Selling Intelligence (formerly Selling the Cloud)

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...

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, a...

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 trainin...

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 firs...

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...

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 A...

Moving from data driven to metrics informed decisions and what does this mean for customer acquisition professionals? This was a primary topic of conversation on the latest Selling the Cloud podcast with Michael Pollack , Intricately CEO Data is like water - it's really important if you don't have any but what if you have TOO MUCH?  Water's value increases exponentially when you process or distill...

In this episode of the Selling the Cloud podcast,  we are  joined by Cathy Minter, Chief Revenue Officer at R3. Cathy shares her experiences in taking over the role of the CRO in an early stage pioneer in applying Block Chain to enterprise level application development.  The need for transformation was initially based upon the original formation of R3, which was founded as a consortium of large fi...

In this inaugural  episode of the Selling the Cloud podcast,  we were joined Greg Holmes, the Chief Revenue Officer of Zoom Video Communications between 2013 and 2020. Your hosts of the Selling the Cloud podcast are Mark Petruzzi, Digital Sales Transformation  consultant at Accenture and Ray Rike founder and CEO of RevOps Squared, the B2B SaaS KPI Benchmarking Index company. In this episode, Greg...