Mark Petruzzi and Paul Melchiorre

Mark Petruzzi has worked in the enterprise and cloud software ecosystem for 25 years. He has held senior leadership positions at Oracle, UKG (Ultimate Software), HCL, Accenture, and Deloitte where he was instrumental in building both the Oracle and Ariba practices into the largest “Big Four” practice in their respective markets. He has worked as a serial entrepreneur, founding, growing, and successfully exiting boutique consulting firms in the Salesforce, Oracle, and Peoplesoft ecosystems. More recently, Mark has turned his focus toward developing and executing innovative sales transformation as an expert board and leadership advisor for Genpact, BCI, 4L Data Intelligence, and a top-five global strategy consultancy.

Paul Melchiorre has 30 years of experience in enterprise software sales and business leadership. As Senior Vice President of Global accounts at SAP, he and his group were responsible for over 85% of the company’s revenue and helped establish SAP as the global STC Interior leader in enterprise software. Recently, he served as President and Chief Revenue Officer at Anaplan, a leading SaaS platform to facilitate financial planning and management. Paul is now sharing his proven, innovative approach as Operating Partner at Stripes and serves on multiple company boards.

Petruzzi and Melchiorre are co-authors of Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales.

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Mark Petruzzi and Paul Melchiorre's Guest Appearances

06.06.2023 – Take a Deep Dive Into What It Takes to Be Successful in Selling Cloud Software Today, With Mark Petruzzi and Paul Melchiorre

Filed in Upcoming Episodes on May 20, 2023

Tune in and hear Mark and Paul’s answers to questions such as:

  • What inspired you to write this book?
  • What is SAAS sales and how does it differ from other BtoB sales?
  • What are the three most powerful sales strategies?
  • Why do women excel in sales?
  • How can one build a customer-first sales team that drives productivity?
  • Why is the end goal in SaaS sales if it is not closing?
  • Tell me about your experience?
  • Why is selling in the cloud different?
  • What is happening in the world of SaaS/Cloud now?
  • And much, much more!

Click here to listen live on Tuesday, June 6th, 2023 at Noon Eastern >>>

06.13.2023 – Managing the Human Element in Leadership, With Matthew Brackett

Filed in Upcoming Episodes on May 19, 2023

Tune in and hear Matt’s answers to questions such as:

  • What does “managing the human element” mean to you, and why is it important for effective leadership?
  • How do you build strong relationships with team members and create a positive work culture?
  • Effective communication is crucial for managing the human element. Can you discuss some of the communication strategies that have worked well for you as a leader?
  • Empathy is an important skill for leaders to possess. So how do you cultivate empathy to understand your team members better?
  • Flexibility is critical in managing the human element, as each team member has unique needs and motivations. So how do you approach managing a diverse team?
  • Emotional intelligence is often cited as an essential trait for leaders. How do you manage your own emotions and respond to the emotions of others constructively?
  • Conflict resolution is a natural part of any team dynamic. Can you describe a time when you had to manage conflict within your team and how you approached it?
  • Professional development is essential for both the individual team members and the organization as a whole. So how do you prioritize and support the professional development of your team members?
  • Can you share a story or example of how managing the human element has helped you achieve organizational success?
  • What advice do you have for new leaders looking to build strong teams and manage the human element effectively?
  • And much, much more!

Click here to listen live on Tuesday, June 13th, 2023 at Noon Eastern >>>