Selling Intelligence (formerly Selling the Cloud)

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of Selling the Cloud , Stephen Messer, Co-Founder of Collective[i], joins Mark Petruzzi and KK Anderson to challenge outdated sales systems and thinking—starting with the traditional CRM mindset.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...

In this episode, co-hosts Mark Petruzzi and KK Anderson welcome back their friend and former Selling the Cloud host, Cathy Minter, now CEO of  Wisdom.io . Cathy brings her deep go-to-market expertise to a timely conversation on what it really takes to scale in today’s fast-changing SaaS environment. Together, they explore why the traditional, siloed approach to sales, marketing, and customer...

In this episode, co-hosts Mark Petruzzi and KK Anderson welcome back their friend and former Selling the Cloud host, Cathy Minter , now CEO of Wisdom.io . Cathy brings her deep go-to-market expertise to a timely conversation on what it really takes to scale in today’s fast-changing SaaS environment. Together, they explore why the traditional, siloed approach to sales, marketing, and customer succe...

In Part 2 of our conversation with B2B Sales Playbook co-author and Growth Forum CEO David Fastuca , we dig deeper into the realities of modern B2B selling—where sales efficiency meets brand experience, and AI is no longer optional. From the dangers of AI-powered spam to the rise of seller personal branding, David, Mark, and KK unpack the current sales landscape and where it's headed. In this epis...

In this episode of Selling the Cloud , we sit down with David Fastuca , CEO and Co-Founder of Growth Forum and co-author of the bestselling new book B2B Sales Playbook . From his base in Melbourne, David shares how high-growth teams can stop relying on random acts of selling and start building systemized, scalable sales engines. If you're still managing sales with gut instinct and ad-hoc processes...

In this episode of Selling the Cloud , hosts Mark Petruzzi and Kristin Anderson sit down with Stephen Messer , co-founder of Collective[i] , to unpack why traditional sales playbooks are failing in today’s volatile markets—and what elite revenue organizations are doing differently. Stephen brings a bold, data-backed perspective on why so many sales teams are flying blind and how AI-powered feedbac...

In Part 2 of our powerful conversation with Doug Brown—CEO of CEO Sales Strategies—we dig deep into what it really takes to scale a high-performing sales organization. From identifying your ideal buyer to designing repeatable sales systems and aligning with customer psychology, Doug shares the process-driven, mindset-first strategies he’s used to help top-performing teams accelerate revenue with c...

In Part 1 of this conversation with Doug Brown—CEO of CEO Sales Strategies and one of the most trusted voices in revenue acceleration—Mark and KK dive into what it really takes to build a high-performance sales team. Whether you're scaling a startup or optimizing a mature sales org, this episode is your blueprint for hiring top producers, increasing predictability, and improving performance from d...

In this episode of Selling the Cloud , Gene Guhne, a seasoned sales executive and global leader at Sabre, joins Mark Petruzzi and KK Anderson for a candid conversation on what it takes to lead modern sales organizations. From building cultures of accountability to navigating geopolitical risk, Gene shares battle-tested leadership lessons that every CRO and sales leader should hear. Topics Covered:...

In this episode of Selling the Cloud , hosts Mark Petruzzi and KK Anderson sit down with Gene Guhne , Senior Vice President of Global Sales at Sabre Hospitality , to explore what it truly takes to lead a successful global sales team in today’s fast-evolving landscape. Gene draws on decades of experience managing international teams to share insights into building trust, fostering emotional intelli...

In this high-energy episode of Selling the Cloud , co-hosts Mark Petruzzi and KK Anderson sit down with Taylor Frame , founder of Best Practice Media, to dive deep into how AI is revolutionizing performance marketing, personalization, and paid media strategy. Taylor shares cutting-edge insights from managing over 100 brands across e-commerce and local business — and unpacks how AI tools are transf...

Welcome back to Selling the Cloud , the podcast that explores the art and science of B2B sales in today’s ever-evolving SaaS world. In this episode, co-hosts Mark Petruzzi and KK Anderson sit down with Taylor Frame, Chief Revenue Officer at Best Practice Media, for a deep dive into how AI is transforming the landscape of digital marketing. Taylor brings a fresh perspective on leveraging artificial...

Selling the Cloud – Part 2: AI’s Role in Sales Transformation with Jonathan Kvarfordt In Part 2 of our deep dive with Jonathan Kvarfordt (Momentum.io), we explore the next frontier of AI in sales, from orchestration vs. automation to the future of CRM and how AI is reshaping the role of sellers. Key Takeaways: From Automation to Orchestration – Why simply automating sales isn’t enough anymore Wher...

In this episode of Selling the Cloud , hosts Mark Petruzzi and KK Anderson dive deep into one of the most transformative shifts in sales and go-to-market strategies: how AI is revolutionizing the way businesses uncover hidden data, orchestrate sales motions, and accelerate revenue growth. Joining them is Jonathan Kvarfordt , Head of Go-to-Market Growth at Momentum.io , an industry leader in AI-pow...

In this episode of Selling the Cloud , hosts Mark Petruzzi and KK Anderson sit down with Ioanna Onasi , CEO of Dextego , to explore the intersection of AI and sales performance. As a leader in AI-driven coaching, Ioanna shares how AI enhances—not replaces—human connection in sales. Key Topics Covered: How AI is revolutionizing soft skills in sales—active listening, empathy, and time management. Th...

In this episode of Selling the Cloud , hosts Mark Petruzzi and Kathy Minter sit down with Frank Cespedes, a senior lecturer at Harvard Business School and author of Aligning Strategy and Sales . Frank shares his deep expertise on the intersection of business strategy and sales execution, shedding light on why so many organizations struggle to connect their go-to-market plans with real-world sales...

On this episode with Paul Melchiorre we discuss: The Year of Efficiency – How companies are prioritizing enablement, leadership, and strategic decision-making to optimize sales performance. The Evolution of Sales Enablement – Why traditional training isn’t enough and how sales teams need mentoring, better leadership, and structured processes to succeed. Pipeline Reality Check – How elite CROs are...

In this episode of Selling the Cloud , hosts Mark Petruzzi and KK Anderson welcome SaaS industry veteran Paul Melchiorre , a leader in sales transformation, private equity investing, and board advisory. With decades of experience across multiple technology revolutions, Paul shares his insights on the evolving landscape of SaaS sales and what it takes to thrive in today's market. Key Discussion Top...