Best Paul Melchiorre Podcasts (2024)

1
High Quality Data - THE Secret Weapon in B2B Cloud Sales - with Bob Scarperi, Revenue Vision Partners 33:50

3h ago33:50

33:50

Tune 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…

1
Top Skills for the Modern B2B Sales Professional - with Joseph Fung, CEO at Uvaro 28:03

11h ago28:03

28:03

Join 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…

1
You're More Than a Number - with Scott Leese 35:00

10d ago35:00

35:00

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. 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 b…

1
Customer Success, Success - with Eileen Voynick 36:21

14d ago36:21

36:21

Join 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 System…

1
Social Selling to Digital Selling to Scaling Pipeline Development - with Jamie Shanks, Founder and CEO Sales for Life 33:08

21d ago33:08

33:08

We'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 iden…

1
Sales 3.0 - The evolution of the B2B Sales Mindset - with Gerhard Gschwandtner 32:20

27d ago32:20

32:20

Join 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 exper…

1
Inside Sales + Enterprise Buyers - with Sally Duby, Chief Sales Officer at The Bridge Group 34:06

1M ago34:06

34:06

Join 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/C…

1
Storytelling in SaaS Enterprise Sales - with Doug Landis, Emergence Capital Growth Partner 32:14

1M ago32:14

32:14

As 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…

1
The emergence of the Chief Revenue Officer - with Paul Melchiorre, Operating Partner at Stripes 27:08

2M ago27:08

27:08

We 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 yea…

1
Moving beyond Data Driven to Metrics Informed Decisions - with Michael Pollack, CEO Intricately 36:11

2M ago36:11

36:11

As 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…

1
Transforming an Enterprise Sales Organization - with Cathy Minter, CRO at R3 36:28

2M ago36:28

36:28

As 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 in…

1
What made Zoom - Zoom with Greg Holmes, former CRO at Zoom 38:50

2M ago38:50

38:50

In 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-…

1
Bridging the Gap: The Connective Tissue of RevOps with Nivedita (Neetha) Ratakonda, CEO BigLittle 40:22

3M ago40:22

40:22

In 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 …

1
The Best of Philly with the King of Sales; Jeffrey Gitomer and our co-host Paul Melchiorre 44:54

3M ago44:54

44:54

In 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 i…

1
Operating Partners, Part 2 with guest Joseph Zito, CEO of (X)Form 30:18

3M ago30:18

30:18

In 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…

1
Operating Partners, Part 1 with guest Joseph Zito, CEO of (X)Form 22:17

3M ago22:17

22:17

In 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…

1
The Evolution of Enterprise Sales, Part 2, Rob Schilling, SVP, ERP Sales N.A. @ Oracle 25:33

3M ago25:33

25:33

In 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 t…

1
The Evolution of Enterprise Sales, Part 1, Rob Schilling, SVP, ERP Sales N.A. @ Oracle 23:36

4M ago23:36

23:36

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 …

1
The Future of Revenue Enablement and the Impact of Data, Steve Richards, SVP Revenue Enablement 42:30

4M ago42:30

42:30

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…

1
Full-Funnel Insights with Toni Hohlbein, Part 2: Efficiency, Digital Twins, and SaaS Trends 16:42

4M ago16:42

16:42

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…

1
Full-Funnel Insights with Toni Hohlbein, Part 1: Efficiency, Digital Twins, and SaaS Trends 26:03

5M ago26:03

26:03

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…

1
The Pivitol Alignment between Strategy and Sales - Frank Cespedes, Senior Lecturer at Harvard 55:27

5M ago55:27

55:27

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…

1
Data observability within RevOps Pt. 2 - Lindsey Meyl, CEO and Cofounder of RevAmp 23:07

5M ago23:07

23:07

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…

1
Data observability within RevOps Pt. 1 - Lindsey Meyl, CEO and Cofounder of RevAmp 23:14

5M ago23:14

23:14

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…

1
Data Driven and Metric Based Selling in B2B Pt.2 - Kevin Knieriem, President, Strategic GTM at Clari 21:54

6M ago21:54

21:54

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…

1
Data Driven and Metric Based Selling in B2B Pt.1 - Kevin Knieriem, President, Strategic GTM at Clari 20:48

6M ago20:48

20:48

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…

1
Selling with AI, How Buyers Want to Buy Pt.2 - Andy Paul, Host of the Win rate Podcast 23:51

6M ago23:51

23:51

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.…

1
Selling with AI How Buyers Want to Buy Pt. 1 - Andy Paul, Host of the Win Rate Podcast 28:02

6M ago28:02

28:02

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.…

1
Aligning Strategy in Marketing, RevOps, and Sales Part 2 with Kunal Mehta, Bain Consulting 29:15

7M ago29:15

29:15

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 …

1
Aligning Strategy in Marketing, RevOps, and Sales - Kunal Mehta, Bain Consulting 21:01

7M ago21:01

21:01

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 …

1
Disruption Ready Selling - with Dipanjan Das, Genpact 25:49

2+ y ago25:49

25:49

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…

1
Sell without Selling Out - with Andy Paul 30:35

2+ y ago30:35

30:35

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…

1
Is Cold Calling Dead - with Chris Beall, CEO ConnectandSell 37:12

2+ y ago37:12

37:12

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…

1
Rebranding in the B2B Cloud with William Tyree, CMO Revenue.io 30:40

3y ago30:40

30:40

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…

1
Growth of the Chief Revenue Officer with Warren Zenna, Founder and CEO of The CRO Collective 32:32

3y ago32:32

32:32

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…

1
Energy, Enthusiasm and Empathy in B2B Sales - with Larry Long Jr. 32:54

3y ago32:54

32:54

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…

1
Getting the VP Sales Hire Right - Right Now - with Amy Volas 34:38

3y ago34:38

34:38

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…

1
A Story of Opportunity and Persistence in the Cloud - with Megan Bowen, CCO Refine Labs 31:44

3y ago31:44

31:44

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…

1
Women in Sales Club - The Story and the Journey with Alexine Mudawar 25:50

3y ago25:50

25:50

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 …

1
The Power of Partnerships in Scaling B2B Cloud Growth with Ben Pastro, Anumetric 25:37

3y ago25:37

25:37

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…

1
Inside Sales + Enterprise Buyers??? - with Sally Duby, Chief Sales Officer at The Bridge Group 34:06

3+ y ago34:06

34:06

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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