Selling the Cloud – Details, episodes & analysis

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Selling the Cloud

Mark Petruzzi, KK Anderson, Cathy Minter, Paul Melchiorre, Ray Rike and Katerina Ostrovsky

Business

Technology

Frequency: 1 episode/26d. Total Eps: 54

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, Cathy Minter, Paul Melchiorre, Katerina Ostrovsky, 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 book, Selling the Cloud, co-authored by Mark Petruzzi and Paul Melchiorre, making it your go-to source for the latest trends and practical tips in SaaS excellence.

Recent rankings

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Apple Podcasts

🇬🇧 Great Britain - management
02/12/2024
#79
🇫🇷 France - management
26/09/2024
#82
🇫🇷 France - management
25/09/2024
#66
🇫🇷 France - management
24/09/2024
#40

Spotify

No recent rankings available

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https://www.linkedin.com/in/mark-petruzzi-3633076/
13 shares
https://www.linkedin.com/in/ostrovskykaterina/
7 shares
https://www.linkedin.com/feed/#
6 shares

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RSS feed quality

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Score global : 59%

Publication history

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Storytelling in SaaS Enterprise Sales - with Doug Landis, Emergence Capital Growth Partner

Wednesday, September 18, 2024 • Duration 32:14

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.