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 2 of Selling the Cloud, conversation with Kristina Jaramillo, President of Personal ABM, dives deeper into how ABM becomes a true revenue engine when it’s embedded across the entire go-to-market team.
Kristina focuses on post-sale motion; how ABM supports retention and expansion, closes the sales-marketing gap, and helps GTM teams drive value beyond the initial deal. She also shares how executive alignment, buyer enablement, and account-specific orchestration lead to stronger pipeline outcomes.
What You’ll Learn:
- ABM for Retention and Expansion: Why post-sale ABM delivers faster ROI and stronger pipeline impact.
- Marketing-Sales Orchestration: How marketing enables—not just hands off—the selling conversation through strategic content and insights.
- Leadership Alignment for Revenue: The importance of CRO-CMO collaboration and how it drives true go-to-market accountability.
- Multi-Channel Buyer Relevance: How to use platforms like LinkedIn to drive engagement beyond generic outreach.
- Revenue-Led Metrics: What to actually measure in ABM, from NRR and deal influence to buyer group engagement.
Key Topics:
- ABM’s role in revenue beyond acquisition
- Moving from pipeline handoff to full-cycle enablement
- How to align GTM leadership across sales and marketing
- Using account insights, not just intent data
- Orchestrating account experiences across buyer groups
- Redefining the marketer’s role in late-stage deals
Guest Spotlight: Kristina Jaramillo
Kristina is President of Personal ABM and host of the ABM Done Right podcast. She works with B2B tech and SaaS companies to move beyond automation-driven tactics and build strategic, account-relevant go-to-market programs that generate real revenue growth.
Resources & Mentions:
- Podcast: ABM Done Right
- Go-to-market strategist to follow: Sangram Vajre
- Recommended Books:
- The Challenger Sale
- The Challenger Customer
- The JOLT Effect
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