Ep. 91 – Building Tech-Enabled Revenue Teams with Jamie Wilkinson

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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. 91 – Building Tech-Enabled Revenue Teams with Jamie Wilkinson - Part 1

Selling the Cloud

23 minutes 16 seconds

2 months ago

Ep. 91 – Building Tech-Enabled Revenue Teams with Jamie Wilkinson - Part 1

In this episode of Selling the Cloud, Jamie Wilkinson, CEO of Smart4Cloud.ai, joins Mark Petruzzi and KK Anderson to explore how the best revenue organizations combine technical talent and sales leadership to create scalable, high-impact GTM engines. With 25 years of experience in both technical talent strategy and revenue organization design, Jamie breaks down how CROs and CEOs can avoid siloed growth models by integrating sales and technical infrastructure, especially in today’s AI-powered ecosystem. What You’ll Learn:Tech Talent as Revenue Infrastructure: Why roles like solution architects, SEs, and customer-facing engineers are now critical for sales success, not just delivery.Overcoming Tool Sprawl: How to focus less on “more tools” and more on extracting real value from your existing stack.Culture > Tech: Why a strong leadership culture still outperforms even the best tech when it comes to execution.The Visibility Gap: How AI platforms like Collective[i] help sales orgs see what’s really happening so they can coach, forecast, and prioritize smarter.How to Hire for AI-Era Sales: What today’s technical-hybrid sales roles look like, and how to recruit for adaptability, not just hard skills.Key Topics:Sales leadership architectureCustomer-facing technical roles in modern GTMStrategic use of AI tools in sales orgsAligning technical capabilities with deal velocityWhy forecasting is broken—and how to fix itThe difference between productivity KPIs vs. outcome KPIsRevenue visibility and operational clarityLeadership lessons from elite team sportsGuest Spotlight: Jamie Wilkinson Jamie Wilkinson is the founder and CEO of Smart4Cloud.ai, where he helps revenue leaders architect both technical and sales teams to drive market advantage. With a background in elite sales recruiting, technical hiring, and growth strategy, Jamie brings a unique lens to what it takes to scale high-performance organizations in the AI era. 🎧 Listen now and follow Selling the Cloud for practical GTM strategies and sharp conversations at the edge of sales, leadership, and growth. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.