In this episode of Selling the Cloud, Stephen Messer, Co-Founder of Collective[i], joins Mark Petruzzi and KK Anderson to challenge outdated sales systems and thinking—starting with the traditional CRM mindset.
Stephen shares why CRM is no longer enough to keep up with how modern B2B buyers actually buy, and how AI, agile selling, and real-time intelligence are enabling sales organizations to operate with precision, speed, and adaptability. If your team is still relying on lagging indicators to drive revenue, this conversation is a must-listen.
What You’ll Learn:
- Why CRMs Fall Short: How today’s buying environments outpace static, backward-looking CRM data.
- AI’s Role in Sales Agility: How machine learning and predictive intelligence change how reps prepare, forecast, and engage.
- Modern Buyer Behavior: Why linear sales cycles are dead and what sellers need to do to stay relevant.
- Real-Time Revenue Intelligence: How agile systems give sellers an edge by tracking live signals, not just past activities.
- Breaking Old Habits: What it really takes to shift from CRM dependence to a future-forward, AI-enhanced GTM approach.
Key Topics:
- CRM limitations in today’s sales environment
- How AI enhances human selling, not replaces it
- The evolution of sales ops and forecasting
- Agile frameworks in B2B sales
- The speed and complexity of modern buying journeys
- Building a responsive, data-informed sales organization
Guest Spotlight: Stephen Messer
Stephen is Co-Founder and Vice Chairman of Collective[i], a platform that delivers AI-powered insights for enterprise sales organizations. A serial entrepreneur and digital innovator, Stephen brings deep insight into how technology and data can transform sales performance.
Resources & Mentions:
- Company: Collective[i]
- Topics: AI in sales, agile revenue systems, sales enablement tech
- Recommended Reading: The JOLT Effect, The Challenger Sale, Predictable Revenue
🎧 Listen now and follow Selling the Cloud for weekly expert conversations on the future of enterprise selling, GTM strategy, and revenue innovation. 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.
Popular Podcasts
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
The Joe Rogan Experience
The official podcast of comedian Joe Rogan.