Sales Strategy & Enablement by Revenue.io

1048: Selling the Cloud, with Mark Petruzzi and Paul Melchiorre

Jul 25, 2023
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Episode notes
1
Introduction
00:00 • 4min
2
How to Be an Operational Executive
03:41 • 3min
3
Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales
06:40 • 3min
4
The Evolution of Enterprise Sales Stereotypes
09:47 • 4min
5
The Evolution of Sales Reps in the SaaS and Cloud Industry
13:33 • 5min
6
The Role of Stereotypes in Sales
18:38 • 4min
7
The Importance of Frontline Management in Enterprise Software
22:33 • 2min
8
The Rise and Fall of the VC Community
24:49 • 4min
9
The Market Fixes Itself Over Time
29:00 • 3min
10
The Growth at All Costs Mentality
31:34 • 4min
11
How to Be a Successful Salesperson
36:00 • 5min
12
The Importance of Questioning in the Discovery Process
41:15 • 2min
13
How to Be a Good Sales Rep
43:16 • 2min
14
No Means No
45:15 • 4min
15
The Importance of Objection Handling
49:22 • 2min
16
How to Hire Closers for SaaS Sales
51:17 • 3min