In this episode of Selling the Cloud, we sit down with David Fastuca, CEO and Co-Founder of Growth Forum and co-author of the bestselling new book B2B Sales Playbook. From his base in Melbourne, David shares how high-growth teams can stop relying on random acts of selling and start building systemized, scalable sales engines. If you're still managing sales with gut instinct and ad-hoc processes, this episode is your wake-up call.

What We Cover:

• Systemizing Sales Growth: Why repeatable processes always outperform superstar sellers—and how to build one.
• Calendar = Control: How elite sellers block time for prospecting, CRM updates, and continuous improvement.
• Avoiding RevOps Pitfalls: Common mistakes in go-to-market execution and how to get your ICP and messaging right.
• Give Power Back to the Buyer: Why a buyer-led process can result in better conversion and stronger relationships.
• AI & Automation in Sales: What works, what doesn’t, and how to avoid falling into the spam trap.
• The Right Way to Use AI: Using tools like Loom and ChatGPT not to automate junk—but to amplify thoughtful, insight-driven outreach.

Mic-Drop Insight:

“If your sales process depends on gut instinct or a single rainmaker, you’re gambling—not growing.” – David Fastuca

Why You Should Listen:

This episode is a blueprint for B2B sales leaders looking to create predictable pipeline, reduce churn in their sales team, and finally align marketing and sales under one scalable system.

Subscribe to Selling the Cloud for more insights from top go-to-market leaders and B2B growth experts.

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In this episode of Selling the Cloud, hosts Mark Petruzzi and Kristin Anderson sit down with Stephen Messer, co-founder of Collective[i], to unpack why traditional sales playbooks are failing in today’s volatile markets—and what elite revenue organizations are doing differently.

Stephen brings a bold, data-backed perspective on why so many sales teams are flying blind and how AI-powered feedback loops are becoming essential for navigating constant change.

What You’ll Learn:

• Why playbooks break down when market conditions shift
• How reliance on historical data leads to broken forecasts
• The growing gap between buyer behavior and seller actions
• What boards and executive teams really want from forecasting
• Why superintelligent sellers outperform rigid process followers
• How AI transforms pipeline visibility, speed, and decision-making

Key Quote:

“In volatile markets, you don’t need a better playbook—you need a better way to listen, learn, and adapt in real time.”

Guest Bio:

Stephen Messer is the co-founder of Collective[i], an AI-powered platform designed to transform the way revenue organizations operate. A pioneer in tech and data-driven strategy, Stephen has spent his career building companies that help businesses make smarter, faster decisions.

Available on Apple Podcasts, Spotify, or wherever you listen.

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In Part 2 of our powerful conversation with Doug Brown—CEO of CEO Sales Strategies—we dig deep into what it really takes to scale a high-performing sales organization.

From identifying your ideal buyer to designing repeatable sales systems and aligning with customer psychology, Doug shares the process-driven, mindset-first strategies he’s used to help top-performing teams accelerate revenue with confidence.

This episode is packed with frameworks, real-world stories, and sharp insights that sales leaders, CROs, and founders can implement immediately to boost productivity, predictability, and team performance.

Topics Covered:

• Sales Process Optimization: Why most companies never define their ideal right-fit buyer and how that derails scalability
• Metrics that Matter: Doug’s 11 core metrics that reveal productivity bottlenecks—and the gold hidden in your top performers
• Customer-Centric Selling: The 3 reasons people buy—and how to align your pitch to their definition of value
• Business vs. Personal ROI: Why focusing only on business outcomes causes missed deals (and what to do instead)
• Sales Leadership that Works: How real leaders inspire performance by getting in the trenches, not behind the desk
• Compensation & Motivation: Why money only motivates up to a point—and what truly drives high rep retention
• The Future of Sales: How buyer behavior is shifting toward convenience and connection, and why AI is now a must-have in your sales workflow

Memorable Quotes:

“Sales isn’t about selling what you think is valuable. It’s about selling what they believe is valuable.”

“You don’t need to reinvent the wheel—just find what your top performers are doing and replicate it.”

“AI isn’t coming. It’s here. If you’re not using it to offload tasks, your competitors already are.”

Work with the Selling the Cloud team: Visit www.get-ags.com

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