Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello

Podcast: Revenue Builders · Force Management

Opublikowano: 2026-08-27

CROs who chase pipeline numbers miss what really matters. Sam Costello's path from sub-$1M to $100M at Harness taught him to stop managing revenue and start building the machine that produces it, which means recruiting elite, coachable talent, running a champion-first sales process with discipline, and building a culture of radical candor where MEDDPIC reviews are hunts, not compliance exercises. If you're spending more time managing numbers than building people and process, this conversation reveals where that shift starts – and what it costs to miss it. Sam Costello is CRO at Harness, where he's spent 7.5 years sc...