Before a song is released, a record is produced, or a chorus is written, the musicians that write them think. A lot. They live. A lot. And they feel. A LOT. Hosted by award-winning interviewer and radio host Sofia Loporcaro, Before the Chorus dives into the stories and experiences that shape these artists, and ultimately, the music we hear.
In Part 2 of this Selling the Cloud conversation, Stephen Messer, Co-Founder of Collective[i], continues to challenge the status quo of sales technology and leadership—this time focusing on how GTM teams can embrace AI, real-time data, and agile principles to navigate today’s complex buying environments. Stephen and the hosts explore what’s broken in forecasting, why reactive CRM systems create risk, and how the modern seller’s mindset needs to evolve in a world where speed, adaptability, and intelligence win. What You’ll Learn: The Rise of Agile Selling: Why sales leaders need to build systems that adapt in real time—not ones that just report what already happened. AI-Enhanced Forecasting: How predictive intelligence is helping teams eliminate bias and plan more accurately. Why CRM Alone Is a Liability: A deep dive into why legacy sales systems fail in fast-moving markets. How to Spot Buying Signals Earlier: What modern sales orgs are doing to move faster and respond with precision. Changing the Sales Culture: Why the future of sales leadership depends on embracing new data models and tech-forward practices. Key Topics: Limitations of CRM forecasting Integrating AI for signal-based selling Buyer journey complexity and data latency Building an agile, responsive GTM motion Real-time revenue intelligence tools Leadership shifts for the AI-enabled seller Guest Spotlight: Stephen Messer Stephen is Co-Founder and Vice Chairman of Collective[i], a revenue intelligence platform leveraging AI to enable agile sales execution. He’s a serial entrepreneur with a passion for reshaping how sales teams operate in dynamic, data-rich environments. Resources & Mentions: Company: Collective[i] Topics: Agile revenue strategy, AI forecasting, CRM alternatives Suggested Reading: The JOLT Effect , The Qualified Sales Leader , The Sales Acceleration Formula 🎧 Listen now and follow Selling the Cloud for more episodes on modern GTM, enterprise sales, and AI-led transformation. Subscribe wherever you get your podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode of Selling the Cloud , Stephen Messer, Co-Founder of Collective[i], joins Mark Petruzzi and KK Anderson to challenge outdated sales systems and thinking—starting with the traditional CRM mindset. Stephen shares why CRM is no longer enough to keep up with how modern B2B buyers actually buy, and how AI, agile selling, and real-time intelligence are enabling sales organizations to operate with precision, speed, and adaptability. If your team is still relying on lagging indicators to drive revenue, this conversation is a must-listen. What You’ll Learn: Why CRMs Fall Short: How today’s buying environments outpace static, backward-looking CRM data. AI’s Role in Sales Agility: How machine learning and predictive intelligence change how reps prepare, forecast, and engage. Modern Buyer Behavior: Why linear sales cycles are dead and what sellers need to do to stay relevant. Real-Time Revenue Intelligence: How agile systems give sellers an edge by tracking live signals, not just past activities. Breaking Old Habits: What it really takes to shift from CRM dependence to a future-forward, AI-enhanced GTM approach. Key Topics: CRM limitations in today’s sales environment How AI enhances human selling, not replaces it The evolution of sales ops and forecasting Agile frameworks in B2B sales The speed and complexity of modern buying journeys Building a responsive, data-informed sales organization Guest Spotlight: Stephen Messer Stephen is Co-Founder and Vice Chairman of Collective[i], a platform that delivers AI-powered insights for enterprise sales organizations. A serial entrepreneur and digital innovator, Stephen brings deep insight into how technology and data can transform sales performance. Resources & Mentions: Company: Collective[i] Topics: AI in sales, agile revenue systems, sales enablement tech Recommended Reading: The JOLT Effect , The Challenger Sale , Predictable Revenue 🎧 Listen now and follow Selling the Cloud for weekly expert conversations on the future of enterprise selling, GTM strategy, and revenue innovation. Subscribe wherever you get your podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In Part 2 of Selling the Cloud, conversation with Kristina Jaramillo, President of Personal ABM, dives deeper into how ABM becomes a true revenue engine when it’s embedded across the entire go-to-market team. Kristina focuses on post-sale motion; how ABM supports retention and expansion, closes the sales-marketing gap, and helps GTM teams drive value beyond the initial deal. She also shares how executive alignment, buyer enablement, and account-specific orchestration lead to stronger pipeline outcomes. What You’ll Learn: ABM for Retention and Expansion: Why post-sale ABM delivers faster ROI and stronger pipeline impact. Marketing-Sales Orchestration: How marketing enables—not just hands off—the selling conversation through strategic content and insights. Leadership Alignment for Revenue: The importance of CRO-CMO collaboration and how it drives true go-to-market accountability. Multi-Channel Buyer Relevance: How to use platforms like LinkedIn to drive engagement beyond generic outreach. Revenue-Led Metrics: What to actually measure in ABM, from NRR and deal influence to buyer group engagement. Key Topics: ABM’s role in revenue beyond acquisition Moving from pipeline handoff to full-cycle enablement How to align GTM leadership across sales and marketing Using account insights, not just intent data Orchestrating account experiences across buyer groups Redefining the marketer’s role in late-stage deals Guest Spotlight: Kristina Jaramillo Kristina is President of Personal ABM and host of the ABM Done Right podcast. She works with B2B tech and SaaS companies to move beyond automation-driven tactics and build strategic, account-relevant go-to-market programs that generate real revenue growth. Resources & Mentions: Podcast: ABM Done Right Go-to-market strategist to follow: Sangram Vajre Recommended Books: The Challenger Sale The Challenger Customer The JOLT Effect 🎧 Listen now and follow Selling the Cloud for more GTM insights from leading voices in enterprise growth. Subscribe wherever you get your podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode of Selling the Cloud , Kristina Jaramillo, President of Personal ABM, joins KK Anderson to unpack why most ABM programs fall short; and what it really takes to win and expand six- to seven-figure enterprise accounts. Kristina shares how B2B teams can go beyond persona-based playbooks to deliver personalized, strategic account experiences. She explains how to redefine your ICP, align marketing and sales with shared revenue accountability, and build campaigns that influence real pipeline movement; especially when targeting enterprise buyers. What You’ll Learn: ABM Foundations that Win: How true account insights—beyond intent data or personas—unlock six- and seven-figure deals. Strategic ICP Redefinition: Mapping accounts by strategic readiness and revenue potential, not just firmographics. Full-Funnel Alignment: Tactics that unite sales, marketing, and CS around shared expansion and retention goals. Personalization at Scale: Frameworks for moving from one-to-one to one-to-few without losing relevance. Revenue-Centric Metrics: Using stage progression, influenced pipeline, and NRR to prove ABM impact. Key Topics: Strategic account-based marketing for mid-market & enterprise growth Differentiating ABM from demand gen Intent data traps and tech misuse Metrics that go beyond MQLs: NRR, stage progression, deal influence Aligning CS, sales, and marketing around buyer relevance Orchestrating account experiences, not just sourcing leads Guest Spotlight: Kristina Jaramillo Kristina is President of Personal ABM and host of the ABM Done Right podcast. With a deep focus on revenue-driven marketing, she helps B2B tech and SaaS companies build customized go-to-market motions that win and expand high-value enterprise accounts. Resources & Mentions: Podcast: ABM Done Right Go-to-market strategist to follow: Sangram Vajre Recommended Books: The Challenger Sale The Challenger Customer The JOLT Effect 🎧 Listen now and follow Selling the Cloud for more GTM insights from leading voices in enterprise growth. Subscribe wherever you get your podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this Part 2 episode, co-host Mark Petruzzi continues the conversation with Jack Zimnavoda, Head of Customer Success at Insightful. This time, they explore how Jack’s team is scaling Customer Success by embedding AI, aligning post-sale marketing, and applying smart segmentation strategies. Jack shares how predictive tools, data-informed health scores, and hybrid touch models enable CS teams to identify churn risks, streamline workflows, and drive expansion; all while maintaining a personal touch. What You’ll Learn Predictive CS in Action: Jack explains how his team uses AI within their CS platform to surface risk, recommend proactive next steps, and highlight expansion-ready accounts. Marketing + CS = Growth: How Insightful brings CS and marketing together to educate customers, promote feature adoption, and scale communication—without losing personalization. Segmentation for Scale: Why Insightful uses a hybrid touch model to support over 5,000 customers across different industries and sizes—without compromising value delivery. Retention Forecasting: Discover how qualitative inputs, usage data, and AI models combine to anticipate churn and improve long-term customer outcomes. Key Topics Building a predictive, AI-supported CS platform Aligning CS, product, and marketing post-sale Hybrid-touch models for scale Customer health scoring and churn prediction Operationalizing expansion strategy Creating scalable CS motions with a human touch Guest Spotlight: Jack Zimnavoda Jack is Head of Customer Success at Insightful, where he leads global efforts in retention, adoption, and expansion. With over 10 years of experience in B2B SaaS, Jack has developed practical, scalable strategies that connect Customer Success with revenue growth. Resources & Mentions Book: The Seven Pillars of Customer Success by Wayne McCulloch Podcast Mention: This is Growth by Daphne Costa Lopes Tool: Vitally – CS platform used by Insightful 🎧 Listen now and follow Selling the Cloud for more expert insights on scaling GTM teams. Subscribe wherever you get your podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode, co-host Mark Petruzzi welcomes Jack Zimnavoda, Head of Customer Success at Insightful. Jack shares how modern B2B SaaS organizations can turn customer success from a support function into a true driver of revenue and retention. Together, they explore what it takes to align CS with sales, marketing, and product—without creating channel conflict. Jack reveals how predictive AI, smart segmentation, and aligned incentives can turn expansion into a scalable and proactive motion. What You’ll Learn Customer Success as a Revenue Driver: Jack explains how to reframe CS from a cost center to a growth engine—through structure, ownership, and incentives. Avoiding Channel Conflict: Learn how clearly defined swim lanes, compensation clarity, and collaboration between CS and Sales create harmony and momentum. Building a Scalable CS Model: From white-glove enterprise accounts to hybrid-touch models, Jack outlines how to maintain personalized value delivery at scale. Metrics That Matter: Understand the importance of net retention, lifetime value, and how CS teams can build pipelines and forecast revenue just like Sales. AI + Customer Health: Hear how Jack uses predictive AI to monitor product usage, signal risk, and surface expansion opportunities at scale. Key Topics Structuring CS to own post-sale revenue Aligning CS, Sales, Marketing, and Product Channel conflict: where it happens and how to prevent it Using AI in CS forecasting and health scoring Segmenting your customer base to drive upsell plays Scaling without losing the human touch How to hire for commercial CSMs (hint: curiosity and creativity) Guest Spotlight: Jack Zimnavoda Jack is Head of Customer Success at Insightful, where he leads a global team focused on retention, adoption, and expansion. With over a decade of experience in B2B SaaS, Jack has helped transform CS into a proactive, commercial function that partners across the go-to-market org to drive real business outcomes. Resources & Mentions: Book: The Seven Pillars of Customer Success by Wayne McCulloch Podcast Mention: This is Growth by Daphne Costa Lopes Tool: Vitally – CS platform used by Insightful 🎧 Listen now and follow Selling the Cloud for more expert insights on scaling GTM teams. Subscribe wherever you get your podcasts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode, co-hosts Mark Petruzzi and KK Anderson welcome back their friend and former Selling the Cloud host, Cathy Minter, now CEO of Wisdom.io . Cathy brings her deep go-to-market expertise to a timely conversation on what it really takes to scale in today’s fast-changing SaaS environment. Together, they explore why the traditional, siloed approach to sales, marketing, and customer success no longer works—and why a unified CRO model is becoming essential for growth-minded organizations. What You’ll Learn Why a Unified CRO Model Works Discover the strategic advantages of aligning sales, marketing, and customer success under one revenue leader and when it doesn’t make sense. The Death of Departmental Silos Learn how shifting buyer behavior, faster sales cycles, and AI-driven insights demand end-to-end alignment across the customer journey. Data Fluency as a CRO Superpower Cathy shares why today’s CROs must think like data scientists and psychologists and how that’s changing the role forever. From Chaos to Clarity: Leading Through Change Practical advice for CROs navigating organizational chaos, short tenures, and constant pivots. Hint: Start with what you can change tomorrow. AI as Your New Intern Hear how Cathy leverages AI to supercharge research, prep, and forecasting—freeing up time to do what matters most: build trust and close deals. Key Topics The evolution of the modern CRO Aligning KPIs across sales, marketing, and success Why boards have resisted the unified model and how to change their minds The impact of AI on seller productivity and buyer behavior Building trust in a late-stage, digitally empowered buying process Practical tips for early wins in your first 90 days as a CRO Guest Spotlight: Cathy Minter Cathy is the CEO of Wisdom.io and a proven go-to-market executive with a track record of scaling high-growth SaaS businesses. She has led world-class sales, marketing, and customer success teams and now shares her playbook for building modern, aligned revenue organizations. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode, co-hosts Mark Petruzzi and KK Anderson welcome back their friend and former Selling the Cloud host, Cathy Minter , now CEO of Wisdom.io . Cathy brings her deep go-to-market expertise to a timely conversation on what it really takes to scale in today’s fast-changing SaaS environment. Together, they explore why the traditional, siloed approach to sales, marketing, and customer success no longer works—and why a unified CRO model is becoming essential for growth-minded organizations. What You’ll Learn Why a Unified CRO Model Works Discover the strategic advantages of aligning sales, marketing, and customer success under one revenue leader and when it doesn’t make sense. The Death of Departmental Silos Learn how shifting buyer behavior, faster sales cycles, and AI-driven insights demand end-to-end alignment across the customer journey. Data Fluency as a CRO Superpower Cathy shares why today’s CROs must think like data scientists and psychologists and how that’s changing the role forever. From Chaos to Clarity: Leading Through Change Practical advice for CROs navigating organizational chaos, short tenures, and constant pivots. Hint: Start with what you can change tomorrow . AI as Your New Intern Hear how Cathy leverages AI to supercharge research, prep, and forecasting—freeing up time to do what matters most: build trust and close deals. Key Topics The evolution of the modern CRO Aligning KPIs across sales, marketing, and success Why boards have resisted the unified model and how to change their minds The impact of AI on seller productivity and buyer behavior Building trust in a late-stage, digitally empowered buying process Practical tips for early wins in your first 90 days as a CRO Guest Spotlight: Cathy Minter Cathy is the CEO of Wisdom.io and a proven go-to-market executive with a track record of scaling high-growth SaaS businesses. She has led world-class sales, marketing, and customer success teams and now shares her playbook for building modern, aligned revenue organizations. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In Part 2 of our conversation with B2B Sales Playbook co-author and Growth Forum CEO David Fastuca , we dig deeper into the realities of modern B2B selling—where sales efficiency meets brand experience, and AI is no longer optional. From the dangers of AI-powered spam to the rise of seller personal branding, David, Mark, and KK unpack the current sales landscape and where it's headed. In this episode, we explore: Why AI spam is killing your brand—even if your numbers look “okay” on paper How to realign your go-to-market strategy around quality, not just quantity The rise of seller-led branding and why BDRs must now build trust and visibility online How great sales leaders create calm, consistent, performance-driven cultures The new standard for sales-marketing alignment: shared metrics, shared messaging, and shared accountability How to use AI to forecast accurately and coach reps in real time using sales call transcripts Quote to remember: “Your brand is being shaped by every outbound touch—even the ones that get ignored. AI makes it easier to scale, but much easier to erode trust.” – David Fastuca Don’t miss this if you’re a CEO, CRO, or RevOps leader rethinking how to scale sales in the AI age. Listen to the full episode now and learn how to balance automation with authenticity. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode of Selling the Cloud , we sit down with David Fastuca , CEO and Co-Founder of Growth Forum and co-author of the bestselling new book B2B Sales Playbook . From his base in Melbourne, David shares how high-growth teams can stop relying on random acts of selling and start building systemized, scalable sales engines. If you're still managing sales with gut instinct and ad-hoc processes, this episode is your wake-up call. What We Cover: Systemizing Sales Growth: Why repeatable processes always outperform superstar sellers—and how to build one. Calendar = Control: How elite sellers block time for prospecting, CRM updates, and continuous improvement. Avoiding RevOps Pitfalls: Common mistakes in go-to-market execution and how to get your ICP and messaging right. Give Power Back to the Buyer: Why a buyer-led process can result in better conversion and stronger relationships. AI & Automation in Sales: What works, what doesn’t, and how to avoid falling into the spam trap. The Right Way to Use AI: Using tools like Loom and ChatGPT not to automate junk—but to amplify thoughtful, insight-driven outreach. Mic-Drop Insight: “If your sales process depends on gut instinct or a single rainmaker, you’re gambling—not growing.” – David Fastuca Why You Should Listen: This episode is a blueprint for B2B sales leaders looking to create predictable pipeline , reduce churn in their sales team, and finally align marketing and sales under one scalable system. Subscribe to Selling the Cloud for more insights from top go-to-market leaders and B2B growth experts. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode of Selling the Cloud , hosts Mark Petruzzi and Kristin Anderson sit down with Stephen Messer , co-founder of Collective[i] , to unpack why traditional sales playbooks are failing in today’s volatile markets—and what elite revenue organizations are doing differently. Stephen brings a bold, data-backed perspective on why so many sales teams are flying blind and how AI-powered feedback loops are becoming essential for navigating constant change. What You’ll Learn: Why playbooks break down when market conditions shift How reliance on historical data leads to broken forecasts The growing gap between buyer behavior and seller actions What boards and executive teams really want from forecasting Why superintelligent sellers outperform rigid process followers How AI transforms pipeline visibility, speed, and decision-making Key Quote: “In volatile markets, you don’t need a better playbook—you need a better way to listen, learn, and adapt in real time.” Guest Bio: Stephen Messer is the co-founder of Collective[i], an AI-powered platform designed to transform the way revenue organizations operate. A pioneer in tech and data-driven strategy, Stephen has spent his career building companies that help businesses make smarter, faster decisions. Available on Apple Podcasts, Spotify, or wherever you listen. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In Part 2 of our powerful conversation with Doug Brown—CEO of CEO Sales Strategies—we dig deep into what it really takes to scale a high-performing sales organization. From identifying your ideal buyer to designing repeatable sales systems and aligning with customer psychology, Doug shares the process-driven, mindset-first strategies he’s used to help top-performing teams accelerate revenue with confidence. This episode is packed with frameworks, real-world stories, and sharp insights that sales leaders, CROs, and founders can implement immediately to boost productivity, predictability, and team performance. Topics Covered: Sales Process Optimization : Why most companies never define their ideal right-fit buyer and how that derails scalability Metrics that Matter : Doug’s 11 core metrics that reveal productivity bottlenecks—and the gold hidden in your top performers Customer-Centric Selling : The 3 reasons people buy—and how to align your pitch to their definition of value Business vs. Personal ROI : Why focusing only on business outcomes causes missed deals (and what to do instead) Sales Leadership that Works : How real leaders inspire performance by getting in the trenches, not behind the desk Compensation & Motivation : Why money only motivates up to a point—and what truly drives high rep retention The Future of Sales : How buyer behavior is shifting toward convenience and connection , and why AI is now a must-have in your sales workflow Memorable Quotes: “Sales isn’t about selling what you think is valuable. It’s about selling what they believe is valuable.” “You don’t need to reinvent the wheel—just find what your top performers are doing and replicate it.” “AI isn’t coming. It’s here. If you’re not using it to offload tasks, your competitors already are.” Work with the Selling the Cloud team : Visit www.get-ags.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In Part 1 of this conversation with Doug Brown—CEO of CEO Sales Strategies and one of the most trusted voices in revenue acceleration—Mark and KK dive into what it really takes to build a high-performance sales team. Whether you're scaling a startup or optimizing a mature sales org, this episode is your blueprint for hiring top producers, increasing predictability, and improving performance from day one. What you'll learn: Why clarity before hiring is the foundation of world-class sales teams How mindset, not just skillset, separates top performers from average reps The power of structured interviews, role simulation, and assessments like OMG A modern take on “ego strength + empathy” and how to calibrate for your culture Real-world examples from Tony Robbins, telecom sales, and PhD-led orgs How to hire for potential (not just experience) in a rapidly evolving sales world The overlooked importance of drive, commitment—and the "why" behind performance Doug brings decades of proven experience, and KK adds her own perspective as the global leader in OMG sales assessments. Together, they unpack what most hiring managers miss and how to get it right. Want help building a high-performance team? Contact AGS at www.get-ags.com/contact See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode of Selling the Cloud , Gene Guhne, a seasoned sales executive and global leader at Sabre, joins Mark Petruzzi and KK Anderson for a candid conversation on what it takes to lead modern sales organizations. From building cultures of accountability to navigating geopolitical risk, Gene shares battle-tested leadership lessons that every CRO and sales leader should hear. Topics Covered: How emotional intelligence builds trust and performance Why accountability doesn’t mean pressure—it means support The silent fears behind big-ticket purchases Lessons from global sales: data privacy, geopolitical risk, and investment strategy How soft skills are evolving in high-stakes, complex sales The importance of coaching through reflection, not punishment Gene’s go-to leadership practices and favorite business reads Key Quote: "Careers aren’t made by a great buy. But they’re often broken by a bad one." – Gene Guhne Gene’s Favorite Books: Emotional Intelligence (on the power of EQ in leadership) The Rise and Fall of the Third Reich (for historical insights with business parallels) See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
In this episode of Selling the Cloud , hosts Mark Petruzzi and KK Anderson sit down with Gene Guhne , Senior Vice President of Global Sales at Sabre Hospitality , to explore what it truly takes to lead a successful global sales team in today’s fast-evolving landscape. Gene draws on decades of experience managing international teams to share insights into building trust, fostering emotional intelligence, and driving high performance in a complex, multicultural environment. This episode is a must-listen for sales leaders, go-to-market strategists, and anyone navigating global team dynamics. Key Themes Discussed: 1. Building Trust Across Global Teams Gene shares how intentional communication , cultural awareness, and region-specific strategy are essential for establishing and maintaining trust across international sales teams. 2. Selling the Experience, Not Just the Room With the hospitality industry shifting from product-based to experience-based selling, Gene explains how Sabre helps hoteliers drive incremental revenue through personalization and bundled offers—like cabanas, dining, and even parking—at the time of booking. 3. Emotional Intelligence (EQ) as a Core Sales Skill Emotional intelligence isn’t just important for leadership, it’s critical for front-line sellers. Gene emphasizes that while tactics can be taught, the ability to read a room and build genuine rapport is the differentiator between good and great salespeople. 4. Leading Across Cultures with Empathy and Adaptability From understanding etiquette in Japan to the operational constraints in China, Gene illustrates how strong cultural competency fuels leadership effectiveness in global organizations. 5. From Sales Teams to Business Units Gene takes us back to his days at Ultimate Software, describing the evolution of tight-knit sales teams into autonomous, high-performing business units and why deep personal relationships are the foundation of retention, mastery, and growth. Memorable Quotes: “Trust is paramount—any action or inaction can destroy it. That’s why clarity and consistency matter.” – Gene Guhne “Emotional intelligence is the #1 skill I look for in a salesperson. You can’t teach someone to read a room.” – Gene Guhne “The room is the anchor. But what hoteliers want is the additional $300 or $400 in high-margin services.” – Gene Guhne “Sales teams stop being sales teams and start becoming business units when they have autonomy, mastery, and trust.” – Gene Guhne About the Guest: Gene Guhne is the Senior Vice President of Global Sales at Sabre Hospitality , where he leads international teams to drive innovation, personalization, and revenue growth in the evolving hospitality tech industry. Gene brings deep leadership expertise from his previous roles at Ultimate Software and beyond. About the Hosts: Mark Petruzzi is the co-author of Selling the Cloud and co-host of this top-ranked business podcast. KK Anderson is a go-to-market strategist and co-founder of AGS, helping sales organizations achieve data-driven growth. Subscribe to Selling the Cloud for more high-impact conversations with today’s top sales leaders. Learn more at get-ags.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info .…
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