Ep. 86 – Aligning Sales and Product to Drive Revenue with Mike Milburn

https://is1-ssl.mzstatic.com/image/thumb/Podcasts221/v4/82/2c/9f/822c9fd2-b179-48b9-802a-570de74c9dbb/mza_149345513330871347.jpeg/600x600bb.jpg

Selling the Cloud

Mark Petruzzi, KK Anderson, Paul Melchiorre

100 episodes

5 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

https://content.production.cdn.art19.com/images/ce/cf/fd/27/cecffd27-faf0-41dd-acc7-6b71c23a40d5/9129636247061eb84d2aa9a3e3f9e4fe03cfac40fcb6c22fee5c0723593f562ede1d9ccf7085c3c25e60f47c90ef88aca0e4ba320e4dd1cb73eef482b2179544.jpeg

Ep. 86 – Aligning Sales and Product to Drive Revenue with Mike Milburn - Part 1

Selling the Cloud

33 minutes 12 seconds

3 months ago

Ep. 86 – Aligning Sales and Product to Drive Revenue with Mike Milburn - Part 1

In this episode of Selling the Cloud, Mike Milburn—former Chief Customer Officer at Salesforce and founding team member of Service Cloud—joins Mark Petruzzi and KK Anderson for a masterclass in aligning product and sales teams around a shared go-to-market mission. Drawing from his 15+ years at Salesforce, Mike shares hard-won frameworks for building product roadmaps that sales can actually sell, developing trust between CROs and CPOs, and scaling alignment across growth stages. This is a blueprint for leaders who want revenue-generating product strategy—not just internal harmony. What You’ll Learn:The Product–Sales Friction Point: How most teams mismanage this relationship and how to turn it into a revenue advantage.Revenue-Calorie Framework: Why Salesforce prioritized roadmap decisions by “calories” and how to balance innovation vs. renewals.V2MOM as a GTM Operating System: What the V2MOM framework taught Mike about prioritization, transparency, and shared accountability.From Anecdotes to Data: How to structure sales feedback into decision-ready inputs for product teams.Product + Sales = One Team: What world-class collaboration looks like—when sales leaders evangelize the roadmap and product leaders join customer conversations.Key Topics:CRO and CPO relationship-building strategiesTranslating sales objections into roadmap investmentThe role of customer success in roadmap prioritizationQuantifying “deal blockers” to influence productRunning effective board conversations around productHow “True to the Core” made Salesforce a customer-led companyScaling product-sales collaboration from startup to enterpriseGuest Spotlight: Mike Milburn Mike Milburn is the former Chief Customer Officer at Salesforce and was part of the founding team of Service Cloud. Today, he serves as an advisor to multiple SaaS companies. His career centers on building GTM systems where product, sales, and customer success function as one growth engine. Resources & Mentions:Framework: V2MOM – Vision, Values, Methods, Obstacles, MetricsSalesforce Event: “True to the Core” session at DreamforceRecommended Book: Behind the Cloud by Marc BenioffOther Concepts: Revenue-calorie model, sales telemetry, deal blocker mapping🎧 Listen now and follow Selling the Cloud for more insights from GTM leaders building high-growth, cross-functional 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.