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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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.

1. 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.
2. 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.
3. 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 Meyl

RevAmp

Co-Hosts: Mark Petruzzi and Katerina Ostrovsky

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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:

1. Data-Driven Companies: We delved into what it takes for companies to become truly data-driven in today's landscape.
2. AI and B2B Sales: Exploring the evolving role of AI and machine learning in shaping the future of B2B sales.
3. Metric-Based Sales Culture: We discussed how revenue leaders can seamlessly blend metric-based business approaches with people-driven sales cultures.

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In this episode, we had the pleasure of hosting Kevin Knieriem, the President, Strategic GTM of Clari. Our discussion revolved around three key themes:

1. Data-Driven Companies: We delved into what it takes for companies to become truly data-driven in today's landscape.
2. AI and B2B Sales: Exploring the evolving role of AI and machine learning in shaping the future of B2B sales.
3. 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.

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Today we will be covering part 2. of our show with Andy Paul, the host of the Win Rate Podcast:

1. The Evolution of Sales in the B2B SaaS era 
2. ​​Integrating AI into Sales Strategies
3. Leadership 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.

Today we will be covering three main areas with Andy Paul, the host of the Win Rate Podcast:

1. The Evolution of Sales in the B2B SaaS era 
2. ​​Integrating AI into Sales Strategics
3. Leadership 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.

Today we are covering three main areas.

1) the strategies that B2B companies can use to alignment strategy across marketing, rev ops, and sales.

2) how data analytics helps marketing, rev ops, and sales work more effectively together.

3) how should we be thinking about continuous improvement across marketing, rev ops, and sales.

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

Today we are covering three main areas.

1) the strategies that B2B companies can use to alignment strategy across marketing, rev ops, and sales.

2) how data analytics helps marketing, rev ops, and sales work more effectively together.

3) how should we be thinking about continuous improvement across marketing, rev ops, and sales.

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

B2B Sales professionals are continuously faced with new challenges and obstacles they need to overcome on the path to success. In the past two years alone, sellers were forced to move to a 100% virtual roll due to a global pandemic. Most recently, the economy has quickly transformed from growth at all costs to efficient, profitable growth as the new imperative.

Dipanjan Das, Service Line Leader for Sales & Commercial Service Line, Cloud, Hi-Tech and Media, at Genpact joined the Selling the Cloud Podcast to discuss the need for "disruption ready selling". 

The first disruption we discussed was that most B2B Buyers (70 - 75%) prefer to conduct the majority of the buying process online, beginning with research. One of the factors driving this new reality is the presence of millennials as buyers. As a result, traditional sales processes must transform to meet the buyers where they are.

Dipanjan sees three major factors driving the need for B2B Sales transformation:

Point number three was referred to as a "Sherpa led" where a modern B2B Seller serves as a guide to help the buyer maneuver through a very noisy buying journey.

Over 30% of a B2B seller's time is spent on non revenue-generating activities, such as data entry, data analysis, and internal administrative tasks. Dipanjan said one of a company's primary goals is to find ways to bring JOY back to selling. 

Another key goal is to understand and focus on the "Value" that is being delivered to the buyer - both during the buying process and following the buying process as measured by the value that the client receives from the product...and even that the client's client is receiving.

"Disruption Ready Selling" is not a static concept; it is a continuously changing and evolving engagement process, especially for companies using a recurring revenue, subscription-based model. Traditionally, most companies viewed selling as a point in time, transactional process versus an on-going relationship where the customer could cancel the revenue relationship multiple times throughout the process. 

Dipanjan provides many thought-provoking insights on how to drive an "outcome-centric, data-driven sales process" that prepares a sales organization for the inevitable disruptions that B2B Sales professionals will face as the buyer's journey evolves and becomes even more digital.

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