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

Filed in Podcasts, Previous Episodes on June 6, 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?


About This Guest: ()

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.