Ep. 92 – 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. 92 – Building Tech-Enabled Revenue Teams with Jamie Wilkinson – Part 2

Selling the Cloud

15 minutes 52 seconds

2 months ago

Ep. 92 – Building Tech-Enabled Revenue Teams with Jamie Wilkinson – Part 2

In Part 2 of this Selling the Cloud episode, Jamie Wilkinson, CEO of Smart4Cloud.ai, continues his insightful conversation with Mark Petruzzi and KK Anderson on how today’s revenue teams must evolve beyond job specs and tech stacks. From building integrated, cross-functional orgs to navigating partner ecosystems, Jamie breaks down how human-centered leadership and honest business assessment unlock true scalability. He also shares the key attributes that define top sales leaders and how to spot high-impact talent in any market. What You’ll Learn:Cross-Functional Alignment is a Growth Lever: Why modern revenue teams can’t operate in silos and how top-performing orgs build “fluidity” between sales, finance, tech, and marketing.Humanizing the Hiring Process: How Jamie’s commitment model goes beyond résumés to find high-performing candidates who align with the company’s story—not just the bullet points.AI Isn’t the Enemy or the Answer: Jamie shares a grounded take on AI: it’s not about fear or hype, but about how humans apply it to improve real lives and sales performance.Build or Buy? Market Expansion Strategy: Jamie discusses when to build internally vs. leverage partner ecosystems, and why brutal honesty is the real unlock for scale.Agility, Honesty, and Culture: The traits Jamie believes will define successful GTM teams over the next 12–18 months.Key Topics:Aligning technical, sales, and product leadershipHow to recruit talent that thrives in integrated orgsGetting past fear-based narratives around AIInternal vs. external capability buildingLeadership traits that matter in “normal” marketsHow to spot people with “G.A.S.” (Givers who actually… care)Guest Spotlight: Jamie Wilkinson Jamie Wilkinson is the Founder and CEO of Smart4Cloud.ai, a human-first revenue talent partner for modern B2B teams. With deep experience in building technical + sales hybrid teams, Jamie brings practical wisdom and a no-BS approach to growing revenue orgs that work. Resources & Mentions:Part 1 of Jamie Wilkinson’s episodeGuest Mention: Napoleon Baligan, founder of 1-800-MattressReference Book: To Sell is Human (by implication)Podcast: Selling the Cloud🎧 Listen now and follow Selling the Cloud for more GTM insights from leaders who’ve done the work. 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.