In this episode of Selling the Cloud, Drew Sechrist, CEO and co-founder of Connect the Dots and longtime Salesforce veteran, joins Mark Petruzzi and KK Anderson to unpack what it really means to build a relationship intelligence layer that changes how your team goes to market.

Drew shares why his own career win stories at Salesforce led him to build Connect the Dots, and how mapping real relationship strength can turn stalled enterprise deals into closed revenue. He breaks down the nuance of activating networks at scale, aligning incentives around introductions, and embedding relationship data directly into the existing workflow so new processes do not die on the vine. From Monday pipeline reviews to executive access and stuck late stage opportunities, Drew explains how the best revenue teams treat relationship intelligence like the air they breathe.

What You’ll Learn:

• Relationship Intelligence Fundamentals: What it really means to build a relationship intelligence layer and why it is a different go to market motion than cold outbound.
• Incentives and Activation: Why simply seeing who knows whom is only half the game and how incentive alignment, compensation, and context determine whether relationships actually get activated.
• Workflow, Not Side Quest: Practical ways to embed relationship data in tools like Salesforce, Slack, and email so managers naturally coach around it in pipeline reviews.
• From Story to Playbook: How one trusted introduction at Salesforce unlocked a seven figure deal and how that kind of magic can be turned into a repeatable team playbook.
• Modern Deal Strategy: How to use relationship maps and heat maps to unblock late stage deals stuck with finance, legal, or executive signoff instead of just hoping the contract gets approved.

Key Topics:

• Building a relationship intelligence layer for GTM and revenue teams
• The nuance of relationship activation and incentive alignment
• Where relationship intelligence should live in the RevOps and sales tech stack
• Using Salesforce embedded views, alerts, and APIs instead of forcing new UI and heavy change management
• Designing Monday pipeline reviews that start with “who do we know” and “have we connected the dots”
• Why LinkedIn connections alone are noisy and how signal based relationship scoring changes the game
• Moving from manual “who knows who” exercises to scalable, AI powered relationship mapping

Guest Spotlight: Drew Sechrist

Drew Sechrist is the CEO and co founder of Connect the Dots and a former Salesforce executive who rose through the ranks during the company’s hyper growth era. His experience closing large, relationship driven enterprise deals at Salesforce inspired him to build a platform that operationalizes the power of real networks for modern revenue teams. Today, Drew helps companies turn hidden relationship capital into measurable improvements in win rates, cycle times, and deal size.

Resources and Mentions:

• Company: Connect the Dots
• Concept: Relationship intelligence and relationship heat maps for GTM
• Book: The Tipping Point by Malcolm Gladwell
• Platform Ecosystem: Salesforce, Slack, email, and RevOps systems as primary surfaces for relationship data

🎧 Listen now and follow Selling the Cloud for more GTM, sales leadership, and AI driven revenue insights from leading voices in enterprise growth. Subscribe wherever you get your podcasts.

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In this episode of Selling the Cloud, Mark Petruzzi and KK Anderson sit down with Drew Sechrist, CEO and co founder of Connect The Dots and longtime Salesforce veteran, to unpack why traditional ABM motions and high volume outbound are running out of gas and what comes next. Drew shares how relationship intelligence, warm introductions, and network aware playbooks are giving revenue teams a durable performance edge over cold, volume driven tactics.

Drawing from his experience leading enterprise teams at Salesforce and now building Connect The Dots, Drew explains how to operationalize real relationships at scale, how to reimagine the role of the account executive as CEO of the territory, and why senior sellers should lead the shift from spray and pray to relationship driven go to market.

What You’ll Learn:

• Why ABM has reached peak utility and where it still fits in a modern go to market motion

• How relationship intelligence and warm paths consistently outperform cold outbound and one to many ABM

• Why the best enterprise sellers behave like CEOs of their territories and how that model broke during the growth at all costs era

• How to design KPIs that expose when your current motion is tapped out and ready for a relationship first rethink

• A practical 90 day approach to shifting from volume based SDR motions to relationship driven plays led by senior sellers

Key Topics:

• The limits of high volume ABM and cold outbound as primary growth levers

• Mapping networks, scoring relationship strength, and surfacing warm paths into target accounts

• Dreamforce era relationship building and how those habits still drive enterprise deals

• The return of the account executive as CEO of the territory, not just a cog in the sales tech machine

• Using AI and systems like Connect The Dots to make relationship based selling scalable and measurable

• Reweighting your go to market mix across ABM, intent, and relationships instead of relying on mass spray and pray

• How SDRs evolve into behind the scenes orchestrators of introductions, routing requests through executives and board members without breaking trust

Guest Spotlight: Drew Sechrist

Drew Sechrist is the CEO and co founder of Connect The Dots, a relationship intelligence platform that helps go to market teams tap into the power of real relationships at scale. Before founding Connect The Dots, Drew spent more than a decade at Salesforce during its hyper growth era, rising from one of the first account executives to leading enterprise sales teams. His career has been built on leveraging networks, warm introductions, and trusted relationships to win complex, high value deals.

Resources and Mentions:

• Company: Connect The Dots

• Event: Dreamforce

• Topics discussed: account executives as CEOs of their territories, relationship driven GTM, shifting off pure volume motions

🎧 Listen now and follow Selling the Cloud for more conversations on modern go to market, revenue leadership, and the future of relationship driven selling in an AI enabled world. Subscribe wherever you get your podcasts.

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In this episode of Selling the Cloud, Paul Fuller, Chief Revenue Officer at Membrain, joins KK Anderson and Mark Petruzzi for a compelling conversation on how modern sales leaders can use AI to coach more effectively, eliminate wasteful pipeline rituals, and build real self-leadership within their teams.

Paul outlines how high-performing sales managers are shifting from performative metrics to meaningful enablement; using AI to flag risk, generate insights, and equip reps to close complex deals. He also shares how sales leaders can establish operating rhythms, drive accountability, and lead with trust; all while reporting to the board with metrics that prove the business value of relationships.

What You’ll Learn:

• AI-Enhanced Coaching: How to pair red/yellow flag systems with AI insights to pinpoint stalled deals and coach with precisio
• Cadence of Accountability: How to replace unproductive pipeline calls with actionable, written commitments that build trust and execution
• Manager Enablement: Why coaching the coach is the next evolution in sales performance systems
• Board-Ready Metrics: Which numbers matter most to prove relationships and strategic selling actually move the needle
• Practical AI Use Cases: Where AI drives effectiveness now (e.g., summarization, follow-up, personalization), and where it still falls short

Key Topics:

• Operationalizing AI in pipeline reviews and deal strategy
• Moving from activity tracking to outcome coaching
• Systems for continuous manager development
• Real intelligence vs. performative sales theater
• CRO priorities in the AI era: focus, trust, proof
• Enabling full-cycle reps with better content, follow-up, and insights
• Measuring relationship impact: customer engagement, strategic touches, lifetime value

Guest Spotlight: Paul Fuller

Paul Fuller is Chief Revenue Officer at Membrain, where he brings structure, strategy, and coaching to complex B2B sales organizations. A strong advocate for elevating leadership and execution within sales teams, Paul focuses on embedding process, insights, and AI into daily workflows to help reps and managers improve continuously.

Resources & Mentions:

• Company: Membrain

• Book Recommendations:

– The Greatest Sales Question Ever Asked by Brent Long

– A Mind for Sales by Mark Hunter

– The Speed of Trust by Stephen M.R. Covey

– Mere Christianity by C.S. Lewis

• Sales leader to follow: Matt Green (Sales Assembly)

🎧 Listen now and follow Selling the Cloud for more real conversations with revenue leaders building tomorrow’s go-to-market playbooks.

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In this episode of Selling the Cloud, Paul Fuller, Chief Revenue Officer at Membrane, joins KK Anderson and Mark Petruzzi to reframe how revenue teams win in complex, multi-stakeholder deals. Paul explains why many orgs over index on apps and one-off skills while under investing in operating rhythms, leadership habits, and relationship-driven execution. He introduces the idea of real intelligence as the who and why that guide the how, and shows how process plus AI inside the workflow can coach managers, focus reps, and change what happens every Monday morning.

What You’ll Learn:

• Defining real intelligence: moving beyond tools to leadership, service, and wayfinding
• Building operating rhythms: weekly coaching, clean pipelines, and a cadence of accountability
• Embedding insights in the workflow: checklists that coach, not just boxes to tick
• Activating AI where it matters: individualized multi-stakeholder follow ups and manager signals
• Proving what boards fund: focusing on measurable behaviors that move win rate and cycle time

Key Topics:

• Systems over one-off training for durable behavior change
• Process plus AI to guide day-to-day actions in CRM
• Coaching frameworks that reinforce who, why, then how
• Multi-threading effectively and right-sizing stakeholder engagement
• From performative pipeline calls to meaningful operating reviews

Guest Spotlight: Paul Fuller

Paul is the Chief Revenue Officer at Membrane. He helps complex sales organizations operationalize process, coaching, and buyer-centric execution so managers can coach and reps can execute without bouncing across tools.

Resources & Mentions:

• Fathom and Gong for call capture and summarization
• Membrane workflow checklists and coaching cadence
• WINS framework for servant leadership based selling
• Books: The Greatest Sales Question Ever Asked by Brent Long; A Mind for Sales by Mark Hunter; The Speed of Trust by Stephen M. R. Covey
• Leader to follow: Matt Green of Sales Assembly

🎧 Listen now and follow Selling the Cloud for more GTM insights from enterprise operators and CROs. Subscribe wherever you get your podcasts.

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In this replay of Mastering Sales with AI, AGS Co-Founder Mark Petruzzi is joined by KK Anderson and Scott Stollwerk, Chief Sales Officer at Pest Share, together with Gabriella Koenig of Collective[i], for a lively and practical discussion on how AI is reshaping the art of selling.

The conversation dives deep into what separates average sales teams from AI-empowered ones—and it’s not the tech itself. It’s the thinking. The panel explores how smarter questions, better hypotheses, and trust-driven selling can transform AI from a productivity tool into a true strategic partner.

They share real stories from the field: how AI predicted buyer shifts before humans saw them, how teams replaced pipeline calls with signal-driven insights, and how great sellers now act like the CEOs of their own territories—with AI as their superintelligence.

Whether you’re a CRO, RevOps leader, or AE curious about where to start, this session shows how to go beyond surface-level prompting and turn AI into an amplifier for strategy, trust, and results.

What You’ll Learn:

• Why AI transformation in sales is not about technology—it’s about better thinking and sharper questioning

• The “value hypothesis” framework for creating AI-assisted prep before every customer meeting

• How leading teams like Pest Share use AI to forecast, coach, and prioritize deals in real time

• What happens when sales leaders replace pipeline reviews with AI signal reviews

• How to coach teams to trust and collaborate with AI rather than resist it

• Why the best sellers now operate like CEOs of their own pipelines—and how AI makes that possible

Featured Speakers:

• Mark Petruzzi – CEO, Accelerant Growth Solutions (AGS)

• KK Anderson – Co-Founder, Accelerant Growth Solutions (AGS)

• Scott Stollwerk – Chief Sales Officer, Pest Share

• Gabriella Koenig – Moderator, Collective[i]

Key Topics:

• Prompting for insight vs. prompting for confirmation

• From search to strategy: moving beyond AI as a shortcut

• Trust, empathy, and human connection in the AI era

• Smarter forecasting and self-coaching with collective data

• Building AI-driven sales cultures that embrace change

#SellingTheCloud #GetAGS #ReimagineGrowth #AIforSales

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In Part 2 of our conversation with Neil Graham, Chief Revenue Officer at Disqo, we dive deeper into how modern CROs must rethink their org design, marketing execution, and AI integration strategies to stay competitive in 2025 and beyond. Neil shares why curiosity, humility, and bias for action are now non-negotiables; and how his team is operationalizing those values inside a flat, fast-moving GTM system.

From building AI-generated deal strategy sessions to deploying 24/7 agents on the website, Neil unpacks the real-world tools and team behaviors that are reshaping sales and marketing execution. This episode is packed with tactical insights for CROs leading through change.

What You’ll Learn

• Flatter Orgs, Bolder Execution: How Disqo’s three-layer model speeds up decisions and drives alignment across marketing, sales, and delivery.
• Non-Negotiables in Revenue Teams: Why curiosity, humility, and action orientation matter more than ever, and how to screen for them.
• AI as a Revenue Multiplier: How Disqo uses AI for outbound personalization, content creation, and automated deal intelligence.
• Coaching in the AI Era: How Neil’s RevOps team leads enablement through data-driven strategy docs and always-on insights.
• Creating New Roles for the AI Age: Why Disqo now has a dedicated AI strategy lead embedded in RevOps, and how other CROs can follow suit.

Key Topics

• Scaling outbound without bloating headcount
• Redefining RevOps to include data, process, enablement, and AI ownership
• Designing a leadership team that balances vision and execution
• The future of SDR and BDR roles in an AI-enabled GTM
• Using AI agents for 24/7 coverage and real-time buyer insights
• Building culture through feedback, modeling, and EQ-based hiring

Guest Spotlight: Neil Graham

Neil Graham is the Chief Revenue Officer at Disqo. A proven growth operator and revenue architect, Neil has helped scale iconic brands like Salesforce, Siebel, and Jive. At Disqo, he’s building a flat, AI-accelerated GTM machine that prizes speed, ownership, and alignment over legacy hierarchy.

Resources & Mentions

• Company: Disqo
• Frameworks: MedPick, DSF (Disqo Success Framework)
• Sales Tools: Gong, Clay, ChatGPT, AI agents
• Leadership Inspiration: Carl Schachter, Eli Cohen, John Barrows
• Book: Emotional Intelligence by Daniel Goleman

🎧 Listen now on Apple Podcasts, Spotify, or wherever you get your podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of Selling the Cloud, we’re joined by Neil Graham, Chief Revenue Officer at Disqo and a seasoned revenue leader whose career spans Salesforce, Siebel, Jive, and Telem. Neil shares a ground-level view of what it takes to lead, scale, and modernize revenue organizations in an era where traditional sales playbooks are no longer enough.

From breaking out of funnel-stage rigidity to building flat organizations that prioritize curiosity, Neil walks through the changes CROs must embrace to stay ahead. He also shares how Disqo is rethinking GTM structure and leveraging AI to drive personalization, speed, and operational clarity; without drowning in tools.

What You’ll Learn

• Why the Playbook is Obsolete: What Neil really means when he says the old models no longer work, and what replaces them.
• Lightweight Rigor at Scale: How to build process and alignment without slowing teams down.
• From Bottoms-Up to Top-Down TAM: How Disqo blends relationship selling with TAM-led targeting for scale.
• Curiosity as Culture: Why curiosity is a non-negotiable leadership trait in flat, fast-moving GTM orgs.
• Leading Through Change: How to coach teams to self-govern, move fast, and stay mission-aligned in a no-layer org model.

Key Topics

• Building sales organizations without bureaucracy or bloat
• Aligning marketing, sales, and success teams around business outcomes
• Using AI to power real-time customer insight and hyper-relevant outbound
• Flattening GTM structures for speed, ownership, and clarity
• Creating cultures where experimentation and impact are rewarded

Guest Spotlight: Neil Graham

Neil Graham is the Chief Revenue Officer at Disqo and a proven sales leader with decades of experience scaling GTM organizations from Series A to post-IPO. Known for his ability to bring structure without red tape, Neil has helped some of the most recognized B2B SaaS names balance scale with agility in high-growth phases.

Resources & Mentions

• Company: Disqo
• Framework: DSF (Disqo Success Framework)
• Sales Tools: Gong, Clay, ChatGPT
• Books & Influence: MedPick methodology, Salesforce early days, AI-led sales enablement

🎧 Listen now on Apple Podcasts, Spotify, or wherever you get your podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In Part 2 of our conversation with Josh Hoffman, we explore the leadership mindset required to thrive in moments of high-pressure change, like mergers, long enterprise cycles, and AI-driven disruption.

Josh shares how sales teams can stay grounded in customer value, build trust through co-created plans, and lead with consistency; regardless of who owns the company or what the logo says.

We also talk about the real-world impact of AI on sales effectiveness, onboarding, and go-to-market readiness.

What You’ll Learn:

• Leading Through Change: How to stabilize culture and focus teams during M&A, leadership transitions, or high-stakes GTM shifts
• Mutual Action Plans that Work: Why aligning around a co-created calendar is a simple but powerful tool for accountability and momentum
• Consistency Over Chaos: How sticking to your core value proposition helps drown out internal and external noise
• Real AI Use Cases: How Josh and his team use AI for onboarding, writing, analysis, and market research—without replacing human judgment
• Leadership in Modern Sales Orgs: The behavioral traits that inspire performance, loyalty, and resilience

Key Topics:

• Sales leadership in high-pressure, transitional environments
• Using backward-planning and mutual calendars for deal velocity
• Staying aligned on value across long sales cycles
• Cultural consistency across internal and client-facing teams
• AI for productivity, market intelligence, and GTM strategy
• Embracing humility and continuous learning as a CRO

Guest Spotlight: Josh Hoffman

Josh is Chief Revenue Officer at Totus Rx and a long-time leader in B2B revenue organizations. He’s built and led sales teams across tech, telecom, and compliance industries, with a focus on building high-trust teams and delivering real value to customers. Josh is known for his practical, human-centered leadership style, especially in complex, high-stakes environments.

Resources & Mentions:

• Book: The Challenger Sale
• Book: SPIN Selling
• Leaders Mentioned: Mark Anderson, Russ Reeder, Todd Abbott, Mike Jenner, Joe Burton
• Follow Josh Hoffman on LinkedIn for more insights on sales leadership and culture.

🎧 Listen now and subscribe to Selling the Cloud to hear more from enterprise GTM leaders shaping the future of sales.

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