We are three Pastors who chat through books and explore why we read
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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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SBMB is a podcast geared toward helping artists, songwriters and musicians learn the business of the music industry. Our show includes interviews from music business tax advisors/accounts, managers, entertainment attorneys, music supervisors, music creators and more. The goal is to help our target audience learn how to make a full time career from their art and protect their intellectual property.
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The Evolution of Enterprise Sales, Part 1, Rob Schilling, SVP, ERP Sales N.A. @ Oracle
23:36
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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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Send us a Text Message. Hello again! So somehow I mixed up my episodes and released the wrong one a few episodes back and didn’t realize it until recently. So to rectify that we are dropping the missing episode now! We hope you enjoyed this fascinating book as much as we did!By Jamie Wellman, Paul Hickernell, Steve Minter
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Send us a Text Message. Welcome back! in this episode we take our first dive into J. R. R. Tolkien with his wonderful, and whimsical, and nothing like the movies (thank goodness) book The Hobbit. As always we hope you enjoyed the book and found our ramblings about it helpful.By Jamie Wellman, Paul Hickernell, Steve Minter
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Send us a Text Message. Today instead of a book we read and discuss selected works from Gerard Manley Hopkins. The Poems that we read and discuss are: As Kingfishers Catch Fire (pg 129) Felix Randal (pg 150) Binsey Poplars (pg 142) God's Grandeur (pg 128) Patience, Hard Thing (pg 170) The Windhover (pg 132) Pied Beauty (pg 132) We hope you were edi…
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The Future of Revenue Enablement and the Impact of Data, Steve Richards, SVP Revenue Enablement
42:30
42:30
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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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Full-Funnel Insights with Toni Hohlbein, Part 2: Efficiency, Digital Twins, and SaaS Trends
16:42
16:42
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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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Send us a Text Message. And we’re back for Episode 15! This time we talk about a book about how to read books. The book is called Reading Between the Lines by Gene Edward Veith. We hope that this book and episode are helpful for you! As for our next book the poems that we will be reading and discussing are (page numbers are from the Oxford World Cl…
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Full-Funnel Insights with Toni Hohlbein, Part 1: Efficiency, Digital Twins, and SaaS Trends
26:03
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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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The Pivitol Alignment between Strategy and Sales - Frank Cespedes, Senior Lecturer at Harvard
55:27
55:27
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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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Send us a Text Message. Welcome to Episode 14 everyone! In this episode we take a look at Henri Nouwen’s work Return of the Prodigal Son. In this book Henri Nouwen explores the Prodigal Son by way of Rembrandt’s painting by the same name. We hope you enjoy the episodeBy Jamie Wellman, Paul Hickernell, Steve Minter
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Data observability within RevOps Pt. 2 - Lindsey Meyl, CEO and Cofounder of RevAmp
23:07
23:07
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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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Data observability within RevOps Pt. 1 - Lindsey Meyl, CEO and Cofounder of RevAmp
23:14
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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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Send us a Text Message. And we are back. On this Episode we take a look at Geoffrey Chang’s recent book Spurgeon the Pastor where he explores the incredible pastoral ministry of the “Prince of Preachers” Charles Haddon Spurgeon. There is much we can learn from both Spurgeon and the members of the Metropolitan Tabernacle.…
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Data Driven and Metric Based Selling in B2B Pt.2 - Kevin Knieriem, President, Strategic GTM at Clari
21:54
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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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Data Driven and Metric Based Selling in B2B Pt.1 - Kevin Knieriem, President, Strategic GTM at Clari
20:48
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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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Selling with AI, How Buyers Want to Buy Pt.2 - Andy Paul, Host of the Win rate Podcast
23:51
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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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Selling with AI How Buyers Want to Buy Pt. 1 - Andy Paul, Host of the Win Rate Podcast
28:02
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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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Send us a Text Message. And we’re back! Sorry that we missed dropping an episode last week as would be our normal pattern. We are back this week with a great book and our first foray into the great American author Earnest Hemingway. In this episode we look at one of his most beloved works, The Old Man and the Sea.…
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Aligning Strategy in Marketing, RevOps, and Sales Part 2 with Kunal Mehta, Bain Consulting
29:15
29:15
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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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Aligning Strategy in Marketing, RevOps, and Sales - Kunal Mehta, Bain Consulting
21:01
21:01
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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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Send us a Text Message. Welcome back! On this episode we take a look at our first Dietrich Bonhoeffer work as we explore his fantastic little book Psalms: The Prayer Book of the Bible. We hope you were edified in reading it and encouraged by our conversation through it.By Jamie Wellman, Paul Hickernell, Steve Minter
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Send us a Text Message. Welcome back! In this episode we take our first foray into Puritan works as we tackle Thomas Goodwin’s excellent treatise The Heart of Christ. We hope that this book was salve for your soul.By Jamie Wellman, Paul Hickernell, Steve Minter
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Send us a Text Message. Today we get a little ghoulish as we step into Mary Shelley’s Frankenstein world. This book is not what you may expect and I hope you enjoyed it and our conversation about it.By Jamie Wellman, Paul Hickernell, Steve Minter
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Send us a Text Message. Welcome back to the Supplementalist! in this episode we jump into a children's book, The Clown of God. We hope that you enjoyed this simple little book and our conversation around it.By Jamie Wellman, Paul Hickernell, Steve Minter
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Send us a Text Message. Welcome to Episode 7 of the Supplementalist Podcast. Today we tackle our first book from CS Lewis as we look at The Great Divorce. we hope you enjoyed reading this book as much as we did and that our conversation is helpful. If you like the podcast please Rate and Subscribe visit our churches websites: https://piquabaptist.o…
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Send us a Text Message. We’re back! It's been a while since uploading a new Episode. we are finally back in the saddle after the Holidays with recording and releasing new episodes of the podcast, and for up for the year 2024 is Leo Tolstoy’s novella The Death of Ivan Ilyich. This is a sobering and introspective look at social expectations and death…
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Send us a Text Message. In this Episode we finish our walk through Williams Faulkners Absalom, Absolam. We hope these two episodes have been helpful in understanding this work. If you like the episodes please leave a review and rate and subscribeBy Jamie Wellman, Paul Hickernell, Steve Minter
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Send us a Text Message. Merry Christmas and Bah humbug. On this special bonus Christmas Episode Jamie Paul and Steve take a look at one of the classic Christmas works A Christmas Carol by Charles Dickens. Grab a cup of Hot Cocoa or eggnog and sit by the fire while we explore this Christmas ghost story. If you like the Episode please leave a review …
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Send us a Text Message. On this weeks episode Jamie, Paul, and Steve attempt to tackle William Faulkner's intricate, tedious, objectionable, controversial, but ultimately worthwhile novel, Absalom, Absalom. This is part one of our journey through this fascinating great American work. Plan to join us next time as we continue our walk through this bo…
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Send us a Text Message. Happy Thanksgiving 2023! This week we take a break from fiction to tackle our first non-fiction book, Delighting in the Trinity, By Dr Michael Reeves. We pray this book was instructive and devotional for you. If you appreciate the show please Rate and Subscribe follow this link for this weeks book: https://a.co/d/bmxhOLK Fol…
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Send us a Text Message. In this episode we get a little gothic as we dive into Robert Louis Stevenson's intriguing, profound and, dare we say oft misrepresented, novella: The Strange Case of Dr Jekyll and Mr. Hyde. If you enjoy these episodes please like, subscribe and leave us a five star ratingBy Jamie Wellman, Paul Hickernell, Steve Minter
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Send us a Text Message. Today we discuss Ray Bradbury’s fantastic dystopian novel Fahrenheit 451By Jamie Wellman, Paul Hickernell, and Steve Minter
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Send us a Text Message. Welcome to the Supplementalist Podcast. In this introductory episode Jamie, Paul and Steve introduce themselves and talk about the importance and value of reading broadly for the Christian. If you enjoy please subscribeBy Steve
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Disruption Ready Selling - with Dipanjan Das, Genpact
25:49
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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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Sell without Selling Out - with Andy Paul
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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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Is Cold Calling Dead - with Chris Beall, CEO ConnectandSell
37:12
37:12
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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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Rebranding in the B2B Cloud with William Tyree, CMO Revenue.io
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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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Growth of the Chief Revenue Officer with Warren Zenna, Founder and CEO of The CRO Collective
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32:32
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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 in B2B Sales - with Larry Long Jr.
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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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Getting the VP Sales Hire Right - Right Now - with Amy Volas
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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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A Story of Opportunity and Persistence in the Cloud - with Megan Bowen, CCO Refine Labs
31:44
31:44
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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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Women in Sales Club - The Story and the Journey with Alexine Mudawar
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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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The Power of Partnerships in Scaling B2B Cloud Growth with Ben Pastro, Anumetric
25:37
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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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High Quality Data - THE Secret Weapon in B2B Cloud Sales - with Bob Scarperi, Revenue Vision Partners
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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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Top Skills for the Modern B2B Sales Professional - with Joseph Fung, CEO at Uvaro
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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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You're More Than a Number - with Scott Leese
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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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Customer Success, Success - with Eileen Voynick
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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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Social Selling to Digital Selling to Scaling Pipeline Development - with Jamie Shanks, Founder and CEO Sales for Life
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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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Sales 3.0 - The evolution of the B2B Sales Mindset - with Gerhard Gschwandtner
32:20
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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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Inside Sales + Enterprise Buyers??? - with Sally Duby, Chief Sales Officer at The Bridge Group
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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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