Selling Intelligence (formerly Selling the Cloud)

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 high-performing leaders and companies. Guest: Steve R...

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 growth. Toni also highlights geographic differences in...

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, and navigating the current SaaS recession. We di...

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, Frank brings a unique perspective to our discuss...

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. Lindsey also discusses overcoming obstacles in d...

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. Lindsey explains how many GTM leaders struggle with da...

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 landscape. AI and B2B Sales: Exploring the evolving ro...

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 shaping the future of B2B sales. Metric-Based Sales Cult...

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 .

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 .

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 at https://art19.com/privacy and California Privac...

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 at https://art19.com/privacy and California Privac...

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 fo...

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...

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...

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 r...

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 mis...

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 suc...

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 en...

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 week...

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...

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 success...

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...

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 en...

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 ide...