Selling Intelligence (formerly Selling the Cloud)

In this episode of Selling the Cloud , Paul Fuller, Chief Revenue Officer at Membrain, joins KK Anderson and Mark Petruzzi for a compelling conversation on how modern sales leaders can use AI to coach more effectively, eliminate wasteful pipeline rituals, and build real self-leadership within their teams. Paul outlines how high-performing sales managers are shifting from performative metrics to me...

In this episode of Selling the Cloud, Paul Fuller, Chief Revenue Officer at Membrane, joins KK Anderson and Mark Petruzzi to reframe how revenue teams win in complex, multi-stakeholder deals. Paul explains why many orgs over index on apps and one-off skills while under investing in operating rhythms, leadership habits, and relationship-driven execution. He introduces the idea of real intelligence...

In this replay of Mastering Sales with AI , AGS Co-Founder Mark Petruzzi is joined by KK Anderson and Scott Stollwerk , Chief Sales Officer at Pest Share, together with Gabriella Koenig of Collective[i], for a lively and practical discussion on how AI is reshaping the art of selling. The conversation dives deep into what separates average sales teams from AI-empowered ones—and it’s not the tech it...

In Part 2 of our conversation with Neil Graham, Chief Revenue Officer at Disqo, we dive deeper into how modern CROs must rethink their org design, marketing execution, and AI integration strategies to stay competitive in 2025 and beyond. Neil shares why curiosity, humility, and bias for action are now non-negotiables; and how his team is operationalizing those values inside a flat, fast-moving GTM...

In this episode of Selling the Cloud , we’re joined by Neil Graham, Chief Revenue Officer at Disqo and a seasoned revenue leader whose career spans Salesforce, Siebel, Jive, and Telem. Neil shares a ground-level view of what it takes to lead, scale, and modernize revenue organizations in an era where traditional sales playbooks are no longer enough. From breaking out of funnel-stage rigidity to bu...

In Part 2 of our conversation with Josh Hoffman, we explore the leadership mindset required to thrive in moments of high-pressure change, like mergers, long enterprise cycles, and AI-driven disruption. Josh shares how sales teams can stay grounded in customer value, build trust through co-created plans, and lead with consistency; regardless of who owns the company or what the logo says. We also ta...

In this episode of Selling the Cloud , we sit down with Josh Hoffman, a seasoned go-to-market leader who has guided sales transformations at Dell, Avaya, Poly, Datto, and now ControlCase. Known for his “sell-with” philosophy, Josh shares what it really means to drive symbiotic outcomes, where sellers, partners, and customers win together. He unpacks lessons from decades of leading in high-stakes e...

In Part 2 of our conversation with Max Elster, Co-Founder and CEO of Minoa, we go deeper into how sales teams are actually operationalizing outcome-based selling; at scale. Max shares how revenue teams at companies like Vanta are moving beyond founder-led, feature-centric narratives, and building scalable, repeatable playbooks rooted in customer outcomes, business impact, and data-backed storytell...

In this episode of Selling the Cloud , Max Elster, Co-Founder and CEO of Minoa , joins co-hosts Mark Petruzzi and KK Anderson to explore what B2B revenue leaders often miss: a clear, consistent understanding of why they win . Max introduces the concept of a Value Intelligence Layer , a data-driven framework that links discovery, business cases, and outcomes into a single narrative that everyone fr...

In Part 2 of our conversation with Steve Smith , Chief Revenue Officer at Live Oak Fiber, we go deeper into how his team is scaling with both agility and authenticity—blending AI, community engagement, and a customer-first mindset to win in a highly commoditized telecom market. Steve unpacks what it really means to lead with transparency, build a culture that thrives across residential and B2B mar...

In this episode of Selling the Cloud , Steve Smith , Chief Revenue Officer at Live Oak Fiber , joins co-hosts Mark Petruzzi and KK Anderson to share what it really takes to stand out in a commoditized market. Drawing from 25+ years of telecom and GTM leadership, Steve reveals how Live Oak is building a “fiercely local” go-to-market model powered by customer obsession, simplicity, and a people-firs...

In Part 2 of this Selling the Cloud episode, Jamie Wilkinson, CEO of Smart4Cloud.ai, continues his insightful conversation with Mark Petruzzi and KK Anderson on how today’s revenue teams must evolve beyond job specs and tech stacks. From building integrated, cross-functional orgs to navigating partner ecosystems, Jamie breaks down how human-centered leadership and honest business assessment unlock...

In this episode of Selling the Cloud , Jamie Wilkinson, CEO of Smart4Cloud.ai, joins Mark Petruzzi and KK Anderson to explore how the best revenue organizations combine technical talent and sales leadership to create scalable, high-impact GTM engines. With 25 years of experience in both technical talent strategy and revenue organization design, Jamie breaks down how CROs and CEOs can avoid siloed...

In this episode of Selling the Cloud , Stephen Messer, co-founder of Collective[i] and LinkShare, shares a bold and timely vision for the future of sales—one that trades CRM inefficiencies, seller churn, and impersonal cadences for AI-powered intelligence, real buyer relationships, and a return to value-based growth. Stephen unpacks how Collective[i] is building the world’s first economic foundati...

In Part 2 of this Selling the Cloud conversation, Josh Payne dives deeper into the future of AI-first growth teams, and how CoFrame is helping B2B orgs replace legacy handoffs and static workflows with continuously learning, automated systems. Josh shares how teams are deploying AI to automate experimentation, generate code, and even shape strategy in real time. He outlines what it takes to build...

In this episode of Selling the Cloud , Josh Payne—Founder & CEO of CoFrame and creator of GPT-Migrate—joins Mark Petruzzi and KK Anderson to explore how AI agents and continuously optimizing websites are changing the future of digital growth. Josh shares how CoFrame is helping mid-market and enterprise companies drive 30%+ increases in conversion by building adaptive, AI-powered interfaces tha...

In this episode of Selling the Cloud , Mike Milburn—former Chief Customer Officer at Salesforce and founding team member of Service Cloud—joins Mark Petruzzi and KK Anderson for a masterclass in aligning product and sales teams around a shared go-to-market mission. Drawing from his 15+ years at Salesforce, Mike shares hard-won frameworks for building product roadmaps that sales can actually sell,...

In this episode of Selling the Cloud , Mike Milburn—former Chief Customer Officer at Salesforce and founding team member of Service Cloud—joins Mark Petruzzi and KK Anderson for a masterclass in aligning product and sales teams around a shared go-to-market mission. Drawing from his 15+ years at Salesforce, Mike shares hard-won frameworks for building product roadmaps that sales can actually sell,...

This special episode kicks off our Mastering Sales with AI series with a candid, high-impact discussion on how revenue leaders can move beyond AI buzzwords and actually apply intelligent selling strategies—especially in volatile markets. Stephen Messer and Paul Melchiorre join Mark Petruzzi to break down the hard truths about what makes AI work in real sales orgs: leadership alignment, data readin...

In Part 2 of this Selling the Cloud conversation, Stephen Messer, Co-Founder of Collective[i], continues to challenge the status quo of sales technology and leadership—this time focusing on how GTM teams can embrace AI, real-time data, and agile principles to navigate today’s complex buying environments. Stephen and the hosts explore what’s broken in forecasting, why reactive CRM systems create ri...

In this episode of Selling the Cloud , Stephen Messer, Co-Founder of Collective[i], joins Mark Petruzzi and KK Anderson to challenge outdated sales systems and thinking—starting with the traditional CRM mindset. Stephen shares why CRM is no longer enough to keep up with how modern B2B buyers actually buy, and how AI, agile selling, and real-time intelligence are enabling sales organizations to ope...

In Part 2 of Selling the Cloud, conversation with Kristina Jaramillo, President of Personal ABM, dives deeper into how ABM becomes a true revenue engine when it’s embedded across the entire go-to-market team. Kristina focuses on post-sale motion; how ABM supports retention and expansion, closes the sales-marketing gap, and helps GTM teams drive value beyond the initial deal. She also shares how ex...

In this episode of Selling the Cloud , Kristina Jaramillo, President of Personal ABM, joins KK Anderson to unpack why most ABM programs fall short; and what it really takes to win and expand six- to seven-figure enterprise accounts. Kristina shares how B2B teams can go beyond persona-based playbooks to deliver personalized, strategic account experiences. She explains how to redefine your ICP, alig...

In this Part 2 episode, co-host Mark Petruzzi continues the conversation with Jack Zimnavoda, Head of Customer Success at Insightful. This time, they explore how Jack’s team is scaling Customer Success by embedding AI, aligning post-sale marketing, and applying smart segmentation strategies. Jack shares how predictive tools, data-informed health scores, and hybrid touch models enable CS teams to i...

In this episode, co-host Mark Petruzzi welcomes Jack Zimnavoda, Head of Customer Success at Insightful. Jack shares how modern B2B SaaS organizations can turn customer success from a support function into a true driver of revenue and retention. Together, they explore what it takes to align CS with sales, marketing, and product—without creating channel conflict. Jack reveals how predictive AI, smar...