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.

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

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.

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, 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

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