Shows
Selling the CloudEp. 76 -Systemizing Sales for Predictable Growth with David Fastuca - Part 2In Part 2 of our conversation with B2B Sales Playbook co-author and Growth Forum CEO David Fastuca, we dig deeper into the realities of modern B2B selling—where sales efficiency meets brand experience, and AI is no longer optional.From the dangers of AI-powered spam to the rise of seller personal branding, David, Mark, and KK unpack the current sales landscape and where it's headed.In this episode, we explore:Why AI spam is killing your brand—even if your numbers look “okay” on paperHow to realign your go-to-market strategy around quality, not just qua...2025-05-2127 min
Selling the CloudEp. 75 Systemizing Sales for Predictable Growth with David Fastuca - Part 1In this episode of Selling the Cloud, we sit down with David Fastuca, CEO and Co-Founder of Growth Forum and co-author of the bestselling new book B2B Sales Playbook. From his base in Melbourne, David shares how high-growth teams can stop relying on random acts of selling and start building systemized, scalable sales engines. If you're still managing sales with gut instinct and ad-hoc processes, this episode is your wake-up call.What We Cover:Systemizing Sales Growth: Why repeatable processes always outperform superstar sellers—and how to build one.Calendar = Control: How elite sellers block ti...2025-05-1421 min
Selling the CloudSelling Through Uncertainty: How Top Sellers with AI Win in a Shaky MarketIn this episode of Selling the Cloud, hosts Mark Petruzzi and Kristin Anderson sit down with Stephen Messer, co-founder of Collective[i], to unpack why traditional sales playbooks are failing in today’s volatile markets—and what elite revenue organizations are doing differently.Stephen brings a bold, data-backed perspective on why so many sales teams are flying blind and how AI-powered feedback loops are becoming essential for navigating constant change.What You’ll Learn:Why playbooks break down when market conditions shiftHow reliance on historical data leads to broken forecastsThe growing gap between buyer behavi...2025-05-0754 min
Selling the CloudHiring Grit: How to Build a High-Performance Sales Team with Doug Brown - Part 2In Part 2 of our powerful conversation with Doug Brown—CEO of CEO Sales Strategies—we dig deep into what it really takes to scale a high-performing sales organization.From identifying your ideal buyer to designing repeatable sales systems and aligning with customer psychology, Doug shares the process-driven, mindset-first strategies he’s used to help top-performing teams accelerate revenue with confidence.This episode is packed with frameworks, real-world stories, and sharp insights that sales leaders, CROs, and founders can implement immediately to boost productivity, predictability, and team performance.Topics Covered:Sales...2025-04-3030 min
Selling the CloudHiring Grit: How to Build a High-Performance Sales Team with Doug Brown - Part 1In Part 1 of this conversation with Doug Brown—CEO of CEO Sales Strategies and one of the most trusted voices in revenue acceleration—Mark and KK dive into what it really takes to build a high-performance sales team.Whether you're scaling a startup or optimizing a mature sales org, this episode is your blueprint for hiring top producers, increasing predictability, and improving performance from day one.What you'll learn:Why clarity before hiring is the foundation of world-class sales teamsHow mindset, not just skillset, separates top performers from average repsThe power of structured interviews, role...2025-04-2322 min
Selling the CloudSelling the Experience: Building Global Sales Teams That Win with Gene Guhne - Part 2In this episode of Selling the Cloud, Gene Guhne, a seasoned sales executive and global leader at Sabre, joins Mark Petruzzi and KK Anderson for a candid conversation on what it takes to lead modern sales organizations. From building cultures of accountability to navigating geopolitical risk, Gene shares battle-tested leadership lessons that every CRO and sales leader should hear.Topics Covered:How emotional intelligence builds trust and performanceWhy accountability doesn’t mean pressure—it means supportThe silent fears behind big-ticket purchasesLessons from global sales: data privacy, geopolitical risk, and investment strategyHow soft skills are evolving in high...2025-04-1615 min
Selling the CloudSelling the Experience: Building Global Sales Teams That Win with Gene Guhne - Part 1In this episode of Selling the Cloud, hosts Mark Petruzzi and KK Anderson sit down with Gene Guhne, Senior Vice President of Global Sales at Sabre Hospitality, to explore what it truly takes to lead a successful global sales team in today’s fast-evolving landscape. Gene draws on decades of experience managing international teams to share insights into building trust, fostering emotional intelligence, and driving high performance in a complex, multicultural environment.This episode is a must-listen for sales leaders, go-to-market strategists, and anyone navigating global team dynamics.Key Themes Discussed:1. Building Trust Ac...2025-04-0919 min
Selling the CloudHow AI is Revolutionizing Digital Marketing & Content Creation with Taylor Frame - Part 2In this high-energy episode of Selling the Cloud, co-hosts Mark Petruzzi and KK Anderson sit down with Taylor Frame, founder of Best Practice Media, to dive deep into how AI is revolutionizing performance marketing, personalization, and paid media strategy.Taylor shares cutting-edge insights from managing over 100 brands across e-commerce and local business — and unpacks how AI tools are transforming everything from video content creation to cash flow modeling. Whether you're trying to convert dress shoppers or find leads for a functional medicine clinic, Taylor’s got battle-tested strategies you can implement today.Topics We Cover:Wh...2025-04-0224 min
Selling the CloudHow AI is Revolutionizing Digital Marketing & Content Creation with Taylor Frame – Part 1Welcome back to Selling the Cloud, the podcast that explores the art and science of B2B sales in today’s ever-evolving SaaS world. In this episode, co-hosts Mark Petruzzi and KK Anderson sit down with Taylor Frame, Chief Revenue Officer at Best Practice Media, for a deep dive into how AI is transforming the landscape of digital marketing.Taylor brings a fresh perspective on leveraging artificial intelligence—not just to streamline marketing operations, but to drive real business outcomes. From content creation and funnel development to customer research and campaign optimization, Taylor shares how his team has...2025-03-2623 min
Selling the CloudAI vs. Traditional Sales: Why Orchestration is the Game-Changer Part 2Selling the Cloud – Part 2: AI’s Role in Sales Transformation with Jonathan KvarfordtIn Part 2 of our deep dive with Jonathan Kvarfordt (Momentum.io), we explore the next frontier of AI in sales, from orchestration vs. automation to the future of CRM and how AI is reshaping the role of sellers.Key Takeaways:From Automation to Orchestration – Why simply automating sales isn’t enough anymoreWhere to Start with AI – How revenue leaders should identify gaps before adding AI to the mixThe Future of CRM – Is AI making traditional sales systems obsolete?Sales Enablement in an AI World...2025-03-1925 min
Selling the CloudAI vs. Traditional Sales: Why Orchestration is the Game-Changer Part 1In this episode of Selling the Cloud, hosts Mark Petruzzi and KK Anderson dive deep into one of the most transformative shifts in sales and go-to-market strategies: how AI is revolutionizing the way businesses uncover hidden data, orchestrate sales motions, and accelerate revenue growth.Joining them is Jonathan Kvarfordt, Head of Go-to-Market Growth at Momentum.io, an industry leader in AI-powered revenue intelligence. Jonathan is a recognized expert in AI-driven sales strategy, founder of the GTM AI Academy, and a top LinkedIn voice in breaking down AI for sales, marketing, and GTM leaders.2025-03-1225 min
Selling the CloudThe Future of AI in Sales: Elevating Human Connection and PerformanceIn this episode of Selling the Cloud, hosts Mark Petruzzi and KK Anderson sit down with Ioanna Onasi, CEO of Dextego, to explore the intersection of AI and sales performance. As a leader in AI-driven coaching, Ioanna shares how AI enhances—not replaces—human connection in sales.Key Topics Covered:How AI is revolutionizing soft skills in sales—active listening, empathy, and time management.The role of AI in go-to-market execution: real-time coaching, buyer intent signals, and competitive intelligence.Future trends in AI-powered sales: VR role-playing, wearable AI, and automated deal rooms.Ethical considerations in AI-driven sellin...2025-03-0542 min
Selling the CloudSales & Strategy: Frank Cespedes on Fixing the Disconnect That Holds Companies BackIn this episode of Selling the Cloud, hosts Mark Petruzzi and Kathy Minter sit down with Frank Cespedes, a senior lecturer at Harvard Business School and author of Aligning Strategy and Sales. Frank shares his deep expertise on the intersection of business strategy and sales execution, shedding light on why so many organizations struggle to connect their go-to-market plans with real-world sales effectiveness.The conversation dives into:The most common strategic missteps companies make and how to fix them.Why sales leaders must be agents of business strategy, not just revenue drivers.2025-02-2655 min
Selling the CloudAdapting to the AI Era: Navigating B2B Sales with Paul Melchiorre (Part 2)On this episode with Paul Melchiorre we discuss:The Year of Efficiency – How companies are prioritizing enablement, leadership, and strategic decision-making to optimize sales performance.The Evolution of Sales Enablement – Why traditional training isn’t enough and how sales teams need mentoring, better leadership, and structured processes to succeed.Pipeline Reality Check – How elite CROs are cleaning up bloated pipelines and leveraging AI to focus on real opportunities.Outbound Innovation – The changing dynamics of outbound prospecting and why creative, multi-channel strategies are the future.The Critical Role of Leadership – Why strong C...2025-02-1939 min
Selling the CloudAdapting to the AI Era: Navigating B2B Sales with Paul Melchiorre (Part 1)In this episode of Selling the Cloud, hosts Mark Petruzzi and KK Anderson welcome SaaS industry veteran Paul Melchiorre, a leader in sales transformation, private equity investing, and board advisory. With decades of experience across multiple technology revolutions, Paul shares his insights on the evolving landscape of SaaS sales and what it takes to thrive in today's market.Key Discussion Topics:The Changing Buyer Behavior in SaaS – How buyers have become more sophisticated, procurement-driven, and selective in their decision-making.AI’s Impact on Sales & Business Models – How AI is disrupting traditional SaaS models, from p...2025-02-1226 min
Selling the CloudWhy AI Won't Save Bad Selling: Andy Paul on the Future of B2B SalesSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2025-02-0523 min
Selling the CloudWhy AI Won’t Save Bad Selling: Andy Paul on the Future of B2B SalesSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2025-01-3128 min
Selling the CloudFrom SDR to CEO: Evan Huck on Reinventing Sales in a Changing WorldEpisode Summary:In this episode of Selling the Cloud, hosts Mark Petruzzi and KK Anderson sit down with Evan Huck, CEO of UserEvidence, to explore his inspiring journey from an introverted SDR to the leader of a groundbreaking SaaS company. Evan shares the lessons he’s learned about building resilient teams, fostering innovation, and adapting to the rapidly changing sales landscape.This conversation dives into the shifting dynamics of B2B sales, the rise of evidence-based marketing, and how startups can thrive in unstructured environments. Packed with actionable insights, this episode is perfect for sales pr...2025-01-1649 min
Clinical Research CoachColleen Melchiorre- A Medical Mom's Journey: Staying Centered Through Hypoplastic Left Heart Syndrome and TransplantColleen Melchiorre is a dynamic strategic leadership executive and a devoted mother. In this compelling episode, Colleen shares an extraordinary story of courage and resilience as she advocates for her son, Paul, diagnosed prenatally with Hypoplastic Left Heart Syndrome.
Fueled by her unwavering maternal instincts, Colleen embraced the role of "Medical Mom," fearlessly navigating the intricate and often overwhelming medical system. With a perfect blend of wit, wisdom, and practical insight, she recounts her journey, offering invaluable advice on managing complex medical information, building effective relationships with care teams, and creating a sense of home even within...2025-01-1152 min
Selling the CloudBreaking the CRM Mindset - Why AI and Agile Selling are the Future with Stephen Messer (Part 2)See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2025-01-1038 min
Selling the CloudBreaking the CRM Mindset: Why AI and Agile Selling are the Future with Stephen Messer (Part 1)See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2025-01-0231 min
Selling the CloudUnboxing Innovation: How Kris Rudeegraap Built Sendoso into a Market LeaderIn this episode of Selling the Cloud, co-hosts Mark Petruzzi and KK Anderson sit down with Kris Rudeegraap, Co-Founder and Co-CEO of Sendoso, to discuss his journey from being a successful sales executive to building the leading sending platform that’s reshaping how businesses connect with prospects and customers.What You’ll Learn:Kris’s Entrepreneurial Journey: From selling mistletoe as a kid to creating Sendoso, Chris shares the pivotal moments that sparked his transition from sales rep to founder.Scaling a Business: Learn how Kris and his team bootstrapped their way to $400K ARR, then scaled...2024-12-1846 min
Selling the CloudBlueprints for Revenue Growth: How to Build Your Revenue EngineIn this episode of Selling in the Cloud, Mark Petruzzi and KK Anderson are joined by Roee Hartuv, the Revenue Architect and Global Practice Leader at Winning by Design. Together, they explore actionable frameworks and insights for building a sustainable and scalable revenue engine in today’s evolving B2B landscape.What You’ll Learn in This EpisodeThe Revenue Factory Concept:Discover how the "Revenue Factory" provides a framework for sustainable growth in recurring revenue businesses by applying principles from manufacturing to optimize processes, reduce costs, and ensure customer impact.The Bowtie Go-t...2024-12-0442 minSelling the CloudWomen in Sales Club - The Story and the Journey with Alexine MudawarJoin us as we look back at how Alexine's journey from aspiring retail buyer to B2B sales leader shaped her career, inspired the founding of the Women in Sales Club, and sparked important conversations on diversity and inclusion in sales.Alexine's goal after graduating from Purdue University was to become a retail buyer for a leading retailer, Neiman Marcus. Alexine's first manager within the Neiman Marcus buyer program suggested that Alexine might want to pursue a sales career based upon her performance in retail sales during her initial training program.2024-11-2025 minSelling the CloudThe Power of Partnerships in Scaling B2B Cloud Growth with Ben Pastro, AnumetricIn this re-released episode of Selling the Cloud, we revisit a valuable conversation with Ben Pastro, who dives into the power of partnerships in B2B tech. Ben Pastro has a long history in professional services and systems integration in the B2B Tech industry, and has several insights and perspectives on the question of if and how to make partnerships successful for a modern B2B Tech company.After investing 8 years at Oracle, a founding father of leveraging channel partnerships to accelerate revenue growth. Following Oracle, Ben joined A...2024-11-1325 minSelling the CloudHigh Quality Data - THE Secret Weapon in B2B Cloud Sales - with Bob Scarperi, Revenue Vision PartnersTune in as we revisit this episode, where Bob Scarperi reveals how proactive, data-driven strategies help sales teams target high-value prospects and enhance outbound success.Data-Driven - a phrase we hear often in the B2B Cloud industry - but often as an output from sales activity versus as a primary input to outbound sales activity.Bob Scarperi, has built a company that focuses on ensuring the right and complete account and contact data are in the sales resource hands before they being the outreach and lead generation process.2024-11-0633 minSelling the CloudTop Skills for the Modern B2B Sales Professional - with Joseph Fung, CEO at UvaroJoin us as we revisit this impactful episode with Joseph Fung and recognize how much has changed in B2B sales since its original airing – with the shifts introduced by COVID-19 still shaping the industry today.Joseph is a multi-time founder of B2B SaaS companies, and his experience, frustration and challenge with scaling the sales organization was the catalyst to founding a company, Uvaro, purpose built to train the modern B2B sales professional.As a trained engineer, Joseph wants to see the data that measures the variables th...2024-10-3028 minSelling the CloudYou're More Than a Number - with Scott LeeseWho better to write a book about being a VP Sales in the B2B SaaS industry, than 5x VP Sales and leading LinkedIn sales influencer, Scott Leese. Join us as we revisit this episode to dive back into Scott’s journey, insights, and strategies for navigating the complex role of a VP Sales in the fast-paced world of B2B SaaS.Scott's primary focus has been to help scale early stage B2B SaaS companies scale from $1M to $20M+. This experience was the catalyst for writing a book that covers the good, the...2024-10-2335 minSelling the CloudCustomer Success, Success - with Eileen VoynickJoin us in our re-release of our episode featuring Eileen Voynick and her deep insights into the evolution of Customer Success in the enterprise software industry, from SAP to the modern Cloud era.Eileen Voynick has held senior operating roles and board leadership roles at companies including SAP, Oracle, Siebel Systems, All Scripts, Sparta Systems, and Chair of the Board at Jefferson Health.In this episode, Eileen shares the evolution of Customer Success, both as a function and as a focus in the enterprise software industry.2024-10-1636 minSelling the CloudSocial Selling to Digital Selling to Scaling Pipeline Development - with Jamie Shanks, Founder and CEO Sales for LifeWe're revisiting this insightful episode as B2B selling continues to evolve, especially within the fast-paced world of cloud solutions.Jamie Shanks, the founder, and CEO of Sales for Life is a true pioneer in Social Selling. Speaking to Jamie is like drinking a double shot of espresso.Social media for selling was a discovery that Jamie first identified when he reversed engineer what B2B Sales professionals had been doing in outbound sales for years, and then apply on LinkedIn.Social Selling was...2024-10-0933 minSelling the CloudSales 3.0 - The evolution of the B2B Sales Mindset - with Gerhard GschwandtnerJoin us as we revisit this episode with Gerhard Gschwandtner, the founder of Selling Power Magazine and creator of the Sales 3.0 Conference has been teaching and training sales professionals for 30+ years. His insights on sales success and mindsets are more prevalent today than ever.On this episode, Gerhard shares his insights based upon his experiences interviewing hundreds of extremely successful business people including Mark Cuban, Bill McDermott (SAP + ServiceNow), Keith Krach (DocuSign + Ariba) and training thousands of B2B Sales professionals.The B2B Sales profession has been changed d...2024-10-0332 minSelling the CloudInside Sales + Enterprise Buyers - with Sally Duby, Chief Sales Officer at The Bridge GroupJoin us as we revisit a classic episode with Sally Duby, the Chief Sales Officer at The Bridge Group and a co-founder of the Silicon Valley VP Sales Forum who brings over 25 years of experience to the evolving world of Inside Sales and business development. In this episode of Selling the Cloud, we discuss the evolution of Inside Sales in the SaaS/Cloud industry, and specifically how Inside Sales is being used in the pursuit of enterprise-class customers.Sally first learned the craft of Inside Sales at Oracle, which...2024-09-2534 minSelling the CloudStorytelling in SaaS Enterprise Sales - with Doug Landis, Emergence Capital Growth PartnerAs we revisit this episode, Doug Landis' insights on storytelling in B2B sales are more important than ever. Learn how compelling stories can help differentiate and elevate your message in a crowded market.Doug Landis, Growth Partner at Emergence Capital was formerly the Chief Storyteller at Box. Before being the Chief Storyteller at Box, Doug was an executive in the Sales Productivity group at Salesforce.In this episode of Selling the Cloud, we dive deep into how storytelling has become a critical skill for enterprise-class, B2B sales...2024-09-1832 minSelling the CloudThe emergence of the Chief Revenue Officer - with Paul Melchiorre, Operating Partner at StripesWe are excited to revisit this episode of Selling the Cloud. featuring Paul Melchiorre, a legendary Silicon Valley Chief Revenue Officer at leading Saas companies like Ariba and AnaPlan. Paul's unique perspectives on scaling high-growth companies, the role of a CRO, and the impact ofProduct Led Growth remains just as relevant today. Over thirty years, Paul has had the change to be a part of industry leading, high growth companies beginning with SAP where Paul was an early executive for their entry into the North American market.Paul then...2024-09-1127 minSelling the CloudMoving beyond Data Driven to Metrics Informed Decisions - with Michael Pollack, CEO IntricatelyAs the landscape of B2B marketing and sales continues to grow, it's the perfect time to revisit this insightful conversation and Michael Pollack’s perspectives on optimizing your data strategy for more effective customer acquisition.Moving from data driven to metrics informed decisions and what does this mean for customer acquisition professionals?This was a primary topic of conversation on the latest Selling the Cloud podcast with Michael Pollack, Intricately CEOData is like water - it's really important if you don't have any but what if you have TOO MUCH? Water's value in...2024-09-0536 minSelling the CloudTransforming an Enterprise Sales Organization - with Cathy Minter, CRO at R3As we near the end of Q3, we thought it would be a great time to re-listen to "Transforming an Enterprise Sales Organization - with Cathy Minter, CRO at R3"Cathy shares her experiences in taking over the role of the CRO in an early stage pioneer in applying Block Chain to enterprise level application development. The need for transformation was initially based upon the original formation of R3, which was founded as a consortium of large financial service companies exploring how Block Chain could impact and be leveraged in the banking industry. Initially, R3 was...2024-08-3036 minSelling the CloudWhat made Zoom - Zoom with Greg Holmes, former CRO at ZoomIn this timeless episode of the Selling the Cloud podcast, we revisit a conversation with Greg Holmes, the former Chief Revenue Officer at Zoom Video Communications from 2013 to 2020. This inaugural episode remains as relevant today as it was when first recorded, offering deep insights into the factors that fueled Zoom's meteoric rise.Join our co-hosts, Mark Petruzzi, and Ray Rike as they delve into the unique "happiness culture" that Zoom cultivated from its early days. Greg shares how Zoom's commitment to customer and employee happiness became a cornerstone of its success, from establishing "happiness crews" in every...2024-08-2338 min
Selling the CloudBridging the Gap: The Connective Tissue of RevOps with Nivedita (Neetha) Ratakonda, CEO BigLittleIn this episode of the “Selling the Cloud” Podcast, we are excited to welcome Neetha Ratakonda, CEO of BigLittle.ai. Neetha discusses her journey from engineering to entrepreneurship and explores how to bridge the marketing-to-sales disconnect. She delves into revenue leaks, process inefficiencies, and how RevOps acts as the connective tissue that empowers an effective go-to-market process. Tune in to learn about emerging technologies and how they are transforming RevOps to optimize revenue and drive business success.Co-hosts: Mark Petruzzi and Katerina OstrovskyGuest: Nivedita (Neetha) Ratakonda, CEO of BigLittleShow...2024-08-1440 min
Selling the CloudThe Best of Philly with the King of Sales; Jeffrey Gitomer and our co-host Paul MelchiorreIn this lively and unfiltered episode of "Selling the Cloud," we bring you a dose of Philly spirit with the dynamic duo Jeffrey Gitomer and Paul Melchiorre. This isn't just another podcast episode—it's a masterclass in sales resilience, grit, and preparation from two men who grew up in the streets of Philadelphia. Expect candid conversations, raw insights, and a bit of Philly spice as Jeffrey and Paul dive into their journeys and the evolution of sales in the age of AI.Highlights:Growing Up in Philly: Jeffrey and Paul share how their Philadelphia upbringing sh...2024-08-0744 min
Selling the CloudOperating Partners, Part 2 with guest Joseph Zito, CEO of (X)FormIn Part 2 of this episode of the “Selling the Cloud” Podcast, RevOps edition, we continue our conversation with Joseph Zito, founder of (X)Form. We explore the vital role of RevOps in ensuring successful strategy execution, addressing the common pitfalls that occur post-strategic offsite, and how an Operating Partner can help the C-suite stay ahead of the game.Joseph delves into the misconception that CEOs and executives can execute a company's strategic vision on their own, highlighting the importance of external support for achieving high performance. We discuss how an Operating Partner facilitates growth amidst "business as usua...2024-07-3130 min
Selling the CloudOperating Partners, Part 1 with guest Joseph Zito, CEO of (X)FormIn Part 1 of this 2-part episode of the “Selling the Cloud” Podcast, RevOps edition, we are joined by Joseph Zito, founder of (X)Form, a company that partners with C-level executives to tackle ambitious goals amidst challenging revenue, profit, and operations dynamics. In this episode, we discuss executing effective company strategies, mobilization techniques to unite teams, and the impact of having an Operating Partner for the C-suite.Joseph shares his journey from coder to executive, his experience across various roles in startups and large enterprises, and the founding of (X)Form. We delve into defining strategy, the chal...2024-07-2422 min
Selling the CloudThe Evolution of Enterprise Sales, Part 2, Rob Schilling, SVP, ERP Sales N.A. @ OracleIn the second part of this engaging conversation, Rob Schilling addresses the common challenges companies face when transitioning to a data-centric sales model. He shares candid experiences where a data-driven approach may fall short and offers his perspective on how AI is reshaping the “art of sales.” With a keen eye on the future, Rob discusses the evolving role of AI and data-driven sales, the risks of over-reliance on AI, and the lessons he has learned from selling abroad, particularly in Japan. Wrapping up, Rob provides invaluable guidance for emerging Chief Revenue Officers (CROs) in the AI era, emphasizing the...2024-07-1925 min
Selling the CloudThe Evolution of Enterprise Sales, Part 1, Rob Schilling, SVP, ERP Sales N.A. @ OracleIn this episode of Selling the Cloud, co-hosts Mark and Cathy sit down with Rob Schilling, SVP ERP Cloud at Oracle, to delve into the pivotal moments that have shaped his career in enterprise sales. Rob shares insights into the fundamentals of sales, emphasizing the importance of being the "CEO of your own territory," focusing on the customer, and selling business value. Additionally, Rob explores today's access to data and metrics and the balance between a customer-centric buyer's perspective and data-driven sales strategies, offering practical advice on encouraging teams to adopt this two-sided approach.Co-Hosts: Mark Petruzzi...2024-07-1723 min
Selling the CloudThe Future of Revenue Enablement and the Impact of Data, Steve Richards, SVP Revenue EnablementIn this episode of Selling the Cloud, we sit down with Steve Richards from Mediafly to discuss the future state of sales enablement. We explore the balance between leveraging data and maintaining the human element in sales, strategies to alleviate friction points in the sales funnel, and the critical role of cross-functional collaboration among high-performing leaders and companies.Guest: Steve Richards, SVP Revenue Enablement at: MediaflyCo Hosts: Mark Petruzzi and Paul Melchiorre-----Show mentions:Gold Rush, with Tony BeetsDoug MayThe book...2024-06-2642 min
Selling the CloudFull-Funnel Insights with Toni Hohlbein, Part 2: Efficiency, Digital Twins, and SaaS TrendsIn Part 2 of our conversation with Toni Hohlbein, we delve into how macro trends in the markets are forcing changes in the way we operate SaaS companies, with a focus on doubling down on efficiency and prioritizing effective channels. We discuss how incremental improvements in the funnel compound over time and can significantly impact revenue growth. Toni also highlights geographic differences in maturity between US and EMEA companies, discusses which C-suite persona feels these pains the most, and where RevOps should sit in the organization to have the most impact. Co-hosts: Mark Petruzzi and Katerina Ostrovsky2024-06-1916 min
Selling the CloudFull-Funnel Insights with Toni Hohlbein, Part 1: Efficiency, Digital Twins, and SaaS TrendsIn Part 1 of this episode of "Selling the Cloud," we sit down with Toni Hohlbein, CEO and co-founder of Growblocks, to explore the transformative power of full-funnel visibility in revenue operations.Toni shares insights on the evolving role of RevOps, leveraging factory-like efficiency in B2B SaaS, the impact of digital twins on business planning, and navigating the current SaaS recession. We discuss the importance of precise metric tracking, the pitfalls of indiscriminate cost-cutting, and how Growblocks helps companies optimize their go-to-market strategies.Guest: Toni Hohlbein, CEO of GrowblocksCo Hosts of Selling...2024-06-1226 min
Selling the CloudThe Pivitol Alignment between Strategy and Sales - Frank Cespedes, Senior Lecturer at HarvardWelcome to today's episode of the 'Selling the Cloud' Podcast! We are thrilled to have Frank Cespedes as our guest. Frank is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. With a wealth of experience in running businesses, serving on boards for start-ups and corporations, and consulting globally, Frank brings a unique perspective to our discussion. He is the author of six books, including our topic for today, Aligning Strategy and Sales.In this episode, we dive into these key areas:The importance of clear communication of strategic choices to...2024-06-0555 min
Selling the CloudData observability within RevOps Pt. 2 - Lindsey Meyl, CEO and Cofounder of RevAmpWelcome to part two of the RevOps edition of "Selling the Cloud," featuring Lindsey Meyl, CEO of RevAmp. In this episode we explore how companies can leverage their data for a competitive advantage, manage business strategy around a shared set of metrics and an ICP, and execute on recommended growth levers based on data signals in a scalable manner. Lindsey also discusses overcoming obstacles in data integration, the critical role of RevOps in handling priorities, and the shift towards viewing revenue as a science. Tune in for actionable insights on optimizing your RevOps strategy and driving business growth.2024-05-2923 min
Selling the CloudData observability within RevOps Pt. 1 - Lindsey Meyl, CEO and Cofounder of RevAmpIn this episode of the "Selling the Cloud - RevOps Edition" podcast, Lindsey Meyl, co-founder of RevAmp, discusses optimizing go-to-market strategies through comprehensive data insights. Key topics include the importance of a dynamic data strategy, the transformative role of observability in RevOps, and leveraging AI for competitive advantage.Lindsey explains how many GTM leaders struggle with data confidence, comparing traditional CRM data processes to agile software development, and highlighting the need for a more dynamic approach to data collection and analysis.We delve into how observability can transform revenue operations by integrating various data signals, such as website...2024-05-2223 min
Selling the CloudData Driven and Metric Based Selling in B2B Pt.2 - Kevin Knieriem, President, Strategic GTM at ClariThis is Part 2 of Data Driven and Metric Based Selling in B2B, Kevin shares insights from his career journey, highlighting pivotal moments where AI and data-driven strategies made a significant impact. And we continue to cover these topics:Data-Driven Companies: We delved into what it takes for companies to become truly data-driven in today's landscape.AI and B2B Sales: Exploring the evolving role of AI and machine learning in shaping the future of B2B sales.Metric-Based Sales Culture: We discussed how revenue leaders can seamlessly blend metric-based business approaches with people-driven sales cultures.2024-05-1521 min
Selling the CloudData Driven and Metric Based Selling in B2B Pt.1 - Kevin Knieriem, President, Strategic GTM at ClariIn this episode, we had the pleasure of hosting Kevin Knieriem, the President, Strategic GTM of Clari. Our discussion revolved around three key themes:Data-Driven Companies: We delved into what it takes for companies to become truly data-driven in today's landscape.AI and B2B Sales: Exploring the evolving role of AI and machine learning in shaping the future of B2B sales.Metric-Based Sales Culture: We discussed how revenue leaders can seamlessly blend metric-based business approaches with people-driven sales cultures.Kevin shared insights from his career journey, highlighting pivotal moments where AI and...2024-05-0820 min
Selling the CloudSelling with AI, How Buyers Want to Buy Pt.2 - Andy Paul, Host of the Win rate PodcastToday we will be covering part 2. of our show with Andy Paul, the host of the Win Rate Podcast:The Evolution of Sales in the B2B SaaS era Integrating AI into Sales StrategiesLeadership and Scaling Sales Teams See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2024-05-0123 min
Selling the CloudSelling with AI How Buyers Want to Buy Pt. 1 - Andy Paul, Host of the Win Rate PodcastToday we will be covering three main areas with Andy Paul, the host of the Win Rate Podcast:The Evolution of Sales in the B2B SaaS era Integrating AI into Sales StrategicsLeadership and Scaling Sales Teams See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2024-04-2428 min
Selling the CloudAligning Strategy in Marketing, RevOps, and Sales Part 2 with Kunal Mehta, Bain ConsultingToday we are covering three main areas.1) the strategies that B2B companies can use to alignment strategy across marketing, rev ops, and sales.2) how data analytics helps marketing, rev ops, and sales work more effectively together.3) how should we be thinking about continuous improvement across marketing, rev ops, and sales.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2024-04-1829 minSelling the CloudAligning Strategy in Marketing, RevOps, and Sales - Kunal Mehta, Bain ConsultingToday we are covering three main areas. 1) the strategies that B2B companies can use to alignment strategy across marketing, rev ops, and sales. 2) how data analytics helps marketing, rev ops, and sales work more effectively together.3) how should we be thinking about continuous improvement across marketing, rev ops, and sales. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2024-04-0921 min
Sales Strategy & Enablement by Revenue.ioSelling the Cloud, with Mark Petruzzi and Paul MelchiorreMark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales stereotypes of yesterday are evolving for the positive.More on Andy: Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on Amazon...2023-07-2553 min
Business Creators Radio Show with Adam HommeyTake a Deep Dive Into What It Takes to Be Successful in Selling Cloud Software Today, With Mark Petruzzi and Paul Melchiorre
Enterprise-level cloud software sales have become the holy grail of B2B selling. By employing Software-as-Service (SaaS), the vendor takes over the tasks of deploying and maintaining applications, allowing technology to focus on the process, leaving companies to focus on getting the best outcome for their customers.
Saas has turned the selling of software upside down in all the best ways. Creating long term relationships is imperative to retaining customers for the long haul. Profitable SaaS selling is dependent on a new breed of sales leaders and direct reps who possess a different set of skills and...2023-06-061h 00Business Creators Radio Show With Adam HommeyTake a Deep Dive Into What It Takes to Be Successful in Selling Cloud Software Today, With Mark Petruzzi and Paul Melchiorre
Enterprise-level cloud software sales have become the holy grail of B2B selling. By employing Software-as-Service (SaaS), the vendor takes over the tasks of deploying and maintaining applications, allowing technology to focus on the process, leaving companies to focus on getting the best outcome for their customers.
Saas has turned the selling of software upside down in all the best ways. Creating long term relationships is imperative to retaining customers for the long haul. Profitable SaaS selling is dependent on a new breed of sales leaders and direct reps who possess a different set of skills and...2023-06-061h 00
Becoming PreferredPaul Melchiorre – What It Takes To Be Successful In SellingSEASON: 2 EPISODE: 23Episode Overview:Amateurs in sales score occasional wins. Professionals create consistent results. Top sales professionals don’t make quota, they exceed quota. They don’t make sales, they create customers. They don’t dream of earning a good living, they are living the good life.My guest has captured the time-tested sales wisdom of great salespeople that realized early in their career that learning means earning. Join me now for my conversation with author, and speaker Paul Melchiorre.Guest Bio: Paul Melchiorre is co-author of: Selling the Cloud...2023-06-0541 min
The BRILLIANCE + PASSION Podcast with Adam HommeyMark Petruzzi & Paul Melchiorre – Authors, Selling the CloudSorry, your browser doesn't support embedded videos.Mark Petruzzi has worked in the enterprise and cloud software ecosystem for 25 years. He has held senior leadership positions at Oracle, UKG (Ultimate Software), HCL, Accenture, and Deloitte where he was instrumental in building both the Oracle and Ariba practices into the largest “Big Four” practice in their respective markets. He has worked as a serial entrepreneur, founding, growing, and successfully exiting boutique consulting firms in the Salesforce, Oracle, and Peoplesoft ecosystems. More recently, Mark has turned his focus toward developing and executing innovative sales transformation as an expert board and leadership advi...2023-04-2926 min
Small Business DigestSmall Business Digest - Joe Press & Paul MelchiorreJoe Press talks about the future of the office and his new book.Paul Melchiorre talks about how and why small businesses should go to the cloud2023-03-051h 00
Pèlerins de Dieu • RCF Hauts de FranceGiuseppe Melchiorre Sarto, Saint Pie X 4/4 - Le pasteur des âmesFêté le 21 août, successivement curé de paroisse, évêque de Mantoue, puis de Venise, enfin élu évêque de Rome, il se donna, comme règle de conduite et de gouvernement, de tout restaurer dans le Christ, ce qu'il accomplit avec simplicité d'âme, pauvreté et vigueur, en cherchant à développer parmi les fidèles la vie chrétienne au moyen de la participation à l'Eucharistie, de la dignité de la liturgie et de l'intégrité de la doctrine. En pèlerinage au lieu de naissance de saint Pie X, saint Jean-Paul II a dit de lui en 1985 : « Il a lutté et souffert pour l...2023-02-2125 min
Pèlerins de Dieu • RCF Hauts de FranceGiuseppe Melchiorre Sarto, Saint Pie X 1/4 - De Riese à MantoueGiuseppe Melchiore Sarto, 257 e pape sous le nom de saint Pie X, est le 1er pape du XXe siècle à avoir été canonisé en 1954 par le pape Pie XII. Après lui 3 autres papes bénéficient de cette distinction les saints Jean XXIII, Paul VI et Jean-Paul II. Mais avant lui aucun pape n’a été canonisé depuis saint Pie V au XVIe siècle. Seuls les bienheureux papes Innocent XI (1676-1689) et Pie IX (1846-1878) ont été béatifiés. L’Eglise a porté saint Pie X sur les autels à cause des vertus qu’il a pratiquées dans sa vie privée comme dan...2023-01-3126 min
The EPM Show: All Things Enterprise Performance ManagementNext generation planning platforms ft. Paul Melchiorre (EPM exec & investor)Paul Melchiorre is an EPM legend who quickly became a senior executive at SAP and later served as CRO and CEO at Anaplan. He's now an investor in next generation EPM technology like Pigment and Fintastic.
In this episode you'll learn:
–> Which up and coming platforms are challenging the current industry leading platforms
–> Why software is not like wine (it does not get better with age)
–> What success looks like in the EPM mid-market, and why software is easier to scale UP than scale down
–> How to approach your career en...2022-11-2327 min
B2B Revenue Leadership - CEO, CRO, CMO, VC, Sales and Marketing Startup SaaSHow David can Beat Goliath and Win with Anaplan's CRO Paul Melchiorre - B2B SALES & MARKETING- B2B SALES & MARKETING Get 14 day Free Trial and ebook = http://www.Prezi.com/BrutalTruth Video Emails by Covideo = http://www.Covideo.com The Best Way to Stay Focused on Your Deals: https://www.pipedrive.com/brian Free A.I. Ice Breaker app: https://nudge.ai/ A.I. Call Analysis by Gong.io = https://www.gong.io/bt Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. ht...2022-11-1633 min
Financial FlossingEp 059: The Pros and Cons of a Solo Dental PracticeDr. Paul Melchiorre provides a concierge approach to patient care in beautiful Palm Beach, Florida. Dr. Melchiorre graduated from Temple University Kornberg School of Dentistry.Listen to the Value of a Solo Dental Practice episode with Dr. Paul Melchiorre about operating a one-person dental officeHere is what to expect on this week’s show:The advantage of being responsive in your dental practiceWhy screening for oral cancer saves lives.The strategies for growing a dental practice alone.Examples of dental concierge service.Challenges of handling all admin work by yourselfConnect with Dr. Paul MelchiorreLinks Mentioned: https://www.drpaulmelchiorre.com/Email: pa...2022-08-1616 min
Selling the CloudDisruption Ready Selling - with Dipanjan Das, GenpactB2B Sales professionals are continuously faced with new challenges and obstacles they need to overcome on the path to success. In the past two years alone, sellers were forced to move to a 100% virtual roll due to a global pandemic. Most recently, the economy has quickly transformed from growth at all costs to efficient, profitable growth as the new imperative.Dipanjan Das, Service Line Leader for Sales & Commercial Service Line, Cloud, Hi-Tech and Media, at Genpact joined the Selling the Cloud Podcast to discuss the need for "disruption ready selling". The first disruption we d...2022-05-2325 min
Sales Strategy & Enablement by Revenue.ioSelling the Cloud, with Mark Petruzzi and Paul MelchiorreMark Petruzzi and Paul Melchiorre are co-authors of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. And in our wide ranging conversation, we explore the current and future states of selling software to the enterprise. We dig into why Mark and Paul believe that, increasingly, software sales are about relationships. Plus, we explore why they believe that the sales stereotypes of yesterday are evolving for the positive.More on Andy: Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on Amazon...2022-04-1253 min
Selling the CloudSell without Selling Out - with Andy PaulThe professional of Sales continues to evolve, and is much more nuanced and complex these days - especially in the world of B2B Sales in the Cloud.Andy Paul is one of the foremost experts in B2B Sales. His 1,000 + episodes of the "Sales Enablement Podcast" and his latest best selling book entitled "Sell without Selling Out" provides unique insights, experiences and recommendations Andy has from over 30 years in the profession.What is the motivation for writing a Sales book? Andy's perspective is that selling is not evolving quick enough - and that we ar...2022-04-0530 minSelling the CloudIs Cold Calling Dead - with Chris Beall, CEO ConnectandSellCold calling is both the bane of existence for many sales professionals, while also being the key to success for sustained revenue generation growth!Chris Beall is the CEO of ConnectAndSell, an assisted dialing, technology enabled managed services company conducting over 60 million outbound calls for their clients every year.The human voice is the most powerful thing in business. The phrase the Chris started the conversation with. In a day where social media engagement is promoted as a top strategy to engage in buyer discussions, Chris is running a company that helps sales organizations unlock th...2022-03-1037 min
Inward Book ClubEpisode 133 - Selling The Cloud by Mark Petruzzi & Paul Melchiorre Part 3JG and Mike conclude Selling The Cloud, and mull over the interview held last episode with the authors themselves. Mike dons his most garishly festive blazer for the occasion as Christmas looms.2021-12-0931 min
Selling the CloudRebranding in the B2B Cloud with William Tyree, CMO Revenue.ioHas the market segment you participate in evolved over the years?Have you considered rebranding your company to ensure it's aligned with the market you serve?William Tyree, Chief Marketing Officer at Revenue.io, found his company faced these difficult questions when it was known as "ringDNA"!The B2B SaaS market has evolved as many companies consolidate their Go-To-Market departments under one revenue leader - the Chief Revenue Officer. This trend is based upon companies viewing the customer journey as a vital area of focus, as historic department-centric processes are not optimizing...2021-12-0630 minInward Book ClubEpisode 132 (ft. Mark Petruzzi and Paul Melchiorre) - Selling the Cloud Part 2A trans-Atlantic episode this week, as JG and Mike discuss Selling the Cloud with its authors Mark Petruzzi and Paul Melchiorre live from the east coast of the USA. The quartet discuss how the IT Sales game has evolved, how to define grit and tenacity in a salesperson, and ponder the question 'is the new generation of salespeople working hard to be as lazy as possible?'.2021-12-0144 minInward Book ClubEpisode 131 - Selling The Cloud by Mark Petruzzi and Paul Melchiorre Part 1This week, JG and Mike discuss Selling The Cloud ahead of meeting the authors themselves. Listen in as they discuss passion for the sales profession, the archetype of the 'smarmy used car salesmen' and the bubble of business economics.2021-11-2555 minSelling the CloudGrowth of the Chief Revenue Officer with Warren Zenna, Founder and CEO of The CRO CollectiveThe Chief Revenue Officer title is growing in popularity across the B2B Cloud industry. Is the CRO a new role in companies, or just a fancy new "C-Level" title for the head of sales?Warren Zenna has recently launched "The CRO Collective" to educate and inform CEOs, first-time CROs, and aspiring CROs on the role of the Chief Revenue Officer.Warren identified that the CRO role was often being mispositioned within a company and too often ending in failure. His goal is to help hire, onboard and enable first-time CROs to be successful.2021-11-0232 minSelling the CloudEnergy, Enthusiasm and Empathy in B2B Sales - with Larry Long Jr.Energy, Enthusiasm, and Empathy personify Larry Long Jr. In fact, his self-appointed title is "Chief Energy Officer".Larry has a long career in B2B Sales, following his college baseball career at the University of Maryland. This experience has led to his vision to educate, inspire, motivate, energize and entertain sales organizations and sales professionals.Mindset is critical to B2B Sales success, and Larry says this requires "MBS", or taking care of your Mind, Body, and Soul. Balancing all aspects of your life is critical to long-term success in sales. Another key factor to succ...2021-10-1832 minSelling the CloudGetting the VP Sales Hire Right - Right Now - with Amy VolasThe average tenure of a Vice President of Sales in the B2B Cloud industry is reported to be anywhere between 16 - 20 months, with 18 months being the median.Why is the tenure so short? Is this really an issue considering the high growth rates of B2B Cloud companies? How can we increase the tenure of the VP Sales?Amy Volas has a broad array of experiences in B2B Technology including roles as enterprise sales professional, recruiter, and sales leadership, and is well-positioned to opine on this critical topic.B2B Tech sa...2021-10-0834 minSelling the CloudA Story of Opportunity and Persistence in the Cloud - with Megan Bowen, CCO Refine LabsMegan Bowen, Chief Operating Officer and Chief Customer Officer at Refine Labs is the personification of where opportunity and access meet persistence and personal responsibility.Megan's story starts with moving from Los Angeles to New York City. Megan applied for a job at a hair salon in Manhattan., and initially did not hear back, even after daily follow-up phone calls for two weeks. Six weeks later, that 2nd interview finally happened. Much to her surprise, the salon owner, Julio said he had "post-it" notes all over from her follow-up calls. Julio took a personal interest in letting Mega...2021-10-0431 minSelling the CloudWomen in Sales Club - The Story and the Journey with Alexine MudawarIs becoming a B2B Sales professional an intentional process or a result of your early career experiences and journey?Alexine's goal after graduating from Purdue University was to become a retail buyer for a leading retailer, Neiman Marcus. Alexine's first manager within the Neiman Marcus buyer program suggested that Alexine might want to pursue a sales career based upon her performance in retail sales during her initial training program.In college, sales was not highlighted as a potential career path and was often associated with the negative reputation of a used car salesperson. Alexine to...2021-09-1625 minSelling the CloudThe Power of Partnerships in Scaling B2B Cloud Growth with Ben Pastro, AnumetricDirect selling models are the primary sales motion for the majority of B2B Cloud and SaaS companies. Can partnerships amplify and even accelerate revenue growth, even for early stage companies?Ben Pastro has a long history in professional services and systems integration in the B2B Tech industry, and has several insights and perspectives on the question of if and how to make partnerships successful for a modern B2B Tech company.After investing 8 years at Oracle, a founding father of leveraging channel partnerships to accelerate revenue growth. Following Oracle, Ben joined Apps Associates wh...2021-09-1125 minSelling the CloudHigh Quality Data - THE Secret Weapon in B2B Cloud Sales - with Bob Scarperi, Revenue Vision PartnersData-Driven - a phrase we hear often in the B2B Cloud industry - but often as an output from sales activity versus as a primary input to outbound sales activity.Bob Scarperi, has built a company that focuses on ensuring the right and complete account and contact data are in the sales resource hands before they being the outreach and lead generation process.The amount of data available to revenue leaders is very deep and wide, however being able to figure out which data to acquire, deploy and use effectively has never been more c...2021-09-0933 minSelling the CloudTop Skills for the Modern B2B Sales Professional - with Joseph Fung, CEO at UvaroModern B2B Sales was significantly, and forever altered by COVID-19. The trends are not new, but were definitely accelerated in 2020 and 2021.Joseph is a multi-time founder of B2B SaaS companies, and his experience, frustration and challenge with scaling the sales organization was the catalyst to founding a company, Uvaro, purpose built to train the modern B2B sales professional.As a trained engineer, Joseph wants to see the data that measures the variables that lead to the highest performing sales organization and sales professional. The patterns Joseph was able to identify within the top...2021-08-2728 minSelling the CloudYou're More Than a Number - with Scott LeeseWho better to write a book about being a VP Sales in the B2B SaaS industry, than 5x VP Sales and leading LinkedIn sales influencer, Scott Leese.Scott's primary focus has been to help scale early stage B2B SaaS companies scale from $1M to $20M+. This experience was the catalyst for writing a book that covers the good, the bad and the ugly of being an early stage VP Sales.Scott's style is to identify an under represented topic, lean into the subject and write a less than 100 page book that both educates a...2021-08-2735 min
Scaling SuccessScaling Sales TeamsHow do you build and scale a successful sales organization? Who do you hire? What separates the good from the great in sales? To help answer these questions, Paul Melchiorre brings 30-years of experience in enterprise software sales and business leadership to the podcast table. Paul's experience traces back to the early days of Ariba, leading to senior leadership roles at SAP, iPipeline, and most recently, Anaplan. Recently, Paul published a new book, Selling the Cloud A Playbook for Success in Cloud Software and Enterprise Sales.2021-07-1546 minSelling the CloudCustomer Success, Success - with Eileen VoynickEileen Voynick has held senior operating roles and board leadership roles at companies including SAP, Oracle, Siebel Systems, All Scripts, Sparta Systems, and Chair of the Board at Jefferson Health.In this episode, Eileen shares the evolution of Customer Success, both as a function and as a focus in the enterprise software industry.Eileen's initial foray into Customer Success was formed in part by the large SAP partner ecosystem. At SAP, Customer Success was focused on the business value that a customer can derive from the use of their software. A consistent theme across every so...2021-07-0636 minSelling the CloudSocial Selling to Digital Selling to Scaling Pipeline Development - with Jamie Shanks, Founder and CEO Sales for LifeB2B Selling continues to evolve, especially in the context of Cloud solutions.Jamie Shanks, the founder, and CEO of Sales for Life is a true pioneer in Social Selling. Speaking to Jamie is like drinking a double shot of espresso.Social media for selling was a discovery that Jamie first identified when he reversed engineer what B2B Sales professionals had been doing in outbound sales for years, and then apply on LinkedIn.Social Selling was initially developed as an "inbound" sales motion focused on three core principles: - Building an o...2021-06-1733 minSelling the CloudSales 3.0 - The evolution of the B2B Sales Mindset - with Gerhard GschwandtnerGerhard Gschwandtner, the founder of Selling Power Magazine and creator of the Sales 3.0 Conference has been teaching and training sales professionals for 30+ years.On this episode, Gerhard shares his insights based upon his experiences interviewing hundreds of extremely successful business people including Mark Cuban, Bill McDermott (SAP + ServiceNow), Keith Krach (DocuSign + Ariba) and training thousands of B2B Sales professionals.The B2B Sales profession has been changed dramatically by technology, including the customer/salesperson relationship. Another change is how data impacts the profession, but an even bigger topic impacting sales success may be the "Mi...2021-04-2332 minSelling the CloudInside Sales + Enterprise Buyers??? - with Sally Duby, Chief Sales Officer at The Bridge GroupSally Duby, the Chief Sales Officer at The Bridge Group and a co-founder of the Silicon Valley VP Sales Forum has seen the evolution of inside sales and business development for 25+ years.In this episode of Selling the Cloud, we discuss the evolution of Inside Sales in the SaaS/Cloud industry, and specifically how Inside Sales is being used in the pursuit of enterprise-class customers.Sally first learned the craft of Inside Sales at Oracle, which was the first traditional enterprise software company to prove that inside sales is applicable for enterprise software sales.2021-04-0134 min
Sales BabbleEnterprise Sales with Mark Petruzzi and Paul Melchiorre #366Enterprise Sales with Mark Petruzzi and Paul Melchiorre #3662021-03-3033 minSelling the CloudStorytelling in SaaS Enterprise Sales - with Doug Landis, Emergence Capital Growth PartnerDoug Landis, Growth Partner at Emergence Capital was formerly the Chief Storyteller at Box. Before being the Chief Storyteller at Box, Doug was an executive in the Sales Productivity group at Salesforce.In this episode of Selling the Cloud, we dive deep into how storytelling has become a critical skill for enterprise-class, B2B sales professionals.One of Doug's early learnings came directly from paying his dues initially as a quota-carrying sales professional at Oracle. Over those early years, Doug discovered his passion for helping others and sharing the secrets that made him successful as...2021-03-2532 min
The B2B Revenue Executive ExperienceEpisode 198: Cultivating Resilient Mindsets to Help Your Sales Reps Thrive w/ Mark Petruzzi & Paul MelchiorreIn the sales profession, success comes down to passion, grit, and velocity.
Those qualities are there to be discovered, certainly, but more times than not they’re just seeds that need to be watered and tended to.
Organizations can help their sales reps in their personal growth by learning how they operate and helping them sustain healthy mindsets.
I talked with Mark Petruzzi, VP Private Equity from N3, and Paul Melchiorre, Operating Partner at Stripes, about the importance of passion and mindset in selling success, as well as techniques from th...2021-03-2340 minSelling the CloudThe emergence of the Chief Revenue Officer - with Paul Melchiorre, Operating Partner at StripesIn this episode of Selling the Cloud, we are joined by Paul Melchiorre, legendary Silicon Valley Chief Revenue Officer at leading SaaS companies including Ariba and AnaPlan.Over thirty years, Paul has had the change to be a part of industry leading, high growth companies beginning with SAP where Paul was an early executive for their entry into the North American market.Paul then in 1998 joined Ariba, an early market entrant and ultimately the acknowledged leader in indirect procurement automation. Paul experienced a unique journey in early stage, venture backed companies by staying at Ariba...2021-03-1827 minSelling the CloudMoving beyond Data Driven to Metrics Informed Decisions - with Michael Pollack, CEO IntricatelyMoving from data driven to metrics informed decisions and what does this mean for customer acquisition professionals?This was a primary topic of conversation on the latest Selling the Cloud podcast with Michael Pollack, Intricately CEOData is like water - it's really important if you don't have any but what if you have TOO MUCH? Water's value increases exponentially when you process or distill it into higher value outcomes (coffee vs water). This applies to B2B Marketing and Sales by evolving your data strategy from "contacts to co...2021-03-0336 minSelling the CloudTransforming an Enterprise Sales Organization - with Cathy Minter, CRO at R3In this episode of the Selling the Cloud podcast, we are joined by Cathy Minter, Chief Revenue Officer at R3.Cathy shares her experiences in taking over the role of the CRO in an early stage pioneer in applying Block Chain to enterprise level application development. The need for transformation was initially based upon the original formation of R3, which was founded as a consortium of large financial service companies exploring how Block Chain could impact and be leveraged in the banking industry. Initially, R3 was more a consulting company and think tank comprised of inves...2021-02-1736 minSelling the CloudWhat made Zoom - Zoom with Greg Holmes, former Chief Revenue Officer at Zoom VideoIn this inaugural episode of the Selling the Cloud podcast, we were joined Greg Holmes, the Chief Revenue Officer of Zoom Video Communications between 2013 and 2020.Your hosts of the Selling the Cloud podcast are Mark Petruzzi, Digital Sales Transformation consultant at Accenture and Ray Rike founder and CEO of RevOps Squared, the B2B SaaS KPI Benchmarking Index company.In this episode, Greg shares how Zoom cultivated a "happiness culture" from the very early days at Zoom. Happiness as a concept was first applied to how Zoom made customers feel, and then to employees. They even...2021-02-0338 min
B2B Revenue Acceleration94: A Playbook for Cloud Enterprise Sales Professionals w/ Paul MelchiorreWhat does it take to be successful in Cloud Enterprise Sales?How will the enterprise cloud sales market look like the next 5 to 10 years?Recently on B2B Revenue Acceleration, we spoke with Paul Melchiorre, Operating Partner at Stripes, about the qualities of cloud sales professionals and the future of the market.What we talked about:Becoming a first-time author4 essential traits of a cloud enterprise sales professionalThe enterprise cloud sales market in the next 5 yearsOPTIONAL: Check out these resources we mentioned during the podcast:Paul’s bo...2021-01-0725 min
Metrics that Measure UpSelling the Cloud - Part 2 with Paul Melchiorre and Mark PetruzziIn this episode, we continue the discussion with the authors of Selling the Cloud. Building upon the first half of our conversation where we discussed the need for grit and passion to be success full in Enterprise sales, we move into several new topics. The Power of No is a key skill to develop. A great enterprise sales professional is qualifying prospects out every step of the process to reduce time investment on low probability to close opportunities. Often the most important "no" is to walk away from blind RFP's that you have had no opportunity to inf...2020-12-2333 minMetrics that Measure UpSelling the Cloud - Part 1 with Paul Melchiorre and Mark PetruzziIn this episode of the Metrics that Measure Up podcast we are joined by Paul Melchiorre and Mark Petruzzi - authors of Selling the Cloud.Paul has over 30 years of experience in enterprise sales leadership, at leading companies including Anaplan, Ariba, SAP, and now in Private Equity. Mark brings over 30 years of experience in strategic consulting firms including Deloitte, N3, Accenture and operating roles at Oracle, and Ultimate Software.GRIT was the first topic we covered as a required attribute for every enterprise sales professional. Paul shared some of his best tips to identify grit dur...2020-12-2132 min
Top Insights from the Best: Top Insights for CEOs, Sales & Marketing Leaders and Investors from the best experts in the world.Top Insights From the Best: Paul Melchiorre & Mark PetruzziPaul Melchiorre is an Operating Partner at Stripes focusing on SaaS portfolio companies, specifically assessing and advising on go-to-market strategies. Currently, Mr. Melchiorre is an independent director at R3, an enterprise blockchain technology company, and was previously an independent director at Scout RFP, a sourcing and procurement software company that was acquired by Workday (NASDAQ: WDAY). He also sits on the board of nonprofit Spark.Org. Previously, Paul also served as Global Customer Officer and Chief Revenue Officer at Anaplan, a leading SaaS platform to facilitate financial planning and management, where he contributed to a successful IPO in 2018 and...2020-12-1141 min
St. Paul & St. Andrew's Sermon and PrayercastMission Minute for March 8, 2020Jim Melchiorre leading Mission Minute on the Women's Shelter2020-03-0801 min