Explore how companies are leveraging in-house data for a competitive advantage, executing on recommended data-informed growth levers, and how RevOps plays a critical role in handling these priorities in a scalable and cross-functional way.

Lindsey shares insights from her ten-year career in revenue operations, specific examples of cross-functional alignment through data strategy, and the journey of building RevAmp to address market challenges. She also discusses the evolving landscape of RevOps and the potential for a more scientific approach to revenue generation. Tune in to learn how to harness the power of data and AI in your revenue operations.

Kevin shares valuable advice for CROs entering the AI-driven sales era, emphasizing the importance of embracing data science in sales leadership.

Kevin shares valuable advice for CROs entering the AI-driven sales era, emphasizing the importance of embracing data science in sales leadership.

Today the hosts talk with Andy Paul about the evolution of the B2B landscape, how teams should be approaching and implementing AI in their sales strategies, and the types of leadership needed for scaling sales teams in today's world.

Today the hosts talk with Andy Paul about the evolution of the B2B landscape, how teams should be approaching and implementing AI in their sales strategies, and the types of leadership needed for scaling sales teams in today's world.

Today we talk about reaching alignment in marketing, rev ops, and sales in B2B companies with Kunal Mehta from Bain Consulting.

Today we talk about reaching alignment in marketing, rev ops, and sales in B2B companies with Kunal Mehta from Bain Consulting.

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 for Sales & Commercial Service Line, Cloud, Hi-Tech and Media, at Genpact joined the Selling...

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 over 30 years in the profession. What is the motivation for writing a Sales book?  Andy's...

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 Chris started the conversation with.  In a day where social media engagement is promoted as a...

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 revenue leader - the Chief Revenue Officer. This trend is based upon companies viewing the...

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 mispositioned within a company and too often ending in failure.  His goal is to help hire, onboard...

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 success, and Larry says this requires "MBS", or taking care of your Mind, Body, and Soul. ...

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 enterprise sales professional, recruiter, and sales leadership, and is well-positioned to opine on...

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 weeks later, that 2nd interview finally happened.  Much to her surprise, the salon owner, Julio said...

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 sales during her initial training program. In college, sales was not highlighted as a...

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 successful for a modern B2B Tech company. After investing 8 years at Oracle, a founding father of...

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 leaders is very deep and wide, however being able to figure out which data to acquire,  deploy...

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 engineer, Joseph wants to see the data that measures the variables that lead to the highest...

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 identify an under represented topic, lean into the subject and write a less than 100 page book...

Eileen Voynick has help senior operating executive 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 Succes, both as a function and as a focus in the enterprise software industry. Eileen's initial foray into Customer Success was formed in part by the large SAP partner ecosystem.  At SAP, Customer Success was focused on the...

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, and then apply on LinkedIn. Social Selling was initially developed as an "inbound" sales motion...

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 training thousands of B2B Sales professionals. The B2B Sales profession has been changed dramatically...

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 first learned the craft of Inside Sales at Oracle, which was the first traditional enterprise...