Ep. 96 – Scaling Sales with Value Intelligence with Max Elster

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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. 96 – Scaling Sales with Value Intelligence with Max Elster - Part 2

Selling the Cloud

20 minutes 10 seconds

1 month ago

Ep. 96 – Scaling Sales with Value Intelligence with Max Elster - Part 2

In Part 2 of our conversation with Max Elster, Co-Founder and CEO of Minoa, we go deeper into how sales teams are actually operationalizing outcome-based selling; at scale. Max shares how revenue teams at companies like Vanta are moving beyond founder-led, feature-centric narratives, and building scalable, repeatable playbooks rooted in customer outcomes, business impact, and data-backed storytelling. Whether you’re leading a 10-person sales team or a 1,000-person GTM org, this conversation will help you reimagine enablement, coach for value, and build business cases that win over CFOs. What You’ll LearnVanta’s Transition from Features to Outcomes: How CRO Stevie Case transformed Vanta’s narrative, and drove shorter cycles, higher win rates, and stronger executive engagement by focusing the team on value-led discovery and storytelling.Why Business Cases Shouldn’t Be Optional: Hear how teams went from building 10 business cases per quarter to over 500, without hiring hundreds of SEs, and how that shift boosted win rates by up to 15 percentage points.Teaching Reps to Think Like CFOs: Max explains how the best sales teams equip champions to model ROI and outcomes with buyers, not for them, and why the strongest business cases are co-owned with the finance team.How AI Accelerates Discovery, Coaching, and Differentiation: From call summaries to intent signals to customer benchmarks, Max shows how LLMs and predictive tools are giving reps the context to build relevance at scale, without losing the human touch.Key TopicsFrom founder-led sales to repeatable revenue enginesVanta’s shift to value-led selling, and what it unlockedBuilding outcome plans that close deals fasterWhy the CRO’s best insights come from AEsCoaching for customer outcomes, not product demosHow AI is reshaping forecasting, discovery, and enablementThe real future of revenue leadership in an AI worldGuest Spotlight: Max Elster Max Elster is the Co-Founder and CEO of Minoa, a revenue platform helping companies scale value-based sales across the deal cycle. With a decade of experience in AI and B2B SaaS, Max works with companies like Vanta, Cognite, and others to operationalize value intelligence, from discovery to renewal. Resources & MentionsBook: The Qualified Sales Leader by John McMahonCompany: VantaMax Elster: LinkedIn | Email: max@minoa.io🎧 Listen now and subscribe to Selling the Cloud wherever you get your podcasts. Stay tuned for next week’s episode! See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.