Selling the Cloud

As we revisit this episode, Doug Landis' insights on storytelling in B2B sales are more important than ever. Learn how compelling stories can help differentiate and elevate your message in a crowded market.Doug Landis, Growth Partner at Emergence Capital was formerly the Chief Storyteller at Box. Before being the Chief Storyteller at Box, Doug was an executive in the Sales Productivity group at Salesforce.In this episode of Selling the Cloud, we dive deep into how storytelling has become a critical skill for enterprise-class, B2B sales professionals.One of Doug's early learnings came directly from paying his dues initially as a quota-carrying sales professional at Oracle. Over those early years, Doug discovered his passion for helping others and sharing the secrets that made him successful as an individual sales contributor with his colleagues, thus the move to sales enablement/productivity at Salesforce.The journey to becoming the "Chief Storyteller" at Box started with the hiring of a new SVP Sales. As the new executive interviewed sales reps across the company, he quickly identified that Box did not have one common message that they were communicating to the market. This inconsistently led to the new SVP Sales challenging Doug with the task to replicate and scale his ability to communicate consistently through storytelling to the entire sales organization. One of the key areas Doug first identified was that most customer stories were very "rote", and needed to become more interesting to the target buyer(s).First, Doug engaged Customer Success to capture the Voice of the Customer, and start the journey to train the sales force how to storytelling by focusing on the customer and their experiences and stories. Secondly, the story could not be the same story that the founder and CEO of Box told, because that was his own story and did not easily translate to being told by Account Executives. Storytelling is not just for natural storytellers, it can be learned by listening to your environment. But it does take thoughtful practice and needs to be tailored to a relevant story, that resonates with the individual buyer(s) needs.Improv was highlighted as an interesting format to learn how to put yourself in the persona of the person you are speaking with and make your storytelling more impactful. Storytelling helps one to learn how to transition from one part of the story to the next. This skill is highly relevant to how a B2B Sales professional can learn to enhance the transition from one slide to the next in their sales presentation or demo.The discussion evolved into "Getting to WOW" and why storytelling is so relevant to founders and CEOs pitching to investors. A common theme for B2B Sales professionals and founders pitching to investors is about getting to the "why" you or your company are uniquely positioned to help the recipient of the story.Finally, we discussed the benefit of establishing a "Story Library" by stage, by buyer persona, and even the creation of a "storytelling" coach role in the sales enablement function. Stories should focus on telling stories that relate to individuals by telling the story about how your solution impacted people (buyer personas) not companies.In today's extremely noisy and saturated B2B SaaS and Cloud market, making your solution and value stand above all others is critical. Storytelling may just be the best way to differentiate yourself and your solution. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

We are excited to revisit this episode of Selling the Cloud. featuring Paul Melchiorre, a legendary Silicon Valley Chief Revenue Officer at leading Saas companies like Ariba and AnaPlan. Paul's unique perspectives on scaling high-growth companies, the role of a CRO, and the impact ofProduct Led Growth remains just as relevant today. Over thirty years, Paul has had the change to be a part of industry leading, high growth companies beginning with SAP where Paul was an early executive for their entry into the North American market.Paul then in 1998 joined Ariba, an early market entrant and ultimately the acknowledged leader in indirect procurement automation. Paul experienced a unique journey in early stage, venture backed companies by staying at Ariba for over 15 years, including being the Global Sales, Services and Partner top executive for the majority of that time.Paul shared why, in the Chief Revenue Officer (CRO) role that being responsible for marketing, sales and customer success is a critical element for success. Several reasons that this is so important is that the customer lifecycle has been changed by the SaaS industry, including the growing importance of existing customer expansion revenue in the evolving "Land and Expand" customer acquisition model.The growing trend of Product Led Growth (PLG) as a customer acquisition motion will continue to increase the importance of an integrated approach to customer acquisition, retention and expansion. This need for an integrated approach to the customer lifecycle is further highlighted when up to 50% of revenue growth is generated by existing customers.Paul also shares how investing in himself, including earning his MBA in Finance in the middle of his career journey was critical to being a well rounded, CRO that could build credibility with the CFO.Paul further explored how PLG also impacts the need for product management to become a more integrated part of the revenue generation team. Another variable discussed is how the stage of the company impacts both the CRO role and the profile of the CRO. Being able to identify CRO's that have hands-on experience in both early stage, Product Market Fit (PMF) to Minimum Viable Repeatability (MVR) and then from MVR to Minimum Viable Traction (MVT) to true scale is a hard find, but more CRO's like that exist in 2021 than every before.If you have just become a Chief Revenue Officer or have the aspiration to become a CRO in a SaaS or Cloud company, this is a great listen.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

As the landscape of B2B marketing and sales continues to grow, it's the perfect time to revisit this insightful conversation and Michael Pollack’s perspectives on optimizing your data strategy for more effective customer acquisition.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 CEOData 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 intelligenceCRM, 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 contentMarketing 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 & opportunitiesWe 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.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

As we near the end of Q3, we thought it would be a great time to re-listen to "Transforming an Enterprise Sales Organization - with Cathy Minter, CRO at R3"Cathy shares her experiences in taking over the role of the CRO in an early stage pioneer in applying Block Chain to enterprise level application development. The need for transformation was initially based upon the original formation of R3, which was founded as a consortium of large financial service companies exploring how Block Chain could impact and be leveraged in the banking industry. Initially, R3 was more a consulting company and think tank comprised of investment banking professionals and not an enterprise software platform, with an enterprise sales organization.Cathy's initial challenge was to build the processes, infrastructure and organization required to evangelize the opportunity that Block Chain provides to application development of the future.Becoming a "Customer First" company started by getting the executive team aligned on building a customer centric culture that would serve them well over the long haul. It was then translated into the sales process that transitioned from product/feature/function to a solution, business value centric methodology. The use of "Proof of Technology" phase "0" programs to ensure both the business benefit and technical fit was used while embracing a "land and expand" customer acquisition and expansion strategy.Marketing and Sales alignment was discussed as a key responsibility of a CRO. When marketing and sales became part of the same reporting structure to Cathy at R3, that was when alignment became integration. A critical inflection point happened when marketing made all of their "goals" yet sales and the company missed their revenue goals...it was time to align marketing and sales to the same outcome based goals and integrate the processes, platforms and organizations to the end to end customer buying journey.Lastly, Cathy shared how to identify enterprise sales candidates for the traits of resilience. In fact, she linked the candidate question "tell me about the last five deals you lost and what did you learn from those" as a way to understand both resilience and a candidates ability to accept responsibility and learn from those experiences.If you want to become a Chief Revenue officer in an enterprise sales environment, and especially one where the need is to transform the company to a customer first, solution sales methodology, this is a great listen.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this timeless episode of the Selling the Cloud podcast, we revisit a conversation with Greg Holmes, the former Chief Revenue Officer at Zoom Video Communications from 2013 to 2020. This inaugural episode remains as relevant today as it was when first recorded, offering deep insights into the factors that fueled Zoom's meteoric rise.Join our co-hosts, Mark Petruzzi, and Ray Rike as they delve into the unique "happiness culture" that Zoom cultivated from its early days. Greg shares how Zoom's commitment to customer and employee happiness became a cornerstone of its success, from establishing "happiness crews" in every global office to having a Chief Happiness Officer.Zoom's innovative approach to video communications was purpose-built for the collaborative, mobile age, setting it apart from traditional solutions. Greg also discusses how Zoom's sales team acted as the "voice of the customer," constantly feeding insights back to product development to ensure the platform met user needs.Authenticity and resilience were key traits Zoom looked for in its sales hires. Greg shares how these qualities were assessed during interviews, including unique methods like hiring someone who had previously delivered happiness to Zoom employees as a server at a local restaurant. He also explores the importance of resilience in sales, built through life experiences and the ability to overcome challenges.Finally, Greg talks about the power of humility and mastering the art of praise—both giving and receiving it—as essential elements of Zoom's company culture.Co- Hosts: Mark Petruzzi and Ray RikeGuest: Greg HolmesSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of the “Selling the Cloud” Podcast, we are excited to welcome Neetha Ratakonda, CEO of BigLittle.ai. Neetha discusses her journey from engineering to entrepreneurship and explores how to bridge the marketing-to-sales disconnect. She delves into revenue leaks, process inefficiencies, and how RevOps acts as the connective tissue that empowers an effective go-to-market process. Tune in to learn about emerging technologies and how they are transforming RevOps to optimize revenue and drive business success.Co-hosts: Mark Petruzzi and Katerina OstrovskyGuest: Nivedita (Neetha) Ratakonda, CEO of BigLittleShow mentions:Books Neetha recommends:Sales Acceleration Formula, by Mark RobergeThe Hard Thing about Hard Things, by Ben HorowitzThe Power of Now by Eckhart Tolle and the Untethered Soul by Michael SingerSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this lively and unfiltered episode of "Selling the Cloud," we bring you a dose of Philly spirit with the dynamic duo Jeffrey Gitomer and Paul Melchiorre. This isn't just another podcast episode—it's a masterclass in sales resilience, grit, and preparation from two men who grew up in the streets of Philadelphia. Expect candid conversations, raw insights, and a bit of Philly spice as Jeffrey and Paul dive into their journeys and the evolution of sales in the age of AI.Highlights:Growing Up in Philly: Jeffrey and Paul share how their Philadelphia upbringing shaped their approach to sales, emphasizing the importance of resilience and grit.AI or Die: Jeffrey Gitomer unveils his new AI platform, an innovative tool that leverages his extensive sales knowledge to provide personalized, Gitomer-style answers to any sales query. Think of it as a GPS for sales professionals, designed to make you more efficient and effective.Sales Evolution: Explore the seismic shifts in sales with the advent of AI. Paul discusses how technology is transforming sales from an information delivery role to a process-enhancing role, making it crucial for sales professionals to adapt quickly.Sales Strategies:Preparation and Valuable Conversations: Paul emphasizes the importance of listening to your buyers' company earnings calls to learn crucial information and provide real value. Be prepared, understand your prospect, and bring perceived value to the conversation. Avoid traditional sales pitches; instead, bring fresh, valuable ideas to your prospects—ideas they haven’t thought of yet.Solicitors Welcome: Jeffrey has a sign etched on his door that says "Solicitors welcome." However, if a salesperson walks in and says, "Tell me a bit about your business," he kicks them out because they aren't bringing any value to the conversation and are wasting the prospect's time. Salespeople must be prepared and understand their prospects thoroughly.Surviving Tough Times: Learn Jeffrey’s top tips for selling in challenging times: stay in regular touch with your prospects, turn relationships into friendships, and remember that PEOPLE BUY FROM PEOPLE.*Note*: This episode contains strong language and mature themes, making it unsuitable for children.Show Notes:Host: Mark PetruzziGuests: Paul Melchiorre and Jeffrey Gitomer: King of Sales | International Sales Trainer and Keynote Speaker | Author of "Little Red Book of Selling"Jeffrey's Favorite CEO: Elon MuskFavorite Sales Book: "How to Sell Your Way Through Life" by Napoleon HillFavorite Business Book: "Atlas Shrugged" by Ayn RandAbout Jeffrey Gitomer:Jeffrey Gitomer is the author of 17 best-selling books. He’s a creative, on-the-edge, writer and speaker whose expertise on sales, customer loyalty, and personal development is world renowned. Known for presentations, seminars, and keynote addresses that are funny, insightful, in your face, real world, off the wall, and on the money.Jeffrey gives his audience information they can take out in the street one minute after the seminar is over and turn it into money.His podcast Sell or Die, has over 3,000,000 downloads.Jeffrey's Social Profiles:https://www.linkedin.com/in/jeffreygitomer/https://www.facebook.com/JeffreyGitomer/https://twitter.com/gitomerhttps://www.instagram.com/jeffreygitomerhttps://www.youtube.com/user/BuyGitomer/videos http://gitomersales.ai/See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In Part 2 of this episode of the “Selling the Cloud” Podcast, RevOps edition, we continue our conversation with Joseph Zito, founder of (X)Form. We explore the vital role of RevOps in ensuring successful strategy execution, addressing the common pitfalls that occur post-strategic offsite, and how an Operating Partner can help the C-suite stay ahead of the game.Joseph delves into the misconception that CEOs and executives can execute a company's strategic vision on their own, highlighting the importance of external support for achieving high performance. We discuss how an Operating Partner facilitates growth amidst "business as usual", helps unpack conflicting internal narratives, and ensures the organization remains focused on its strategic goals. Additionally, we examine the critical role of having a strong Ideal Customer Profile (ICP) to avoid inefficiencies and drive targeted success.Show Notes:Co-hosts: Mark Petruzzi and Katerina OstrovskyGuest: Joseph Zito, CEO of (X)FORMShow Notes:What is a bowling chart? Bowling Chart is a visual performance measurement tool for the KPIs of an organization, department or a person.Strategic Planning process: Hoshin KanriWhat makes an effective executive: The Effective Executive by Peter F. DruckerThe book: To Sell is Human by Daniel L.PinkSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 OstrovskyGuest: Joseph Zito, CEO of (X)FORMMentions: Rumelt Strategy ChainSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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."-----Show Notes:Co-Hosts: Mark Petruzzi and Cathy MinterGuest: Rob Schilling, SVP, ERP Sales NA, Services Industries at OracleMark talks about the book: Challenger SaleRob mentions the book: The Coming Wave, Mustafa SuleymanEssential tool for every CRO: ChatGPTSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 MinterGuest: Rob Schilling, SVP, ERP Sales NA, Services Industries at OracleSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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: MediaflyCo Hosts: Mark Petruzzi and Paul Melchiorre-----Show mentions:Gold Rush, with Tony BeetsDoug MayThe book: The Family Board MeetingSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 OstrovskyGuest: Toni Hohlbein, Growblocks------- Mentions:Clay, data enrichment platformMark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 MillionSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

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

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 MelchiorreThe Sales Acceleration Formula by Mark RobergeEcosystem Led Growth, by Bob MooreRevenue Architecture, by Jacco van der Kooij-----Tom Chavez, CEO of supersetLindsey Meyl, Co-Founder RevAmpAccelerant Growth SolutionsCo-host: Katerina OstrovskySee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of the "Selling the Cloud - RevOps Edition" podcast, Lindsey Meyl, co-founder of RevAmp, discusses optimizing go-to-market strategies through comprehensive data insights. Key topics include the importance of a dynamic data strategy, the transformative role of observability in RevOps, and leveraging AI for competitive advantage.Lindsey explains how many GTM leaders struggle with data confidence, comparing traditional CRM data processes to agile software development, and highlighting the need for a more dynamic approach to data collection and analysis.We delve into how observability can transform revenue operations by integrating various data signals, such as website activity and email interactions, to provide deeper insights and actionable recommendations.Lindsey discusses the difference between AI that enhances productivity and AI that drives a competitive edge, emphasizing the importance of organizing and utilizing unique data assets.As mentioned in the show: to build GTM infrastructure supporting data-driven decisions, you need to understand what data you have. Greg Meyer recently published a great maturity framework on LinkedIn, found HERE.Lindsey MeylRevAmpCo-Hosts: Mark Petruzzi and Katerina OstrovskySee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

This is Part 2 of Data Driven and Metric Based Selling in B2B, Kevin shares insights from his career journey, highlighting pivotal moments where AI and data-driven strategies made a significant impact. And we continue to cover these topics:Data-Driven Companies: We delved into what it takes for companies to become truly data-driven in today's landscape.AI and B2B Sales: Exploring the evolving role of AI and machine learning in shaping the future of B2B sales.Metric-Based Sales Culture: We discussed how revenue leaders can seamlessly blend metric-based business approaches with people-driven sales cultures.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode, we had the pleasure of hosting Kevin Knieriem, the President, Strategic GTM of Clari. Our discussion revolved around three key themes:Data-Driven Companies: We delved into what it takes for companies to become truly data-driven in today's landscape.AI and B2B Sales: Exploring the evolving role of AI and machine learning in shaping the future of B2B sales.Metric-Based Sales Culture: We discussed how revenue leaders can seamlessly blend metric-based business approaches with people-driven sales cultures.Kevin shared insights from his career journey, highlighting pivotal moments where AI and data-driven strategies made a significant impact. We explored how SaaS metrics are leveraged in sales leadership and team coaching, focusing on the top metrics that matter most.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today we will be covering part 2. of our show with Andy Paul, the host of the Win Rate Podcast:The Evolution of Sales in the B2B SaaS era ​​Integrating AI into Sales StrategiesLeadership and Scaling Sales Teams See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.