Ep. 100 – Leading and Scaling Revenue Organizations When the Old Playbook Is Obsolete

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Selling the Cloud

Mark Petruzzi, KK Anderson, Paul Melchiorre

100 episodes

4 days ago

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, Paul Melchiorre, 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 books "Selling the Cloud" and "Data and Diagnosis-driven Selling", co-authored by Mark Petruzzi and Paul Melchiorre, making it your go-to source for the latest trends and practical tips in SaaS excellence.

All content for Selling the Cloud is the property of Mark Petruzzi, KK Anderson, Paul Melchiorre and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Management

Technology,

Business

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Ep. 100 – Leading and Scaling Revenue Organizations When the Old Playbook Is Obsolete - Part 2

Selling the Cloud

22 minutes 34 seconds

4 days ago

Ep. 100 – Leading and Scaling Revenue Organizations When the Old Playbook Is Obsolete - Part 2

In Part 2 of our conversation with Neil Graham, Chief Revenue Officer at Disqo, we dive deeper into how modern CROs must rethink their org design, marketing execution, and AI integration strategies to stay competitive in 2025 and beyond. Neil shares why curiosity, humility, and bias for action are now non-negotiables; and how his team is operationalizing those values inside a flat, fast-moving GTM system. From building AI-generated deal strategy sessions to deploying 24/7 agents on the website, Neil unpacks the real-world tools and team behaviors that are reshaping sales and marketing execution. This episode is packed with tactical insights for CROs leading through change. What You’ll LearnFlatter Orgs, Bolder Execution: How Disqo’s three-layer model speeds up decisions and drives alignment across marketing, sales, and delivery.Non-Negotiables in Revenue Teams: Why curiosity, humility, and action orientation matter more than ever, and how to screen for them.AI as a Revenue Multiplier: How Disqo uses AI for outbound personalization, content creation, and automated deal intelligence.Coaching in the AI Era: How Neil’s RevOps team leads enablement through data-driven strategy docs and always-on insights.Creating New Roles for the AI Age: Why Disqo now has a dedicated AI strategy lead embedded in RevOps, and how other CROs can follow suit.Key TopicsScaling outbound without bloating headcountRedefining RevOps to include data, process, enablement, and AI ownershipDesigning a leadership team that balances vision and executionThe future of SDR and BDR roles in an AI-enabled GTMUsing AI agents for 24/7 coverage and real-time buyer insightsBuilding culture through feedback, modeling, and EQ-based hiringGuest Spotlight: Neil Graham Neil Graham is the Chief Revenue Officer at Disqo. A proven growth operator and revenue architect, Neil has helped scale iconic brands like Salesforce, Siebel, and Jive. At Disqo, he’s building a flat, AI-accelerated GTM machine that prizes speed, ownership, and alignment over legacy hierarchy. Resources & MentionsCompany: DisqoFrameworks: MedPick, DSF (Disqo Success Framework)Sales Tools: Gong, Clay, ChatGPT, AI agentsLeadership Inspiration: Carl Schachter, Eli Cohen, John BarrowsBook: Emotional Intelligence by Daniel Goleman🎧 Listen now on Apple Podcasts, Spotify, or 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.