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

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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 Richards, SVP Revenue Enablement at: Mediafly

Co Hosts: Mark Petruzzi and Paul Melchiorre

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Show mentions:

Gold Rush, with Tony Beets

Doug May

The book: The Family Board Meeting

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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 maturity between US and EMEA companies, discusses which C-suite persona feels these pains the most, and where RevOps should sit in the organization to have the most impact.

Co-hosts: Mark Petruzzi and Katerina Ostrovsky

Guest: Toni Hohlbein, Growblocks

------- Mentions:

Clay, data enrichment platform

Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

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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 discuss the importance of precise metric tracking, the pitfalls of indiscriminate cost-cutting, and how Growblocks helps companies optimize their go-to-market strategies.

Guest: Toni Hohlbein, CEO of Growblocks

Co Hosts of Selling the Cloud: Katerina Ostrovsky and Mark Petruzzi.

Tony mentions CaC Payback quite a bit so let's define:

Customer Acquisition Cost Payback period is: How many months it takes to recoup the cost of acquiring a customer.

CAC Payback Period is calculated as:

Fully Loaded Sales and Marketing Expenses to Acquire New Customers

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - x 12

(CARR¹ from New Customers * Subscription Gross Margin Percentage)

¹CARR is Contracted Annual Recurring Revenue

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And for those of you wondering, yes, my cat likes to make an appearance in these podcasts. And yes, he is not starving; he is well-fed despite his complaints.

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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 discussion. He is the author of six books, including our topic for today, Aligning Strategy and Sales.

In this episode, we dive into these key areas:

• The importance of clear communication of strategic choices to sales teams.
• Common challenges in aligning sales with strategic objectives and ways to overcome them.
• Integrating internal performance management factors with external market characteristics.
• Strategies for recruiting and developing salespeople who can execute the strategy effectively.
• Key considerations for developing metrics that evaluate and reward performance in line with strategic goals.

Frank Cespedes, Author "Sales Management that Works"

Co Hosts Mark Petruzzi and Cathy Minter

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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 data integration, the critical role of RevOps in handling priorities, and the shift towards viewing revenue as a science. Tune in for actionable insights on optimizing your RevOps strategy and driving business growth.

Books mentioned on the show:

Data & Diagnosis Driven Selling, by Mark Petruzzi, Robert Scarperi, Ray Rike, and Paul Melchiorre

The Sales Acceleration Formula by Mark Roberge

Ecosystem Led Growth, by Bob Moore

Revenue Architecture, by Jacco van der Kooij

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Tom Chavez, CEO of superset

Lindsey Meyl, Co-Founder RevAmp

Accelerant Growth Solutions

Co-host: Katerina Ostrovsky

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