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Selling the Cloud

Mark Petruzzi, Cathy Minter, Paul Melchiorre, Katerina Ostrovsky

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In each episode, our guests, C-suite veterans of Sales, Marketing, Customer Success, and RevOps, unlock the coveted secrets behind shaping SaaS empires. From mastering customer acquisition to harnessing the transformative power of AI-driven marketing and sales tactics, we're your ultimate source for actionable GTM insights. Welcome to the forefront of B2B SaaS excellence! We discuss company journeys where innovation meets the ever-evolving tech landscape. Guided by a powerhouse team of co-ho ...
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In 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 …
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In 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 hig…
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In 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 growt…
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In 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…
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Welcome 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…
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Welcome 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…
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In 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. Lind…
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This 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 land…
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In 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 shapin…
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Today 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 Strategies Leadership 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.…
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Today 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 Strategics Leadership 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.…
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Today 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 …
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Today 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 …
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B2B 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 ne…
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The 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 insight…
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Cold 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 th…
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Has 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 cons…
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The 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…
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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 pro…
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The 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 exp…
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Megan 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 dai…
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Is 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 …
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Direct 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 qu…
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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 generatio…
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Modern 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 t…
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Who 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 …
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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. Eileen's initi…
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B2B 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 professio…
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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. On this episode, Gerhard shares his insights based upon his experiences interviewing hundreds of extremely successful business people including Mark Cuban, Bill McDermott (SAP + Servic…
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Sally 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…
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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 professionals…
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In 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…
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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 CEO Data is like water - it's really important if you don't have any but what if you have TOO MUCH? Water's value inc…
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In 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…
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In 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 Ben…
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