Selling Intelligence (formerly Selling the Cloud)

In this episode of Selling Intelligence, Justin Trombold, President of Antison Advisors, joins hosts Mark Petruzzi and Alan Rudolph to explore why widespread AI deployment does not necessarily translate into stronger financial performance. Drawing on his experience advising private equity sponsors and portfolio companies on AI value creation, Justin explains the growing disconnect between AI adopt...

In this episode, Dejan Leskaroski, Chief Revenue Officer at Mavenir, joins Mark Petruzzi and KK Anderson to explore what separates high-performing salespeople from the rest and how revenue leaders can build stronger, more engaged teams. Drawing on his experience transitioning from product management into revenue leadership, Dejan shares how his perspective on sales performance has evolved. He expl...

What changes when a product leader steps into the chief revenue officer role after spending years on the other side of the business? For Dejan Leskaroski, Chief Revenue Officer at Mavenir, the transition has reinforced an important lesson: successful revenue leadership is not just about closing more deals. It is about winning the right opportunities, aligning teams around shared priorities, and ma...

In Part 2 of Selling Intelligence, Todd Cassler, Chief Revenue Officer at Wilshire, rejoins Mark Petruzzi and KK Anderson to explore how revenue leaders build organizations that can execute across different buyers, channels, and levels of complexity. Todd shares his “future back” approach to revenue strategy, starting with the outcome the organization needs to achieve and working backward to align...

In this episode of Selling Intelligence, Todd Cassler, Chief Revenue Officer at Wilshire, joins Mark Petruzzi and KK Anderson to explore the fundamentals that drive trust, stronger relationships, and sustainable revenue growth. Todd explains the three questions every buyer is trying to answer: Can I trust you? Do you add value? Will you put my interests ahead of your own? He shares how preparation...

In Part 2 of Selling Intelligence, Chris Kobus, Chief Revenue Officer at Genlogs, joins Mark Petruzzi and KK Anderson to explore how revenue leaders can balance immediate sales performance with the strategic decisions that drive long-term growth. From forecasting pipeline requirements and planning future headcount to developing a disciplined approach to value selling, Chris shares how he connects...

In Part 1 of Selling Intelligence, Chris Kobus, Chief Revenue Officer at Genlogs, joins Mark Petruzzi and KK Anderson to explore what it takes to build a revenue engine that can scale across people, markets, and changing business priorities. Chris shares his leadership philosophy around developing talent from within and explains why experience alone does not determine whether someone can succeed i...

In Part 2 of Selling Intelligence, Rick Nee, Chief Revenue Officer at Alcatraz AI, joins Mark Petruzzi and KK Anderson to explore the people and culture behind a scalable go-to-market organization. Rick explains why vertical specialization should go beyond assigning sellers to industries. Sales leaders need to develop enough expertise to become trusted voices in their markets, understand the probl...

In this episode of Selling Intelligence, Rick Nee, Chief Revenue Officer at Alcatraz, joins Mark Petruzzi and KK Anderson to unpack what happens after a company reaches product market fit and the challenge shifts from finding customers to building a go-to-market organization that can scale. Rick explains why revenue leaders should resist bringing a fixed playbook into a new company and instead use...

General Episode Description: In Part 2 of Selling Intelligence, Thurman Sneed, Chief Revenue Officer at Marigold, returns to show how the same “do the math” mindset can transform everything from account coverage and customer conversations to seller development and AI adoption. Thurman explains why Marigold moved from a round robin model to vertical specialization, how CSMs and SDRs can grow into r...

General Episode Description: In this episode of Selling Intelligence, Thurman Sneed, Chief Revenue Officer at Marigold, joins Mark Petruzzi and KK Anderson to unpack a simple but often overlooked discipline in revenue leadership: do the math. Drawing from his background in finance, operations, and revenue leadership, Thurman explains how sellers can turn an intimidating quota into a practical acti...

General Episode Description: In Part 2 of this conversation, Denis Scott continues the discussion by exploring what AI accountability looks like inside boardrooms, executive teams, and private equity backed organizations. He explains why leaders must move beyond tracking AI adoption and begin measuring how AI investments contribute to business performance, operational efficiency, and long term ent...

General Episode Description: In this episode of Selling Intelligence, Denis Scott, Chief Marketing Officer at Laradin, joins Mark Petruzzi and Alan Rudolph to explore one of the biggest questions facing business leaders today: how do you measure whether AI is actually delivering business value? Drawing from his experience leading marketing at companies like OpenTable, Lyft, SurveyMonkey, and Fanat...

General Episode Description: In this episode of Selling Intelligence, Lance Haffner, Chief Revenue Officer at Papaya Global, returns to discuss one of the biggest challenges facing modern revenue leaders: creating demand for problems buyers do not yet recognize. He shares practical strategies for validating market fit, identifying the right buyer personas, building effective sales processes, and k...

General Description: The path to becoming a Chief Revenue Officer doesn’t always begin in sales. In this episode of Selling Intelligence, Lance Haffner, Chief Revenue Officer at Papaya Global, shares how an unconventional career through staffing, recruiting, and HR prepared him to lead one of the most important functions inside a modern SaaS company. Lance explains why great revenue leaders must t...

General Description AI is transforming every aspect of sales, but technology alone isn’t enough to drive better performance. In Part 2 of this conversation, Dr. Noah St. John returns to Selling Intelligence to explore why organizations investing heavily in AI, automation, and coaching still struggle to achieve meaningful results. Building on the Human AI Gap introduced in Part 1, Noah explains why...

General Episode Description: In this episode of Selling Intelligence, Dr. Noah St. John, bestselling author, performance expert, and founder of SuccessClinic.com, joins Mark Petruzzi and KK Anderson to explore why so many organizations continue to struggle with execution despite investing heavily in technology, training, and AI. Drawing on nearly three decades of research and more than 250 documen...

General Episode Description: In Part 2 of this Selling Intelligence conversation, John Tecce, Vice President of Growth at 2X, explores what the next generation of go-to-market organizations will actually look like as AI, automation, and human expertise continue to converge. John explains why the future isn’t about replacing people with AI, but combining human judgment with agentic workflows to cre...

In this episode of Selling Intelligence, John Tecce, Vice President of Growth at 2X, joins Mark Petruzzi and KK Anderson to explore why traditional digital outbound is losing effectiveness and what today’s sales organizations must do instead. John shares why B2B selling is facing a “trust recession” fueled by AI-generated communication, rising outreach volume, and declining buyer confidence. As in...

General Episode Description: In Part 2 of this conversation, Bob Kelly, Founder and Chairman of the Sales Management Association, joins Mark Petruzzi and KK Anderson to examine why AI adoption often fails even when organizations invest in the right technology. Building on research across 111 sales organizations, the discussion moves beyond AI tools and into the operational systems required to crea...

In this episode of Selling Intelligence, Bob Kelly, Founder and Chairman of the Sales Management Association, joins Mark Petruzzi and KK Anderson to unpack the findings from one of the most comprehensive benchmarking studies on AI adoption in sales. Drawing from research across 111 sales organizations, Bob reveals why simply using AI is no longer enough. The real advantage belongs to a small group...

General Episode Description: In Part 2 of this conversation, Jared Zelman, Founder and CEO of Othello AI, explores what happens when AI moves beyond helping individual sellers and begins transforming entire sales organizations. Jared shares his perspective on the future of sales management, explaining how AI can handle repetitive coaching, call analysis, and execution consistency while allowing ma...

General Episode Description: In this episode of Selling Intelligence, Jared Zelman, Founder and CEO of Othello AI, joins Mark Petruzzi and KK Anderson to challenge one of the most accepted assumptions in sales leadership: that 20% of sellers will always generate 80% of the results. Jared argues that the 80/20 problem is not a talent issue. It is a systems issue. Drawing from millions of minutes of...

General Episode Description: In Part 2 of this conversation, Scott Stollwerk returns to Selling Intelligence to explore one of the most important questions facing modern sales leaders: what happens when AI becomes excellent at execution, but human performance remains the deciding factor? As AI continues to improve outreach, forecasting, coaching, scoring, and productivity, Scott argues that the re...

General Episode Description: In this episode of Selling Intelligence, Scott Stollwerk, creator of the Tao of Sales framework and member of the leadership team at Pest Share, joins Mark Petruzzi and KK Anderson to explore a topic becoming increasingly important in modern sales organizations: developing the human behind the salesperson. As AI continues to automate outreach, scoring, sequencing, and...