Preview
  • Selling the Cloud

  • A Playbook for Success in Cloud Software and Enterprise Sales
  • By: Mark Petruzzi, Paul Melchiorre
  • Narrated by: B. Falardeau
  • Length: 5 hrs and 11 mins
  • 3.4 out of 5 stars (16 ratings)

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Selling the Cloud

By: Mark Petruzzi, Paul Melchiorre
Narrated by: B. Falardeau
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Publisher's summary

Mark Petruzzi, an innovator in enterprise and cloud software product and services sales, channel/alliances strategy, and M&A deal advisory, and Paul Melchiorre, a vanguard leader in enterprise software product sales, pioneered the innovative strategies that have made enterprise-level cloud software sales a holy grail of B2B selling. In Selling the Cloud, the pair share the key methods they developed, refined, and applied for the past 25 years to become enterprise cloud software sales leaders. These concepts are designed for enterprise cloud software sales leaders and reps, but they are a solid reference for anyone involved in any type of B2B sales.

Mark and Paul both came from modest means, attended college as first-generation college graduates, and went on to forge unique paths in software sales leadership. Over 25 years later, the two have been on every side of enterprise software sales and have learned the fundamental principles that set top performers apart.

In Selling the Cloud, Mark and Paul share practical lessons and key characteristics needed to succeed in the sales climate of tomorrow: passion, velocity, grit, empathy, authenticity, creativity, resilience, trust, strategic thinking, and technology leverage. Throughout the book, you will hear not only from Mark and Paul, but also from well-known titans of software sales from companies like Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign.

The book brims with strategies individuals and organizations can apply to boost sales performance, help customers succeed, and grow careers and businesses. The fusion of enterprise software service sales, product sales, and executive leadership expertise in this book delivers a unique distillation of proven strategies to thrive not only in software sales, but in sales at large.

©2020 M4 Advisory, LLC (P)2020 M4 Advisory LLC
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Little if any discussion on enterprise software.

I felt had. This was supposed to be about selling enterprise software namely cloud but it is just general sales 101.

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Better for entry level

As others have stated, this would be better for someone with no sales background, with such gems as “make eye contact” and “ask for help”.

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A few good “concepts” and a lot of name dropping and gender equality.

Having worked in sales my whole life I was excited for this book but as I got into it I kept waiting for the sales coaching and practical tips, it doesn’t deliver.

There are a lot of warm fuzzy general concepts but mostly it’s like the author wanted to include all the names and titles of their LinkedIn contacts. And then midway, they jump into a campaign for why women are better suited for sales then men and highlight gender wage gaps.

You can say EQ is important in sales that is 100% true but when you say “women are more in touch with their emotions” that’s disgusting.

Again good general concepts, but if you are a high performer, you won’t get much out of this read.

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3 people found this helpful

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To sell is human…even in cloud sales

Loved reading ‘Selling the Cloud’! It really drove home that even in complex B2B sales, it’s all about the human element. The book highlights how creating real differentiation for your customers makes a huge difference. The stories and insights are super relatable and practical. Definitely a must-read for anyone looking to up their sales game

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