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, Paul Melchiorre, 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 books "Selling the Cloud" and "Data and Diagnosis-driven Selling", co-authored by Mark Petruzzi and Paul Melchiorre, making it your go-to source for the latest trends and practical tips in SaaS excellence.
In Part 1 of this conversation with Doug Brown—CEO of CEO Sales Strategies and one of the most trusted voices in revenue acceleration—Mark and KK dive into what it really takes to build a high-performance sales team.
Whether you're scaling a startup or optimizing a mature sales org, this episode is your blueprint for hiring top producers, increasing predictability, and improving performance from day one.
What you'll learn:
- Why clarity before hiring is the foundation of world-class sales teams
- How mindset, not just skillset, separates top performers from average reps
- The power of structured interviews, role simulation, and assessments like OMG
- A modern take on “ego strength + empathy” and how to calibrate for your culture
- Real-world examples from Tony Robbins, telecom sales, and PhD-led orgs
- How to hire for potential (not just experience) in a rapidly evolving sales world
- The overlooked importance of drive, commitment—and the "why" behind performance
Doug brings decades of proven experience, and KK adds her own perspective as the global leader in OMG sales assessments. Together, they unpack what most hiring managers miss and how to get it right.
Want help building a high-performance team?
Contact AGS at www.get-ags.com/contact
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