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The Revenue Insights Podcast

Ebsta

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The Revenue Insights Podcast is your one stop shop to unlock a wealth of knowledge shared by the brightest minds in RevOps. Tune in for exclusive interviews on strategy, thought-leadership and industry secrets to take your understanding of RevOps and Revenue Intelligence to the next level.
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The Breakthrough Hiring Show: Recruiting and Talent Acquisition Conversations

James Mackey: Recruiting, Talent Acquisition, Hiring, SaaS, Tech, Startups, growth-stage, RPO, James Mackey, Diversity and Inclusion, HR, Human Resources, business, Retention Strategies, Onboarding Process, Recruitment Metrics, Job Boards, Social Media Re

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Welcome to The Breakthrough Hiring Show! We are on a mission to help leaders make hiring a competitive advantage. Join our host, James Mackey, and guests as they discuss various topics, with episodes ranging from high-level thought leadership to the tactical implementation of process and technology. You will learn how to: - Shift your team’s culture to a talent-first organization. - Develop a step-by-step guide to hiring and empowering top talent. - Leverage data, process, and technology to ...
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Selling the Cloud

Mark Petruzzi, KK Anderson, Paul Melchiorre

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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 s ...
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Ep. 104 - Turning Personal Networks Into Pipeline: Inside the Relationship Intelligence Era with Drew Sechrist - Part 1 23:23

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In this episode of Selling the Cloud, Mark Petruzzi and KK Anderson sit down with Drew Sechrist, CEO and co founder of Connect The Dots and longtime Salesforce veteran, to unpack why traditional ABM motions and high volume outbound are running out of gas and what comes next. Drew shares how relationship intelligence, warm introductions, and network…
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The EP 175: State of Hiring: Data trends, Automation, and Fraud risks with Steve Bartel, CEO of Gem 39:51

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Join host James Mackey and Steve Bartel, CEO of Gem, to explore what’s happening in today’s hiring market - inbound is up 3x, time to hire has grown by eight days, and recruiters are carrying 55% more reqs. They discuss where AI genuinely reduces workload and boosts efficiency, along with the rise in fraud and interview cheating. Thank you to our s…
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Ep. 103 - Operationalizing Process and AI for Real Sales Impact with Paul Fuller - Part 2 21:03

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In this episode of Selling the Cloud, Paul Fuller, Chief Revenue Officer at Membrain, joins KK Anderson and Mark Petruzzi for a compelling conversation on how modern sales leaders can use AI to coach more effectively, eliminate wasteful pipeline rituals, and build real self-leadership within their teams. Paul outlines how high-performing sales mana…
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Ep. 102 - Operationalizing Process and AI for Real Sales Impact with Paul Fuller – Part 1 22:52

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In this episode of Selling the Cloud, Paul Fuller, Chief Revenue Officer at Membrane, joins KK Anderson and Mark Petruzzi to reframe how revenue teams win in complex, multi-stakeholder deals. Paul explains why many orgs over index on apps and one-off skills while under investing in operating rhythms, leadership habits, and relationship-driven execu…
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Ep. 101 – Unlocking AI’s Potential: Mastering the Art of Smarter Questions (Webinar Replay) 59:24

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In this replay of Mastering Sales with AI, AGS Co-Founder Mark Petruzzi is joined by KK Anderson and Scott Stollwerk, Chief Sales Officer at Pest Share, together with Gabriella Koenig of Collective[i], for a lively and practical discussion on how AI is reshaping the art of selling. The conversation dives deep into what separates average sales teams…
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Ep. 100 – Leading and Scaling Revenue Organizations When the Old Playbook Is Obsolete - Part 2 22:34

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In Part 2 of our conversation with Neil Graham, Chief Revenue Officer at Disqo, we dive deeper into how modern CROs must rethink their org design, marketing execution, and AI integration strategies to stay competitive in 2025 and beyond. Neil shares why curiosity, humility, and bias for action are now non-negotiables; and how his team is operationa…
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Ep. 99 – Leading and Scaling Revenue Organizations When the Old Playbook Is Obsolete - Part 1 19:14

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In this episode of Selling the Cloud, we’re joined by Neil Graham, Chief Revenue Officer at Disqo and a seasoned revenue leader whose career spans Salesforce, Siebel, Jive, and Telem. Neil shares a ground-level view of what it takes to lead, scale, and modernize revenue organizations in an era where traditional sales playbooks are no longer enough.…
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Ep. 98 – Driving Symbiotic Outcomes in High-Stakes Sales with Josh Hoffman – Part 2 20:24

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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 …
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Ep. 97 – Driving Symbiotic Outcomes in High-Stakes Sales with Josh Hoffman - Part 1 22:21

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In this episode of Selling the Cloud, we sit down with Josh Hoffman, a seasoned go-to-market leader who has guided sales transformations at Dell, Avaya, Poly, Datto, and now ControlCase. Known for his “sell-with” philosophy, Josh shares what it really means to drive symbiotic outcomes, where sellers, partners, and customers win together. He unpacks…
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Ep. 96 – Scaling Sales with Value Intelligence with Max Elster - Part 2 20:10

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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 ou…
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Ep. 95 – Scaling Sales with Value Intelligence with Max Elster - Part 1 24:15

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In this episode of Selling the Cloud, Max Elster, Co-Founder and CEO of Minoa, joins co-hosts Mark Petruzzi and KK Anderson to explore what B2B revenue leaders often miss: a clear, consistent understanding of why they win. Max introduces the concept of a Value Intelligence Layer, a data-driven framework that links discovery, business cases, and out…
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This VP Grew Revenue from $15M to $45M Using These Sales Strategies | Mikey Abts 40:27

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Discover how Recast Software’s VP of Sales, Mikey Abts, is redefining sales-generated opportunities. In this episode of Revenue Insights, learn how to move beyond traditional BDR models with freemium strategies, AI-driven qualification, and relationship-focused selling to drive consistent revenue growth.[The Revenue Insights Podcast is sponsored by…
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Ep. 94 – Reinventing Growth in a Commoditized Market with Steve Smith Part 2 21:18

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In Part 2 of our conversation with Steve Smith, Chief Revenue Officer at Live Oak Fiber, we go deeper into how his team is scaling with both agility and authenticity—blending AI, community engagement, and a customer-first mindset to win in a highly commoditized telecom market. Steve unpacks what it really means to lead with transparency, build a cu…
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Why 75% of Sales Deals Fail (And How AI Can Fix It) | Vanessa Metcalf 44:29

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Explore how Vanessa Metcalf, VP of Global Revenue Enablement at Showpad, joins host Guy Rubin on the Revenue Insights podcast to discuss leveraging data, AI, and strategic alignment to transform sales enablement, drive measurable revenue impact, and create sustainable behavioral change.[The Revenue Insights Podcast is sponsored by Mailtrap. Try Mai…
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Ep. 93 – Reinventing Growth in a Commoditized Market with Steve Smith - Part 1 19:36

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In this episode of Selling the Cloud, Steve Smith, Chief Revenue Officer at Live Oak Fiber, joins co-hosts Mark Petruzzi and KK Anderson to share what it really takes to stand out in a commoditized market. Drawing from 25+ years of telecom and GTM leadership, Steve reveals how Live Oak is building a “fiercely local” go-to-market model powered by cu…
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Ep. 92 – Building Tech-Enabled Revenue Teams with Jamie Wilkinson – Part 2 15:52

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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-centere…
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Ep. 91 – Building Tech-Enabled Revenue Teams with Jamie Wilkinson - Part 1 23:16

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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, Jami…
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Ep. 90 – Breaking the CRM Mindset – Why AI and Agile Selling are the Future with Stephen Messer 1:09:15

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In this episode of Selling the Cloud, Stephen Messer, co-founder of Collective[i] and LinkShare, shares a bold and timely vision for the future of sales—one that trades CRM inefficiencies, seller churn, and impersonal cadences for AI-powered intelligence, real buyer relationships, and a return to value-based growth. Stephen unpacks how Collective[i…
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Ep. 89 – Living Interfaces, AI Agents, and the Future of Growth with Josh Payne - Part 2 19:13

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In Part 2 of this Selling the Cloud conversation, Josh Payne dives deeper into the future of AI-first growth teams, and how CoFrame is helping B2B orgs replace legacy handoffs and static workflows with continuously learning, automated systems. Josh shares how teams are deploying AI to automate experimentation, generate code, and even shape strategy…
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Why 69% of Workers Don't Engage & How Revenue Leaders Can Fix It | Greg Leos 40:19

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In this episode of Revenue Insights, Greg Leos, Payments Division Leader at Weave, unpacks the critical breakdown in employer-employee trust and its impact on revenue growth, talent retention, and workplace performance. Drawing on over two decades of global revenue leadership, he shares actionable strategies for building authentic cultures, balanci…
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Ep. 88 – Living Interfaces, AI Agents, and the Future of Growth with Josh Payne - Part 1 29:42

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In this episode of Selling the Cloud, Josh Payne—Founder & CEO of CoFrame and creator of GPT-Migrate—joins Mark Petruzzi and KK Anderson to explore how AI agents and continuously optimizing websites are changing the future of digital growth. Josh shares how CoFrame is helping mid-market and enterprise companies drive 30%+ increases in conversion by…
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Ep. 87 – Aligning Sales and Product to Drive Revenue with Mike Milburn - Part 2 22:45

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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 buildin…
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