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.
Enterprise-level cloud software sales have become the holy grail of B2B selling. By employing Software-as-Service (SaaS), the vendor takes over the tasks of deploying and maintaining applications, allowing technology to focus on the process, leaving companies to focus on getting the best outcome for their customers.
Saas has turned the selling of software upside down in all the best ways. Creating long term relationships is imperative to retaining customers for the long haul. Profitable SaaS selling is dependent on a new breed of sales leaders and direct reps who possess a different set of skills and personal attributes. These individuals must possess strong leadership skills, know how to develop intense collaboration between vendor providers and sales teams, always be customer-first, and be comfortable fully leveraging the extensive data and metrics that they have at their fingertips.
There is so much to learn from industry veterans Mark Petruzzi and Paul Melchiorre, along with well-known cloud titans from such software companies as Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign.
In Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales, Petruzzi and Melchiorre share the strategies they have developed, refined, and applied for the past twenty-five years to become enterprise cloud software sales leaders, along with the mindset and behavioral traits of the top performers in the industry.
Tune in and hear Mark and Paul’s answers to questions such as:
Click here to listen live on Tuesday, June 6th, 2023 at Noon Eastern >>>
As a leader, managing the human element is essential for building strong and successful teams.
In this episode, guest Matthew Brackett explores the necessary skills and strategies leaders can use to manage the human element in leadership effectiveness. In addition, we discuss the importance of building solid relationships with team members, effective communication, empathy, flexibility, emotional intelligence, conflict resolution, and professional development.
Tune in and hear Matt’s answers to questions such as:
Click here to listen live on Tuesday, June 13th, 2023 at Noon Eastern >>>
Enterprise-level cloud software sales have become the holy grail of B2B selling. By employing Software-as-Service (SaaS), the vendor takes over the tasks of deploying and maintaining applications, allowing technology to focus on the process, leaving companies to focus on getting the best outcome for their customers. Saas has turned the selling of software upside down […]
06.13.2023 – Managing the Human Element in Leadership, With Matthew Brackett
As a leader, managing the human element is essential for building strong and successful teams. In this episode, guest Matthew Brackett explores the necessary skills and strategies leaders can use to manage the human element in leadership effectiveness. In addition, we discuss the importance of building solid relationships with team members, effective communication, empathy, flexibility, […]
If you are a licensed professional, a salesperson, or someone whose livelihood depends on making deals, regardless of the field in which you work, your income demands that you bring in new business. But if you can’t relate to potential patients, clients, and colleagues, you will be short on individuals to serve or represent. In […]
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How would it feel to step away from the daily grind of corporate America, and become your own boss? Do you know the critical questions to ask before investing in a franchise opportunity? Eddie Rodriguez will educate you about franchise ownership and focus on what your lifestyle and financial goals are to tailor the right […]
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Every person has worked with difficult customers when it comes to their career and business. It can be a challenge to stay calm instead of getting upset when your customers give you a hard time. Stan Popvich shares his six tips on how to deal with difficult business clients. Tune in and hear Stan’s answers to […]
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