Selling the Cloud delves into the stories of C-suite veterans in Sales, Marketing, Customer Success, and RevOps, revealing the secrets behind building successful SaaS empires. Each episode features seasoned leaders who walk through their career journeys, sharing the wins and lessons learned along the way. From mastering customer acquisition to leveraging AI-powered marketing and sales strategies, our guests provide actionable insights for driving growth and business success in the B2B SaaS space.
Guided by a powerhouse team of co-hosts, including Mark Petruzzi, Cathy Minter, Paul Melchiorre, Katerina Ostrovsky, and Kristin "KK" Anderson, Selling the Cloud offers a front-row seat to the evolving world of Go-To-Market strategies. This podcast extends the insights from the best-selling book, Selling the Cloud, co-authored by Mark Petruzzi and Paul Melchiorre, making it your go-to source for the latest trends and practical tips in SaaS excellence.
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 it into higher value outcomes (coffee vs water). This applies to B2B Marketing and Sales by evolving your data strategy from "contacts to context" - creating marketing & sales intelligence
CRM, Martech and Salestech platforms contain and create a lot of content (data) - but not enough context such as:
- What to say and/or what content to share
- When do you share it and how
- How do you say it or how do you message the content
Marketing can add more value to revenue growth by REDUCING the number of leads and moving to a "disqualification" versus "qualification" orientation. Disqualifying low fit leads, contacts, and prospects increases time invested on high quality leads & opportunities
We all know the buying journey has changed - but why are we still using techniques from 10 years ago?
Mike has some interesting insights and ideas that he shares in this episode.
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