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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