Selling the Cloud

• Selling the Experience: Building Global Sales Teams That Win with Gene Guhne - Part 1

  In this episode of Selling the Cloud, hosts Mark Petruzzi and KK Anderson sit down with Gene Guhne, Senior Vice President of Global Sales at Sabre Hospitality, to explore what it truly takes to lead a successful global sales team in today’s fast-evolving landscape. Gene draws on decades of experience managing international teams to share insights into building trust, fostering emotional intelligence, and driving high performance in a complex, multicultural environment.This episode is a must-listen for sales leaders, go-to-market strategists, and anyone navigating global team dynamics.Key Themes Discussed:1. Building Trust Across Global Teams Gene shares how intentional communication, cultural awareness, and region-specific strategy are essential for establishing and maintaining trust across international sales teams.2. Selling the Experience, Not Just the Room With the hospitality industry shifting from product-based to experience-based selling, Gene explains how Sabre helps hoteliers drive incremental revenue through personalization and bundled offers—like cabanas, dining, and even parking—at the time of booking.3. Emotional Intelligence (EQ) as a Core Sales Skill Emotional intelligence isn’t just important for leadership, it’s critical for front-line sellers. Gene emphasizes that while tactics can be taught, the ability to read a room and build genuine rapport is the differentiator between good and great salespeople.4. Leading Across Cultures with Empathy and Adaptability From understanding etiquette in Japan to the operational constraints in China, Gene illustrates how strong cultural competency fuels leadership effectiveness in global organizations.5. From Sales Teams to Business Units Gene takes us back to his days at Ultimate Software, describing the evolution of tight-knit sales teams into autonomous, high-performing business units and why deep personal relationships are the foundation of retention, mastery, and growth.Memorable Quotes:“Trust is paramount—any action or inaction can destroy it. That’s why clarity and consistency matter.” – Gene Guhne“Emotional intelligence is the #1 skill I look for in a salesperson. You can’t teach someone to read a room.” – Gene Guhne“The room is the anchor. But what hoteliers want is the additional $300 or $400 in high-margin services.” – Gene Guhne“Sales teams stop being sales teams and start becoming business units when they have autonomy, mastery, and trust.” – Gene GuhneAbout the Guest:Gene Guhne is the Senior Vice President of Global Sales at Sabre Hospitality, where he leads international teams to drive innovation, personalization, and revenue growth in the evolving hospitality tech industry. Gene brings deep leadership expertise from his previous roles at Ultimate Software and beyond.About the Hosts:Mark Petruzzi is the co-author of Selling the Cloud and co-host of this top-ranked business podcast.KK Anderson is a go-to-market strategist and co-founder of AGS, helping sales organizations achieve data-driven growth.Subscribe to Selling the Cloud for more high-impact conversations with today’s top sales leaders.Learn more at get-ags.comSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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• How AI is Revolutionizing Digital Marketing & Content Creation with Taylor Frame - Part 2

  In this high-energy episode of Selling the Cloud, co-hosts Mark Petruzzi and KK Anderson sit down with Taylor Frame, founder of Best Practice Media, to dive deep into how AI is revolutionizing performance marketing, personalization, and paid media strategy.Taylor shares cutting-edge insights from managing over 100 brands across e-commerce and local business — and unpacks how AI tools are transforming everything from video content creation to cash flow modeling. Whether you're trying to convert dress shoppers or find leads for a functional medicine clinic, Taylor’s got battle-tested strategies you can implement today.Topics We Cover:Why static content still rules the top of funnel — and when to switch to videoHow AI is being used to auto-generate ad variations without re-shooting contentWhat “cohort personalization” really means (and what marketers get wrong)The key mistake companies make with paid ads — and why it’s not your silver bulletAI-powered cash flow modeling that connects marketing to real margin impactThe shift in agency value: from execution to strategic guidanceWhether you're a CRO, marketer, founder, or just trying to keep up with AI's impact on sales and marketing, this episode is packed with both inspiration and practical takeaways.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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• How AI is Revolutionizing Digital Marketing & Content Creation with Taylor Frame – Part 1

  Welcome back to Selling the Cloud, the podcast that explores the art and science of B2B sales in today’s ever-evolving SaaS world. In this episode, co-hosts Mark Petruzzi and KK Anderson sit down with Taylor Frame, Chief Revenue Officer at Best Practice Media, for a deep dive into how AI is transforming the landscape of digital marketing.Taylor brings a fresh perspective on leveraging artificial intelligence—not just to streamline marketing operations, but to drive real business outcomes. From content creation and funnel development to customer research and campaign optimization, Taylor shares how his team has integrated AI at every step of the go-to-market process.In Part 1 of this conversation, you’ll learn:Why now is both the easiest and hardest time to launch a brandHow Best Practice Media uses AI to reduce noise and create differentiationThe difference between creating content and creating content that convertsWhat it means to build a "client brain" using AI for faster onboarding and smarter insightsHow AI tools like ChatGPT are being customized to automate meeting recaps, competitor analysis, and moreWhy decision-making “widgets” matter—and how to preserve them for strategic thinkingThe power of relevance in storytelling and how to align messaging with what customers actually care aboutA case study on collagen protein marketing and how AI helped uncover the true customer motivatorsTaylor also shares his philosophy on balancing human creativity with AI efficiency and gives tactical advice on where to start if you're just beginning your AI journey in marketing or sales.Stay tuned for Part 2, where we’ll dive deeper into how AI is used to test campaigns before going to market, build high-converting acquisition funnels, and balance automation with human creativity at scale.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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• AI vs. Traditional Sales: Why Orchestration is the Game-Changer Part 2

  Selling the Cloud – Part 2: AI’s Role in Sales Transformation with Jonathan KvarfordtIn Part 2 of our deep dive with Jonathan Kvarfordt (Momentum.io), we explore the next frontier of AI in sales, from orchestration vs. automation to the future of CRM and how AI is reshaping the role of sellers.Key Takeaways:From Automation to Orchestration – Why simply automating sales isn’t enough anymoreWhere to Start with AI – How revenue leaders should identify gaps before adding AI to the mixThe Future of CRM – Is AI making traditional sales systems obsolete?Sales Enablement in an AI World – What skills will sellers need to thrive as AI takes over manual tasks? What’s Next? – The risks of falling behind in AI adoption and how businesses can move fast without breaking their GTM strategyPlus, Jonathan shares some must-know AI tools, breaks down common AI misconceptions, and answers rapid-fire questions about sales, enablement, and the evolving tech stack.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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• AI vs. Traditional Sales: Why Orchestration is the Game-Changer Part 1

  In this episode of Selling the Cloud, hosts Mark Petruzzi and KK Anderson dive deep into one of the most transformative shifts in sales and go-to-market strategies: how AI is revolutionizing the way businesses uncover hidden data, orchestrate sales motions, and accelerate revenue growth.Joining them is Jonathan Kvarfordt, Head of Go-to-Market Growth at Momentum.io, an industry leader in AI-powered revenue intelligence. Jonathan is a recognized expert in AI-driven sales strategy, founder of the GTM AI Academy, and a top LinkedIn voice in breaking down AI for sales, marketing, and GTM leaders.What You’ll Learn in This Episode:🔹 Unlocking Hidden Data for Competitive AdvantageWhat is “hidden data” and why is it crucial for revenue teams?Real-world examples of how AI surfaces previously inaccessible insightsHow AI enables sales teams to identify patterns and trends instantly🔹 Orchestration vs. AutomationThe difference between automation (process execution) and orchestration (coordinating multiple processes in real-time)How AI-powered orchestration transforms CRM and sales workflowsWhy AI-driven orchestration is the future of sales execution🔹 The Evolving Role of CRM in AI-Powered SalesWhy most CRM data is incomplete, outdated, and often manipulatedHow AI can eliminate manual data entry and improve accuracyThe future of CRM: Will AI replace traditional systems like Salesforce and HubSpot?🔹 The Dangers of Over-Reliance on AI & AutomationWhat happens when companies over-index on automation (case study: Klarna)Why AI should enhance—not replace—human expertise in salesThe importance of process mapping before automating sales workflowsSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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