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PODCAST

Selling the Cloud

Mark Petruzzi, KK Anderson, Paul Melchiorre

Selling the Cloud delves into the stories of C-suite veterans in Sales, Marketing, Customer Success, and RevOps, revealing the secrets behind building successful SaaS empires. Each episode features seasoned leaders who walk through their career journeys, sharing the wins and lessons learned along the way. From mastering customer acquisition to leveraging AI-powered marketing and sales strategies, our guests provide actionable insights for driving growth and business success in the B2B SaaS

business management

All Episodes

00:21:01

Aligning Strategy in Marketing, RevOps, and Sales -...

Selling the Cloud ·

2024/04/09

Today we talk about reaching alignment in marketing, rev ops, and sales in B2B companies with Kunal Mehta from Bain Consulting.

en

00:25:49

Disruption Ready Selling - with Dipanjan Das, Genpact

Selling the Cloud ·

2022/05/23

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 new imperative.Dipanjan Das, Service Line Leader for Sales & Commercial Service Line, Cloud, Hi-Tech and Media, at Genpact joined the Selling the

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00:30:35

Sell without Selling Out - with Andy Paul

Selling the Cloud ·

2022/04/05

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 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

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00:37:12

Is Cold Calling Dead - with Chris Beall, CEO...

Selling the Cloud ·

2022/03/10

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 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

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00:30:40

Rebranding in the B2B Cloud with William Tyree, CMO...

Selling the Cloud ·

2021/12/06

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 consolidate their Go-To-Market departments under one revenue leader - the Chief Revenue Officer. This trend is based upon companies viewing the customer

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00:32:32

Growth of the Chief Revenue Officer with Warren...

Selling the Cloud ·

2021/11/02

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 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

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00:32:54

Energy, Enthusiasm and Empathy in B2B Sales - with...

Selling the Cloud ·

2021/10/18

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

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00:34:38

Getting the VP Sales Hire Right - Right Now - with...

Selling the Cloud ·

2021/10/08

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 experiences in B2B Technology including roles as enterprise sales professional, recruiter, and sales leadership, and is well-positioned to opine on this

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00:31:44

A Story of Opportunity and Persistence in the Cloud -...

Selling the Cloud ·

2021/10/04

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 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

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00:25:50

Women in Sales Club - The Story and the Journey with...

Selling the Cloud ·

2021/09/16

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 sales career based upon her performance in retail sales during her initial training program. In college, sales was not highlighted as a potential

en

00:25:37

The Power of Partnerships in Scaling B2B Cloud Growth...

Selling the Cloud ·

2021/09/10

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 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

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00:33:50

High Quality Data - THE Secret Weapon in B2B Cloud...

Selling the Cloud ·

2021/09/09

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. 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

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00:28:03

Top Skills for the Modern B2B Sales Professional -...

Selling the Cloud ·

2021/08/27

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 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

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00:35:00

You're More Than a Number - with Scott Leese

Selling the Cloud ·

2021/08/27

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 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

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00:36:21

Customer Success, Success - with Eileen Voynick

Selling the Cloud ·

2021/07/06

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 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

en

00:33:08

Social Selling to Digital Selling to Scaling Pipeline...

Selling the Cloud ·

2021/06/17

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 professionals had been doing in outbound sales for years, and then apply on LinkedIn. Social Selling was initially developed as an "inbound" sales motion

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00:32:20

Sales 3.0 - The evolution of the B2B Sales Mindset -...

Selling the Cloud ·

2021/04/23

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 + ServiceNow), Keith Krach (DocuSign + Ariba) and training thousands of B2B Sales professionals. The B2B Sales profession has been changed dramatically by

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00:34:06

Inside Sales + Enterprise Buyers??? - with Sally...

Selling the Cloud ·

2021/04/01

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 pursuit of enterprise-class customers. Sally first learned the craft of Inside Sales at Oracle, which was the first traditional enterprise software

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00:32:14

Storytelling in SaaS Enterprise Sales - with Doug...

Selling the Cloud ·

2021/03/25

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. 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,

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00:27:08

The emergence of the Chief Revenue Officer - with...

Selling the Cloud ·

2021/03/18

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 North American market. Paul then in 1998 joined Ariba, an early market entrant and ultimately the acknowledged leader in indirect procurement

en

103 results

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