Brian Krause, Chief Revenue Officer at Aware

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The Growth Wizards Podcast

Geoffrey Lugli

23 episodes

2 days ago

The Growth Wizards Podcast is the playbook for B2B GTM leaders who want smarter, repeatable ways to generate demand and build pipeline. Each episode breaks down how CEOs, CROs, and marketing execs drive growth — from top-of-funnel tactics and AI to thought leadership that converts.

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Brian Krause, Chief Revenue Officer at Aware

The Growth Wizards Podcast

21 minutes 39 seconds

2 months ago

Brian Krause, Chief Revenue Officer at Aware

Cutting Through the Noise: AI, Specificity, and Enterprise GTM with Aware’s CRO Brian Krause

Summary

In a market flooded with messages and smarter buyers, how do you win complex enterprise deals without adding to the noise? Brian Krause, Chief Revenue Officer at Aware, angel investor, and strategic advisor, shares a playbook for precision go-to-market. Aware builds biometric software that helps organizations verify identities and combat deepfakes, synthetic fraud, and account takeovers—giving Brian a front-row view of both GTM transformation and AI-driven threats. He explains why the best sellers are “information brokers,” how AI should speed access to relevant insights (not replace relationships), and why Customer Success is the most overlooked frontier for AI-driven revenue. Brian also breaks down how to turn research-grade innovation into clear differentiation, why use-case specificity beats generic claims, and where chatbots help—and fail—in technical enterprise sales. He closes with practical security advice for leaders and consumers: be vigilant, and choose providers with biometrics and step-up authentication.

Timestamps

- [00:01] – Guest intro and career path: from Wall Street to CRO at Aware

- [01:44] – Pace and specificity: why generalist selling no longer works

- [02:46] – AI’s real role in enterprise sales—and the overlooked Customer Success opportunity

- [05:54] – Practical tools: internal automation and arming reps with timely intel

- [08:56] – Fighting deepfakes: translating R&D into differentiated GTM

- [10:55] – Cutting through the noise: use-case messaging and consultant-level selling

- [14:59] – Bots vs. humans in complex sales: where chatbots help and where they don’t

- [17:07] – Protecting against AI-driven fraud: vigilance and biometrics-first security

Takeaways

- Anchor your GTM to precise use cases and the customer’s decision criteria—not broad product claims.

- Use AI to arm sellers with timely, relevant insights; accelerate research without replacing human relationships.

- Elevate Customer Success with AI that surfaces multi-threaded account signals to drive retention and expansion.

- Curate data inputs: tight ICPs, personas, and governed feeds beat “boil the ocean” approaches.

- Translate deep technical work into clear differentiation backed by proof points and demos.

- Strengthen security by choosing providers with biometrics and step-up authentication; continually train teams to spot phishing and deepfakes.