Ep. 98 – Driving Symbiotic Outcomes in High-Stakes Sales with Josh Hoffman

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Selling the Cloud

Mark Petruzzi, KK Anderson, Paul Melchiorre

100 episodes

6 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. 98 – Driving Symbiotic Outcomes in High-Stakes Sales with Josh Hoffman – Part 2

Selling the Cloud

20 minutes 24 seconds

2 weeks ago

Ep. 98 – Driving Symbiotic Outcomes in High-Stakes Sales with Josh Hoffman – Part 2

In Part 2 of our conversation with Josh Hoffman, we explore the leadership mindset required to thrive in moments of high-pressure change, like mergers, long enterprise cycles, and AI-driven disruption. Josh shares how sales teams can stay grounded in customer value, build trust through co-created plans, and lead with consistency; regardless of who owns the company or what the logo says. We also talk about the real-world impact of AI on sales effectiveness, onboarding, and go-to-market readiness. What You’ll Learn:Leading Through Change: How to stabilize culture and focus teams during M&A, leadership transitions, or high-stakes GTM shiftsMutual Action Plans that Work: Why aligning around a co-created calendar is a simple but powerful tool for accountability and momentumConsistency Over Chaos: How sticking to your core value proposition helps drown out internal and external noiseReal AI Use Cases: How Josh and his team use AI for onboarding, writing, analysis, and market research—without replacing human judgmentLeadership in Modern Sales Orgs: The behavioral traits that inspire performance, loyalty, and resilienceKey Topics:Sales leadership in high-pressure, transitional environmentsUsing backward-planning and mutual calendars for deal velocityStaying aligned on value across long sales cyclesCultural consistency across internal and client-facing teamsAI for productivity, market intelligence, and GTM strategyEmbracing humility and continuous learning as a CROGuest Spotlight: Josh Hoffman Josh is Chief Revenue Officer at Totus Rx and a long-time leader in B2B revenue organizations. He’s built and led sales teams across tech, telecom, and compliance industries, with a focus on building high-trust teams and delivering real value to customers. Josh is known for his practical, human-centered leadership style, especially in complex, high-stakes environments. Resources & Mentions:Book: The Challenger SaleBook: SPIN SellingLeaders Mentioned: Mark Anderson, Russ Reeder, Todd Abbott, Mike Jenner, Joe BurtonFollow Josh Hoffman on LinkedIn for more insights on sales leadership and culture.🎧 Listen now and subscribe to Selling the Cloud to hear more from enterprise GTM leaders shaping the future of sales. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.