In Part 2 of this Selling the Cloud conversation, Amy Weber joins KK Anderson and Mark Petruzzi to go deeper into how modern revenue leaders should think about AI, outreach, hiring, and coaching. Amy challenges traditional sales motions like cold outreach and rigid playbooks, and explains how AI should be used to personalize engagement, free up seller time, and enable more meaningful one on one conversations.

The discussion also dives into assessment driven hiring and coaching, unpacking why resumes are a poor predictor of success, how to identify true talent signals, and how leaders can reduce friction by understanding identity, motivation, and communication styles across their teams. This episode is a practical guide for CROs who want to build revenue teams that perform, scale, and adapt in a more human centered, AI enabled world.

What You’ll Learn:

• Why cold outreach is losing effectiveness and what CROs should prioritize instead
• How AI can personalize messaging without removing the seller’s individual voice
• The right way to define ICPs based on engagement and impact, not volume
• Why playbooks should act as flexible frameworks, not rigid rules
• How assessment driven hiring reveals true talent signals beyond resumes
• Key differences between hunter, farmer, and CSM profiles and why misalignment hurts performance
• How leaders can reduce friction between managers and sellers through better coaching and communication
• Why understanding identity, emotional resonance, and motivation matters more than process alone

Key Topics:

• AI powered personalization in sales outreach
• ICP refinement and engaged account strategies
• Freeing up seller time for high value conversations
• Assessment driven hiring and role fit
• Coaching frameworks for sales managers and leaders
• Managing conflict between sales leaders and individual contributors
• Identity based leadership and communication styles
• Positive intelligence and managing saboteurs in high performing teams

Guest Spotlight: Amy Weber

Amy Weber is a strategic advisor to growth stage and enterprise revenue teams and the founder of VEDA Sales Consulting. She specializes in aligning people, process, and purpose to drive measurable revenue outcomes. Amy works closely with CROs and executive teams to improve hiring, coaching, and leadership effectiveness using assessment driven insights and practical operating frameworks.

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