In this episode of Selling the Cloud, Gene Guhne, a seasoned sales executive and global leader at Sabre, joins Mark Petruzzi and KK Anderson for a candid conversation on what it takes to lead modern sales organizations. From building cultures of accountability to navigating geopolitical risk, Gene shares battle-tested leadership lessons that every CRO and sales leader should hear.

Topics Covered:

• How emotional intelligence builds trust and performance
• Why accountability doesn’t mean pressure—it means support
• The silent fears behind big-ticket purchases
• Lessons from global sales: data privacy, geopolitical risk, and investment strategy
• How soft skills are evolving in high-stakes, complex sales
• The importance of coaching through reflection, not punishment
• Gene’s go-to leadership practices and favorite business reads

Key Quote:

"Careers aren’t made by a great buy. But they’re often broken by a bad one." – Gene Guhne

Gene’s Favorite Books:

• Emotional Intelligence (on the power of EQ in leadership)
• The Rise and Fall of the Third Reich (for historical insights with business parallels)

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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 Guhne

About 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.com

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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 video
• How AI is being used to auto-generate ad variations without re-shooting content
• What “cohort personalization” really means (and what marketers get wrong)
• The key mistake companies make with paid ads — and why it’s not your silver bullet
• AI-powered cash flow modeling that connects marketing to real margin impact
• The shift in agency value: from execution to strategic guidance

Whether 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.

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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 brand
• How Best Practice Media uses AI to reduce noise and create differentiation
• The difference between creating content and creating content that converts
• What it means to build a "client brain" using AI for faster onboarding and smarter insights
• How AI tools like ChatGPT are being customized to automate meeting recaps, competitor analysis, and more
• Why decision-making “widgets” matter—and how to preserve them for strategic thinking
• The power of relevance in storytelling and how to align messaging with what customers actually care about
• A case study on collagen protein marketing and how AI helped uncover the true customer motivators

Taylor 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.

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Selling the Cloud – Part 2: AI’s Role in Sales Transformation with Jonathan Kvarfordt

In 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 anymore
• Where to Start with AI – How revenue leaders should identify gaps before adding AI to the mix
• The 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 strategy

Plus, 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.

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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 Advantage

• What is “hidden data” and why is it crucial for revenue teams?
• Real-world examples of how AI surfaces previously inaccessible insights
• How AI enables sales teams to identify patterns and trends instantly

🔹 Orchestration vs. Automation

• The difference between automation (process execution) and orchestration (coordinating multiple processes in real-time)
• How AI-powered orchestration transforms CRM and sales workflows
• Why AI-driven orchestration is the future of sales execution

🔹 The Evolving Role of CRM in AI-Powered Sales

• Why most CRM data is incomplete, outdated, and often manipulated
• How AI can eliminate manual data entry and improve accuracy
• The future of CRM: Will AI replace traditional systems like Salesforce and HubSpot?

🔹 The Dangers of Over-Reliance on AI & Automation

• What happens when companies over-index on automation (case study: Klarna)
• Why AI should enhance—not replace—human expertise in sales
• The importance of process mapping before automating sales workflows

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In this episode of Selling the Cloud, hosts Mark Petruzzi and KK Anderson sit down with Ioanna Onasi, CEO of Dextego, to explore the intersection of AI and sales performance. As a leader in AI-driven coaching, Ioanna shares how AI enhances—not replaces—human connection in sales.

Key Topics Covered:

• How AI is revolutionizing soft skills in sales—active listening, empathy, and time management.
• The role of AI in go-to-market execution: real-time coaching, buyer intent signals, and competitive intelligence.
• Future trends in AI-powered sales: VR role-playing, wearable AI, and automated deal rooms.
• Ethical considerations in AI-driven selling: balancing automation with authentic relationships.

Key Takeaways:

• AI is a sales enabler, not a replacement for human interaction.
• AI helps sales teams refine soft skills and optimize outreach timing.
• AI-driven coaching empowers sales reps to shorten cycles and improve conversions.
• The future of AI in sales includes immersive training, predictive analytics, and automation without losing the human touch.

Resources & Links:

• Learn more about Dextego: Dextego.com
• Connect with Ioanna Onasi on LinkedIn
• Follow Selling the Cloud for more insights on AI and B2B sales!

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In this episode of Selling the Cloud, hosts Mark Petruzzi and Kathy Minter sit down with Frank Cespedes, a senior lecturer at Harvard Business School and author of Aligning Strategy and Sales. Frank shares his deep expertise on the intersection of business strategy and sales execution, shedding light on why so many organizations struggle to connect their go-to-market plans with real-world sales effectiveness.

The conversation dives into:

The most common strategic missteps companies make and how to fix them.

Why sales leaders must be agents of business strategy, not just revenue drivers.

The impact of misaligned planning processes and market realities.

How sales hiring, training, and performance management should evolve.

Why financial literacy is a must-have skill for today’s CROs.

The rise of AI and data-driven decision-making in sales.

Frank also shares fascinating insights on why business schools have historically ignored sales, how top consulting firms like McKinsey and BCG are shifting their focus, and what the next generation of sales leaders must do to stay ahead in today’s more complex, data-driven world.

Key Takeaways:

Strategy vs. Execution Gap – Too many companies confuse mission statements with actual strategy. A real strategy involves clear choices about where to play and how to win.

Sales is the Most Expensive Agent of Business Strategy – Sales leaders aren’t just there to drive numbers; they’re responsible for aligning execution with corporate goals.

The Planning Problem – Fortune 500 companies often spend 5–9 months on strategy planning, but sales operates in real-time, making many plans outdated before execution even begins.

Financial Acumen Matters – CROs who don’t understand how sales cycles impact working capital and return on assets will struggle to have a seat at the table.

AI’s Role in Sales – AI is rapidly improving lead qualification, sales tracking, and performance management, making data-driven sales leadership more crucial than ever.

Rapid-Fire Q&A with Frank:

Favorite CEO to Follow? – Jamie Dimon (JPMorgan Chase) for his low-BS leadership.

Must-Have Sales Tool? – AI for lead qualification and A/B testing for pricing.

Biggest Lesson from His 20s? – Nobody pays as much attention to you as you do—take ownership of your career.

Favorite Sales Book? – Spin Selling by Neil Rackham.

Favorite Business Book? – The Effective Executive by Peter Drucker.

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