In Part 1 of this 2-part episode of the “Selling the Cloud” Podcast, RevOps edition, we are joined by Joseph Zito, founder of (X)Form, a company that partners with C-level executives to tackle ambitious goals amidst challenging revenue, profit, and operations dynamics. In this episode, we discuss executing effective company strategies, mobilization techniques to unite teams, and the impact of having an Operating Partner for the C-suite.

Joseph shares his journey from coder to executive, his experience across various roles in startups and large enterprises, and the founding of (X)Form. We delve into defining strategy, the challenges organizations face in strategy development, and how refining strategy can significantly impact operations.

Show Notes:

Co-hosts: Mark Petruzzi and Katerina Ostrovsky

Guest: Joseph Zito, CEO of (X)FORM

Mentions: Rumelt Strategy Chain

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In the second part of this engaging conversation, Rob Schilling addresses the common challenges companies face when transitioning to a data-centric sales model. He shares candid experiences where a data-driven approach may fall short and offers his perspective on how AI is reshaping the “art of sales.” With a keen eye on the future, Rob discusses the evolving role of AI and data-driven sales, the risks of over-reliance on AI, and the lessons he has learned from selling abroad, particularly in Japan. Wrapping up, Rob provides invaluable guidance for emerging Chief Revenue Officers (CROs) in the AI era, emphasizing the importance of cultivating skills akin to those of a "sales data scientist."

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Show Notes:

Co-Hosts: Mark Petruzzi and Cathy Minter

Guest: Rob Schilling, SVP, ERP Sales NA, Services Industries at Oracle

Mark talks about the book: Challenger Sale

Rob mentions the book: The Coming Wave, Mustafa Suleyman

Essential tool for every CRO: ChatGPT

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In this episode of Selling the Cloud, co-hosts Mark and Cathy sit down with Rob Schilling, SVP ERP Cloud at Oracle, to delve into the pivotal moments that have shaped his career in enterprise sales. Rob shares insights into the fundamentals of sales, emphasizing the importance of being the "CEO of your own territory," focusing on the customer, and selling business value. Additionally, Rob explores today's access to data and metrics and the balance between a customer-centric buyer's perspective and data-driven sales strategies, offering practical advice on encouraging teams to adopt this two-sided approach.

Co-Hosts: Mark Petruzzi and Cathy Minter

Guest: Rob Schilling, SVP, ERP Sales NA, Services Industries at Oracle

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