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 Her work replaces outdated activity goals with clear rhythms and systems that actually change behavior, increase productivity, and create healthier teams.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.

In this episode of Selling the Cloud, Mark Petruzzi and KK Anderson sit down with Drew Sechrist, CEO and co founder of Connect The Dots and longtime Salesforce veteran, to unpack why traditional ABM motions and high volume outbound are running out of gas and what comes next. Drew shares how relationship intelligence, warm introductions, and network aware playbooks are giving revenue teams a durable performance edge over cold, volume driven tactics.

Drawing from his experience leading enterprise teams at Salesforce and now building Connect The Dots, Drew explains how to operationalize real relationships at scale, how to reimagine the role of the account executive as CEO of the territory, and why senior sellers should lead the shift from spray and pray to relationship driven go to market.

What You’ll Learn:

• Why ABM has reached peak utility and where it still fits in a modern go to market motion

• How relationship intelligence and warm paths consistently outperform cold outbound and one to many ABM

• Why the best enterprise sellers behave like CEOs of their territories and how that model broke during the growth at all costs era

• How to design KPIs that expose when your current motion is tapped out and ready for a relationship first rethink

• A practical 90 day approach to shifting from volume based SDR motions to relationship driven plays led by senior sellers

Key Topics:

• The limits of high volume ABM and cold outbound as primary growth levers

• Mapping networks, scoring relationship strength, and surfacing warm paths into target accounts

• Dreamforce era relationship building and how those habits still drive enterprise deals

• The return of the account executive as CEO of the territory, not just a cog in the sales tech machine

• Using AI and systems like Connect The Dots to make relationship based selling scalable and measurable

• Reweighting your go to market mix across ABM, intent, and relationships instead of relying on mass spray and pray

• How SDRs evolve into behind the scenes orchestrators of introductions, routing requests through executives and board members without breaking trust

Guest Spotlight: Drew Sechrist

Drew Sechrist is the CEO and co founder of Connect The Dots, a relationship intelligence platform that helps go to market teams tap into the power of real relationships at scale. Before founding Connect The Dots, Drew spent more than a decade at Salesforce during its hyper growth era, rising from one of the first account executives to leading enterprise sales teams. His career has been built on leveraging networks, warm introductions, and trusted relationships to win complex, high value deals.

Resources and Mentions:

• Company: Connect The Dots

• Event: Dreamforce

• Topics discussed: account executives as CEOs of their territories, relationship driven GTM, shifting off pure volume motions

🎧 Listen now and follow Selling the Cloud for more conversations on modern go to market, revenue leadership, and the future of relationship driven selling in an AI enabled world. 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.