagan on LinkedIn Follow Steve MacDonald on LinkedIn