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.

🎧 Listen now and follow Selling the Cloud for more conversations on building modern, revenue focused GTM teams in the age of AI.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of Selling the Cloud, Mark and KK sit down with Amy Weber, founder of Vetta Sales Consulting and strategic advisor to GrowthStage and Enterprise revenue teams. Amy specializes in aligning people, process, and purpose so strategy translates into real performance. She shares why many revenue organizations stall not because of tools or plans, but because of role confusion, misaligned talent, and leadership gaps.

Amy breaks down how to design roles that reflect reality, how to hire and coach based on true behavioral identity, and why companies must stop promoting top reps into leadership without assessing desire and capability. She also explains how AI can power a stronger customer experience by removing low value tasks and freeing sellers to focus on discovery, executive access, and relationship building.

This conversation hits the core of modern revenue growth: the right people in the right roles, operating in a healthy, human selling system.

What You’ll Learn:

• The three fastest tells that your people or role design are broken
• How to distinguish hunters, farmers, and CSMs without relying on personality stereotypes
• Why top performers burn out in “Frankenstein” job descriptions
• How to test for core sales behaviors using identity based assessment
• Why leadership is not a reward and should not be given based on quota attainment
• How AI can support human selling by automating research, follow up, and content prep
• How to create operating rhythms that ensure AI actually frees time, not adds more dashboards

Key Topics:

• Role design and talent fit for revenue teams
• Behavioral identity vs personality in hiring
• Misaligned promotions and the manager IC divide
• Why customer success is undervalued and misunderstood
• Modern client experience and relationship driven selling
• Practical, tool agnostic ways to use AI for research and personalization
• Operating cadence changes that make AI adoption real
• Avoiding analysis paralysis when implementing new technologies

Guest Spotlight: Amy Weber

Amy Weber is the founder of Vetta Sales Consulting and an advisor to high growth revenue organizations. She helps CROs and CEOs fix the people's side of revenue through role clarity, talent fit, and leadership development. Her work replaces outdated activity goals with clear rhythms and systems that actually change behavior, increase productivity, and create healthier teams. Amy also advises organizations building AI for talent decisions.

Resources and Mentions:

• Cisco sales story on customer experience
• Medium content repurposing with LLMs
• Talent identity and psychometric assessments
• Operating rhythms for revenue teams
• Relationship led selling frameworks

🎧 Listen now and follow Selling the Cloud for more GTM insights from leaders driving the future of revenue. Subscribe wherever you get your podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of Selling the Cloud, Drew Sechrist, CEO and co-founder of Connect the Dots and longtime Salesforce veteran, joins Mark Petruzzi and KK Anderson to unpack what it really means to build a relationship intelligence layer that changes how your team goes to market.

Drew shares why his own career win stories at Salesforce led him to build Connect the Dots, and how mapping real relationship strength can turn stalled enterprise deals into closed revenue. He breaks down the nuance of activating networks at scale, aligning incentives around introductions, and embedding relationship data directly into the existing workflow so new processes do not die on the vine. From Monday pipeline reviews to executive access and stuck late stage opportunities, Drew explains how the best revenue teams treat relationship intelligence like the air they breathe.

What You’ll Learn:

• Relationship Intelligence Fundamentals: What it really means to build a relationship intelligence layer and why it is a different go to market motion than cold outbound.
• Incentives and Activation: Why simply seeing who knows whom is only half the game and how incentive alignment, compensation, and context determine whether relationships actually get activated.
• Workflow, Not Side Quest: Practical ways to embed relationship data in tools like Salesforce, Slack, and email so managers naturally coach around it in pipeline reviews.
• From Story to Playbook: How one trusted introduction at Salesforce unlocked a seven figure deal and how that kind of magic can be turned into a repeatable team playbook.
• Modern Deal Strategy: How to use relationship maps and heat maps to unblock late stage deals stuck with finance, legal, or executive signoff instead of just hoping the contract gets approved.

Key Topics:

• Building a relationship intelligence layer for GTM and revenue teams
• The nuance of relationship activation and incentive alignment
• Where relationship intelligence should live in the RevOps and sales tech stack
• Using Salesforce embedded views, alerts, and APIs instead of forcing new UI and heavy change management
• Designing Monday pipeline reviews that start with “who do we know” and “have we connected the dots”
• Why LinkedIn connections alone are noisy and how signal based relationship scoring changes the game
• Moving from manual “who knows who” exercises to scalable, AI powered relationship mapping

Guest Spotlight: Drew Sechrist

Drew Sechrist is the CEO and co founder of Connect the Dots and a former Salesforce executive who rose through the ranks during the company’s hyper growth era. His experience closing large, relationship driven enterprise deals at Salesforce inspired him to build a platform that operationalizes the power of real networks for modern revenue teams. Today, Drew helps companies turn hidden relationship capital into measurable improvements in win rates, cycle times, and deal size.

Resources and Mentions:

• Company: Connect the Dots
• Concept: Relationship intelligence and relationship heat maps for GTM
• Book: The Tipping Point by Malcolm Gladwell
• Platform Ecosystem: Salesforce, Slack, email, and RevOps systems as primary surfaces for relationship data

🎧 Listen now and follow Selling the Cloud for more GTM, sales leadership, and AI driven revenue insights from leading voices in enterprise growth. Subscribe wherever you get your podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.