Reveal: The Revenue Intelligence Podcast: Recent Episodes
Gong
Reveal is for revenue leaders who want to reach their fullest potential.
Every week we interview sales practitioners, leaders, and experts to explore how they use revenue intelligence – a new way of operating based on data instead of opinions – to win their market.
You’ll hear candid stories of success (and failure), how to win with a data-first mentality, plus you’ll take home a micro action you can use today.
Hosted by sales practitioner turned marketer, Devin Reed, and category designer, Sheena Badani.
Leading with meaning can be difficult in today's business world. But what if we told you that there is a playbook for this?
In this episode of Reveal, host Dana Feldman chats with Hugo Malan, President at Kelly Services, about how the modern workforce's desire for meaningful work reshapes leadership strategies.
Hugo shares his strategic framework—comprised of five pivotal questions—essential for navigating today's changing market landscape.
Hugo touches on the vital tools and strategies CROs need to stay ahead, from innovative uses of AI in digital transformation to a practical approach for aligning metrics with business decisions.
Because at the end of the day, if you’re not leading with meaning, then you’re not leading at all.
Do you have what it takes to scale globally?
In this episode of Reveal, host Dana Feldman sits down with Amanda Vining, Global Chief Sales and Customer Officer at Corporate Traveler, to discuss leadership in diverse and complex international markets.
Throughout the conversation, Amanda highlights the importance of communication, empathy, and connection.
She discusses the challenges of managing teams across borders and her strategies for fostering a customer-centric approach, integrating sales and customer success, and achieving revenue goals.
Is your sales team truly set up for success?
In this episode of Reveal, host Dana Feldman sits down with Paul Santarelli, Chief Sales Officer at PitchBook Data, to discuss his processes for empowering reps and driving real growth.
Throughout the conversation, Paul shares pivotal points in his career journey and how those have informed the way he leads and trains at PitchBook.
He also discusses the importance of solid processes for frontline managers, practicing proactivity, committing to a habit of hearing, and staying nimble in a fast-paced industry.
You won’t want to miss it.
The rules of the revenue leadership game have changed - are you keeping up?
It’s a fair question, and—in a field that’s evolving daily—flexibility is your friend.
In this episode of Reveal, host Dana Feldman sits down witha friend, colleague, and CRO at Gong Shane Evans,– to discuss top tactics for successfully navigating this new landscape.
Throughout the conversation, Shane discusses the power of pivoting in real time, why constant curiosity is a must, and the role AI can play in opening up space for deeper connection and redefined growth. He also shares his own framework for maintaining an efficiency mindset and predictions for revenue teams moving forward.
Looking to boost your win rates?
It’s doable—but leaders can't comprehend or prepare for a deal's components without high-quality data.
And you can’t just rely on your CRM alone.
Our guest, @Udi Ledergor, Chief Evangelist at @Gong and five-time Marketing leader at B2B start-ups, helps us understand that, unlike CRM data, conversation intelligence may identify purchase signals in sales calls and emails at a higher success rate.
As a result, deal outcomes and win rates can be influenced by using the right type of conversation intelligence.
Listen to this episode to see how first-party consumer data can take your forecasting and overall business to the next level.
Building relationships with experienced sales reps is key to enablement.
In turn, when reps feel that investment in their role, they will create a more consistent customer journey, leading to more revenue.
How's that for an easy formula to follow?
@Devon McDermott, Head of Enablement at @Dandy and a razzle-dazzle enablement leader with a proven track record enabling colleagues, clients, and partners, sat down with us to share the efficiency of leaders highlighting their reps and serving from the back row themselves.
Devon's insights will improve your strategy, efficiency, and growth, regardless of your enabling experience.
Resources: Forrester & Gartner
All companies want long-term success, but do they know what it takes to actually achieve it?
First, start with leaders who remember their humanity, humility, and kindness.
Next, understand that creativity is key and one-size-fits-all approaches fail. All inbound and outbound sales methods must be tailored.
Our guest on today’s show, @Dan Fougere, Director of @HomesForOurTroops and former Chief Revenue Officer of @Datadog, has perfected both of these steps. He’s here to share his journey and reveal how innovative cultures that yield and foster outcomes will thrive.
Resources: Boston Consulting Group & Forrester Research
When you are enthusiastic and receptive to feedback, excellent conversations occur.
And according to @Chris Degnan, Chief Revenue Officer at @Snowflake Computing, conflict in the workplace can be constructive rather than destructive when it's delivered in a respectful, curious way.
Imagine that!
But you don’t have to just imagine it—you can live in that world.
"The Humility Essential for Success: You're part of that rocket ship, but you're not the rocket ship," says Degnan.
He stressed the importance of maintaining humility, regardless of position, which will create an open, feedback-friendly culture. And that’s an environment that will cause people to stick around.
Resources: Harvard Business Review
Are you looking for the perfect marriage between technology and human intuition?
Sales executives who use new methods and technologies in their job procedures will see an increase in efficiency and productivity…
…as long as they don’t overlook the human intuition piece.
Our guest, @Rajesh Bhattad, Former Head of RevOps Strategy & Solutions at @RevSure AI, shares his take on how to welcome the technology change, introduce AI, and determine how RevOps can use it to its fullest potential—all with an involvement of human touch.
Whether it's generative AI or RevOps, we’ve got to embrace change to grow.
Resources: McKinsey & Company
Interested in taking your sales approach back to the basics?
This time-tested recipe is still effective…
- Don’t overcomplicate things
- Weave storytelling into your sales strategy
- Fully understand the “why” behind your products and services
From his experience in door-to-door sales to building an outbound call center and starting his own consultancy, our guest Jason Bay shares his experience in using these simple, approachable tactics in sales that make the customer feel good and understood. As the founder and CEO of Outbound Squad and the owner of Jason Bay Consulting, he successfully assists sales teams in converting total strangers into paying clients.
Selling executives will learn about human stories and how a compelling "why" behind their projects, as Jason's tips, are sure to boost team performance and results.
Resources: SAGE Encyclopedia of Communication Research Methods
Interested in finding that sweet spot where data literacy and narrative fluency meet?
It's not always a sign of strength to use facts to support a new way of doing things—understanding the story they tell has importance, too.
Get ready to feel empowered by the natural human draw to stories and the truth about how data can contradict people's beliefs.
Therefore, using facts to promote a new approach isn't always the best option.
We had the honor of sitting down with @Michael Lewis, the well-known financial journalist and publisher of many New York Times bestselling books, and @Amit Bendov, CEO and Co-Founder of @Gong.io., who both know that stories help us make sense of the world. They also know that when algorithms and AI join the ring, we will still depend on humans interpreting what data can't.
Listen to this episode for tips on thriving with a healthy balance of data literacy and story fluency.
Resources: Marketing Words Blog, Search Engine Watch, & RAIN Group, 2020
We’re hearing it from sales reps and even some sales leaders: enough of the juggling act regarding sales tools.
Your sales force won't be able to perform at their best if they have to use too many different systems at once.
Our guest, Kyle Lacy, CMO of Jellyfish and former SVP of Marketing at Seismic, shares his thoughts on how too many apps and systems can get in the way of rep’s selling.
Kyle has extensive expertise in the rapidly expanding software sector, making him an expert at generating results and making an impression that lasts. But even though software offers amazing benefits in terms of efficiency, he challenges us to consider: When your tech stack becomes too complex or top-heavy, what happens?
Numerous studies show that a salesperson's output and efficiency suffer when they try to sell too many different things simultaneously.
Let’s see how Kyle suggests reps approach this…
Resources: Salesforce & McKinsey
Marketing frames the message and story that sales reps receive as they go out into the wild.
But also…salespeople must actively engage with the market and produce leads, not only relying on marketing.
It’s a both/and situation.
We sat down with @Jyllene Miller, President of Jyllene Miller Enterprises and a globally acclaimed two-time Female Executive of the Year award-winner. She shared her thoughts about the close link between selling and advertising and how they can benefit from each other if they trust each other.
Additionally, she puts emphasis on the idea that each participant can gain from the other's experiences and insights. The healthier professionals are in mind and body, the better they will show up for each other on the job.
Resources: Centers for Disease Control and Prevention
If at first you don’t succeed…audit the heck out of your processes.
Leigh Ann Harris, Senior Vice President, Demand Services, North America Cloud Infrastructure at Oracle, joins Corrina to share her goldmine of insights from her experience leading 500+ outbound BDRs. Also, hear her passionate stance on how data and AI can block out your competition and maximize lead quality.
Resource: https://www.gong.io/blog/sales-artificial-intelligence/**
Making choices that are in the best interest of the buyer rather than the vendor is what a successful sales approach is all about.
That’s how Carole Mahoney, Founder of @Unbound Growth and author of the book Buyer First, has become a ringleader in sales growth. Spending time getting to know a buyer's preferred method of communication, asking insightful questions, and actively listening can go a long way toward establishing rapport and closing sales.
Listen here to learn how doing your homework and taking the time to invest in business relationships really matters.
Resources: LinkedIn & HubSpot
Want to reach a deeper level of customization?
Use a platform like LinkedIn to your advantage by sharing relevant content, sparking discussion, and showcasing individuality.
Our guest, Samantha McKenna, CEO of #samsales Consulting, an award-winning sales leader, and a brand ambassador for LinkedIn, shares her experience on how salespeople can keep up with the competition by utilizing LinkedIn's ever-evolving platform.
She stresses that your ability to show your prospects and ICPs that you actually understand them is closely correlated with your level of hospitality and personalization. And that the most effective method is to talk about what you're thinking.
Resources: McKinsey & Company & Resultist Consulting
Entering sales with a negative mindset puts you behind.
That’s why @Mike Esterday, CEO at @Integrity Solutions and co-author of Listen to Sell, focuses on attitude and how it affects salespeople's confidence, resilience, and self-assurance.
Listen to gain the tools, strategies, and mindset to improve your self-confidence as a way to hit sales goals. Whether you're a seasoned revenue leader or an emerging sales professional, reminders about what a healthy dose of positive outlook can do to your business success are always valuable.
Resource: Harvard Business Review & HubSpot
Re-humanizing the sales process to increase win rates IS possible.
You’ve got to stand out and differentiate your offerings personally because it's hard for your clients to determine your products on their own.
Shari Levitin, CEO of The Shari Levitin Group, author of Heart and Sell, and a LinkedIn Top Voice among the top 50 Keynote Speakers in Sales, discusses the four pillars of sales training and coaching and how to re-humanize the sales process for success.
You’ll learn the importance of personalization, and how continuous sales training for your reps will help them achieve their sales goals. Listen to this episode to learn how education, entertainment, facilitation, and coaching will transform reps and how you should run your company.
Resources: LinkedIn Sales Navigator
Raise your hand if you’re into the idea of boosting your bottom line through good data.
Standardized data you can gather because of the strong process you created first.
If so, buckle up because our guest today, Mollie Bodensteiner, Head of Revenue Operations for Sound Agriculture, has a demonstrated history of leveraging data to produce results. In this episode, she’ll walk you through how to transform your organization by following the right sales process order and using the valuable insights that come from it.
A part of this approach is focused on Sales Performance Incentive Fun (SPIFF) and how you can use it to honor reps for their good behavior, not simply their job duties. Listen in to learn how this reframe can enhance collaboration, drive performance, and achieve your revenue goals.
Resources: McKinsey & Company & NewVantage Partners
Do you want to know how to run effective meetings?
The kind where there is less passivity and more team participation.
Where a culture of open communication is created and nourished.
Sarah Gross (Fricke), Procore Technologies VP of Revenue Enablement, joins the show to discuss the importance of teamwork and open communication between enablement and operations.
The comfort of participation is built when human connections are made. Learn how the partnership of enablement and operations can drive your organization’s success, how asking about family vacations builds relationships, and much more.
Tune into this episode to learn the secrets of successful meetings and fostering open communication in your revenue teams.
Resource: Gartner
Looking for the perfect formula to streamline and automate your efforts to increase sales?
Well then, get ready because Rachel Zweck will challenge your assumptions about inside sales. A seasoned revenue leader with over 20 years of experience, she’s on a mission to show that sales executives should consider fully committing to an inside sales strategy and leverage AI and automation.
You'll discover the power of virtual selling, among other sales efficiency tips, as Danny Wasserman sits down with her on this week’s episode of Reveal.
Resource: HubSpot, Forrester
Interested in striking that balance between true judgment and data-driven decision-making?
Is the key to success combining data with a healthy dose of intuition?
Let’s just see.
Get ready to be empowered and inspired with our latest episode of Reveal with Dean Curtis, an expert in responsible AI principles and revenue optimization.
Dean covers it all: the important role of responsible AI principals and the significance of balancing opportunities and risks associated with AI while urging revenue leaders to take a proactive stance. Dean also has insight into the inner workings of human decision-making and the emotional components involved, debunking the notion of the assumption of perfect logic. You don’t want to miss out on this engaging and enlightening conversation that will empower you to make data-driven decisions, challenge assumptions, and embrace authenticity in your revenue strategies.
Resource: McKinsey, Harvard Business Review
Want a recipe to increase your bottom line? Try this:
Uncover the juicy connection between marketing and sales teams, devise killer strategies to put customers first, build trust, and bridge the gap between these necessary departments.
Our guest, Francisco Bram, Vice-President of Marketing at Albertsons Companies, shares his experience leading marketing teams at Siemens and Uber. He offers practical advice on overcoming the common finger-pointing dynamic between marketing and sales.
You’ll learn the importance of customer-centric marketing and hear real-world examples of B2B to B2C marketing success. Listen to this episode for practical advice to revamp your revenue plans and foster a fruitful partnership between marketing and sales.
Resource: Hubspot
Are you a revenue leader wanting to learn how to mix human connection with technology?
Many are doing it, but few are successful.
Kyle Asay, an accomplished revenue leader, and RVP at MongoDB, joins the show to discuss the value of the human element in sales interactions and why AI shouldn’t be added to everything.
Even though AI can quickly produce results and get you further faster, the primary basis for building relationships is by getting personal, by being human. In this conversation, Kyle touches on the delicate balance between technology and human connection, and you’ll learn why understanding and leveraging the emotional elements of sales conversations can be the key differentiator in closing deals successfully.
Resource: Salesforce State of the Connected Customer Report 2022
Have you ever heard of trenches within a startup? Maybe you’re in the midst of them currently.
Either way, in this episode, we dive into the dynamic world of startups, growth, and the intriguing synergy between sales and marketing.
We’ll discuss the bonds that form during the scrappy startup grind and how these connections can shape your journey and lead to remarkable insights.
Our guest, Adam Aarons, Chief Revenue Officer at Drata, spills the secrets of successful sales and marketing collaboration within the startup world.
Because in the trenches of startups, where growth and innovation collide, it's the collaboration and connections between sales and marketing that lead to success.
To hear more from Adam, tune in to this week's episode.
Resource: FounderJar
What if you aren’t using the right kind of selling? The type of selling that will lead you to a deal valued at $5 billion or more? We’re talking mega deals.
Jamal Reimer, Founder of Enterprise Sellers, has finessed the ‘right’ kind of selling through dogged research, perseverance, and a lot of grit. And guess what? He shares all of his tactical strategies in this episode.
Click play to hear the exact strategies that propelled him to the forefront of the industry with a staggering $160 million in ARR.
Get a free copy of Jamal’s book: bit.ly/MDSfreebook
Click here to check out Jamal’s coaching program: megadealsecrets.com
Resource: McKinsey
Let’s face it. There are a lot of myths and misconceptions about the importance of pre-sales. Do we need it, or do we not? Is it important, or is it insignificant?
What if we told you that companies with solid pre-sales capabilities consistently achieve 40-50% win rates in new business and 80-90% in renewal business?
So, what's the secret to a solid pre-sales process?
Our guest, Adam Freeman, Buyer Enablement Director at The Access Group, explores the misguided beliefs around pre-sales. Through the conversation, he reveals how pre-sales can be the deciding factor in turning indecisive prospects into enthusiastic customers. Additionally, Adam explores how he finessed the pre-sales process at The Access Group and how it led the company to success.
Resources: LinkedIn
What happens when executive leadership and operational teams work together harmoniously? How can a successful duet between these two important roles drive business growth?
Well, it creates a dynamic and efficient working environment. Collaboration and communication become seamless, resulting in increased productivity, effectiveness, and ultimately, business growth.
In this episode, Richard De Veer and Imad Qutob, from Just Eat Takeaway, join us as we explore their journey of bringing Just Eat Takeaway to businesses in Europe, while uncovering the secrets to their thriving partnership. We’ll hear how they navigate the complexities of B2B sales, the importance of perseverance in the face of challenges, and the power of constructive feedback in driving innovation. Let’s dive in.
Resources: The Center For Sales Strategy
How do you navigate the challenges of growth and evolution while maintaining alignment within an organization? What strategies need to be implemented to overcome alignment issues and ensure that teams are working towards the same objectives?
All of these can be answered through the power of effective leadership.
In this episode of Reveal: The Revenue Intelligence Podcast, we had the pleasure of welcoming Kevin Yuann, Chief Business Officer and General Manager of NerdWallet, to the show. Kevin brings nearly a decade of experience leading the company through various phases, including its IPO. In this episode, Kevin shares his wisdom on the importance of delegation as a leader, the power of letting people take charge of their own decisions as a learning curve, how to build a durable business through leadership, effective decision-making, and more.
Resources: Consumer Content Report
It’s no surprise… The advent of AI has sparked a rapid pace of innovation and businesses are leveraging this technology to solve their most pressing challenges and goals.
But what if we told you that it’s not just the AI technology itself that is leading to growth? Plot twist: It's about taking a customer-centric approach and focusing on the business need.
In this episode of Reveal: The Revenue Intelligence Podcast, Craig Hanson, the Senior Director of Go-to-Market Strategy Enablement at Gong, shares his wealth of knowledge and experience in M&A, venture capital, and tech entrepreneurship. He discusses why adapting and optimizing the revenue organization is crucial in a changing market environment for sales organizations, why consolidation is key for business growth, and how advancements in technology are now helping sales leaders measure efficacy of enablement investments.
Resources: McKinsey
As sales leaders, we all want to strive to tap into the true power and potential of our sales team. Why? To build better relationships and drive results.
But what are the secrets to effectively coaching a sales team? Sarah Bedwell knows them all and wants to share them specifically with you. Here are the key things you’ll learn in this episode:
- Why coaching is a crucial tool for sales leaders to improve sales performance.
- The importance of prioritizing coaching activities.
- The need for a strategic and effective go-to-market strategy.
In this episode of Reveal: The Revenue Intelligence Podcast, Sarah Bedwell, Founder of Sarah Bedwell LLC, shares why sales leaders should make time for coaching activities and prioritize sales performance improvement, the importance of understanding the difference between coaching, teaching, and directing, and why you should focus on go-to-market strategy and sequencing.
Resources: LinkedIn
What the hell does revenue intelligence mean and why should we give a damn about it?
Well, Reveal is due for a new era…
An era of doubling down on revenue intelligence - diving into the nitty gritty of what it is and how to use it to your advantage.
As we embark on this journey, we’re going to cover what the hell revenue intelligence actually means and why you should, and need to, give a damn about it. And we're dedicated to providing you with novel, creative content that inspires you to optimize, reimagine your approach to business, and make your job even easier.
So fasten your seatbelts and get ready for a podcast journey that explores the cutting edge of revenue intelligence and brings diverse perspectives to the table. Let's get this train moving.
In this week's episode, we're coming to you from our latest Celebrate Session, featuring Dan Morgese, Sr. Manager of Thought Leadership at Gong. Dan walks us though the latest Gong Labs data that unlocks the reality of how to make your team’s activity as impactful as possible. He also reveals data around how context, prioritization, and automation can help your team win more deals.
What does a stellar RevOps + Sales partnership look like?
Well, from the RevOps perspective, RevOps should be like the “hidden DJ of a company,” as Rob Blomquist, VP of Revenue Operations at Cyncly, would call it - remixing strategies, removing friction, and pumping up the revenue beat to make customers groove to the rhythm of success.
This one is going to be a hit for every sales or RevOps leader who wants to work better, together. Here are the key things you’ll learn in this episode:
- How to understand your audience and tailor your pitch to their needs and pain points.
- Using data and evidence to build credibility and support your claims.
- The art of asking effective questions to uncover prospect's needs and objections, and addressing them in your pitch.
In this episode of Reveal: The Revenue Intelligence Podcast, host Danny Wasserman teams up with industry expert Rob Blomquist, VP of Revenue Operations at Cyncly, to uncover the secrets behind shaping corporate strategy. From Rob's impressive background at LinkedIn and as a strategy consultant, to his invaluable insights on RevOps and scaling up at Cyncly, this power-packed episode is a must-listen for anyone in sales, marketing, or revenue operations. Tune in and unlock the keys to optimizing efficiency, exceeding quotas, and creating an exceptional customer experience. Don't miss out on this dynamic duo's discussion that will leave you inspired and armed with the tools to run your revenue like a pro.
Resources: Think RevOps
Just like everything else, sales is constantly evolving. If we want to continue to grow, we need to know what the hell ops should actually be doing.
James Underhill, the Senior Director of Sales Operations and Strategy at MongoDB, has cracked the code - sharing his secrets to sales team effectiveness.
In this episode, James shares valuable insights and experiences throughout the episode, shedding light on the evolving nature of sales roles and the misconceptions surrounding technical knowledge. We learn that sales is about identifying business pains and providing technical solutions, rather than solely solving technical problems. James also emphasizes the qualities that make successful sales representatives, such as perseverance, skill in identifying business pains, and the ability to ask uncomfortable questions.
Resources: Mckinsey & Company
We all know how much of an impact technology has on all areas of business. Focusing on sales, utilizing tech can be the breaking point for closing the deal, identifying pain points, and more.
In this episode, Mallory Lee, the VP of Operations at Nylas, explores how pain points differ at different levels of an organization and how saving time is a compelling message for individual contributors, while executives are more concerned with holistic business solutions. She discusses the significance of integration and personalization in prospecting emails and the fine line between highlighting problems and being overbearing while sharing her insights on revenue operations and the importance of finding the right painkiller product that makes a significant difference.
Resources: Hubspot
Successful salespeople are those who are genuinely passionate about the solutions they are selling and truly believe in the value it brings to customers. It is not just about making a sale, but about understanding the customer's needs and genuinely wanting to provide a solution that will benefit them.
On this episode of Reveal: The Revenue Intelligence Podcast, our guest, Dan Storey, shares his journey from being introduced to mindset techniques through a CD, to applying those techniques in his work as a fitness professional, and eventually teaching them to salespeople. Dan delves into the concept of neuro linguistic programming (NLP) and how it can decode communication patterns, helping salespeople adapt their communication style to different preferences, while emphasizing the importance of self-awareness, goal setting, situational awareness, sensory acuity in sales, and more. Throughout the episode, Dan provides practical tips and insights to help salespeople succeed.
Resources: McKinsey
How can customer success in sales be the pivot point for your company? Josh Vitello knows exactly how.
Josh is a highly accomplished professional serving as the Chief Success Officer at Tableau, a leading data analytics and visualization company, and as a Customer Success & Sales Executive at Salesforce, a global leader in customer relationship management. With a strong focus on customer success, Josh brings extensive expertise in driving strategic growth and fostering strong client relationships.
In this episode of Reveal: The Revenue Intelligence Podcast, Josh dives into his insights and experiences in operationalizing the customer success function, exploring the anatomy of successful and failing customers, and the commonalities between sales and customer success roles. They also discuss the impact of democratization of the analyst role and Tableau experience in elevating expertise to fill in critical customer engagement and participation spaces. Join us as we explore the maturation of customer success, career advancement opportunities, and the ultimate goal of solving problems through technology.
Resources: Harvard Business Review
Guy Raz is on Reveal. This is not a drill! Guy has hosted some of the most popular business podcasts including “How I Build This” of all time. But today? Danny and Corrina get the rare opportunity to turn the mic on him.
In his 500+ conversations with the most influential entrepreneurs and leaders of our time, Guy has noticed 3 x-factors that all wildly successful companies have in common.
Kelly Lewis is a force to be reckoned with in the world of sales enablement and revenue growth. With her expertise and passion, she has transformed teams, processes, and strategies, driving remarkable success for organizations across the board. As the Vice President of Revenue Enablement at HighSpot, a leading sales enablement platform, Kelly Lewis is responsible for architecting and executing world-class enablement strategies.
On this episode of Reveal: The Revenue Intelligence Podcast, Danny interviews Kelly Lewis, the VP of Revenue Enablement at HighSpot who shares her unique background in experiencing 18 different M&A activities. She discusses the lessons she learned and how they influenced her approach to sales and enablement, emphasizing the importance of being a generalist during this time of market recovery. Kelly also touches on the importance of empathy and collaboration between enablement and other teams, sharing insights into HighSpots recent leadership summit for first-time managers and the importance of planning for recovery in order to scale enablement teams and achieve business impact.
Resources: Training Industry
Brian Bayless, the Vice President of Go-to-Market Operations at Gong, is a seasoned leader with a deep understanding of sales operations and strategy. With his extensive experience and expertise, Brian has played a pivotal role in driving the success of Gong and its go-to-market initiatives. He brings a wealth of knowledge in sales operations, sales enablement, and analytics to his role. He leverages data-driven insights to identify areas for improvement, streamline workflows, and enable the sales team to deliver exceptional performance.
In this episode, Brian Bayless discusses his approach to RevOps and how his focus on serving sellers and customers has been key to success. He stresses the importance of simplicity in processes and how to avoid internal complexity, while keeping the focus on the customer while emphasizing the importance of having a growth mindset, being gritty, and being in the know… all factors are the basis for awards at Gong and are key to building a great ops team.
Resources: Wall Street Journal
From the basketball court to the sales workforce, it all boils down to fundamentals and managing the complexity you’re faced with.
Scott Gibbs, former basketball coach for Drew University and now the Senior Vice President of Global Enterprise, has experienced a huge amount of change in his career. But through it all, he managed to deal with the complexity and acquisitions he was faced with.
In this episode of Reveal: The Revenue Intelligence Podcast, Scott shares his non-negotiable, fundamental ‘coach G’ rules of sales fundamentals that has kept him balanced throughout the volatility he faced in the workforce.
Resources: Sales Performance Management
Catherine Mangungu is the fearless, female start-up entrepreneur who founded Think RevOps - a leading revenue operations consultancy in the Tech & SaaS space with a mission to empower businesses to create the most impact in their customer journey and achieve repeatability, predictability and growth. She has been recognised as one of the UK top 100 female entrepreneurs by the Telegraph and Natwest and is also an advocate for empowering women in business and often mentors female founders as well as women interested in pursuing a career in RevOps.
In this episode, Catherine discusses the importance of Rev Ops, creating measurable business objectives and developing key KPIs to measure success, and the significance of centralizing data, seeking new skill sets, and always striving to improve.
Resources: McKinsey & Company
What does it take to succeed as a rising star or an established leader in the business world?
Oliver Jay's impressive leadership as CRO of Asana catapulted the company's revenue from $20 million to over half a billion dollars. He spearheaded the company's expansion into nine countries, boosting international revenue contribution to over half of Asana's total revenue when the company went public.
In this episode, Oliver shares invaluable insights from his treasure chest of knowledge and experience. He discusses the significance of finding supportive sponsors who can champion your cause, and the responsibility of sponsoring others and nurturing talent. He emphasizes the importance of problem-solving skills and empathy in achieving sales success, and shares his perspective on assessing candidates based on their potential rather than solely relying on experience. Lastly, he delves into the power of self-awareness, encouraging leaders to embrace their unique qualities.
Resources: LinkedIn article
When Macy Tanking and Will Post combined their unique talents and passions, they found a powerful synergy that changed the course of their careers. Little did they know, their partnership would unlock the unexpected potential of their sales team, sparking a journey of accelerated business success.
Macy is the Head of Sales Enablement and Will is the VP of Revenue, both at VidMob.
In this episode, they talk about fostering trust within your sales enablement and revenue teams by utilizing collaboration, merging empathy, compassion, and technology to boost your business success rate, developing a unified sales approach to give your startup that sought-after competitive edge, the importance of vulnerability, risk-taking, and creativity when it comes to leadership and teamwork, and creating a psychologically safe working environment.
Resources: The State of Sales Methodologies in B2B SaaS
Today's guest is they/her pronouns. Kelly Schuur, the startup sales expert and Co-Founder of Kanda Group, is revolutionizing the way we approach sales enablement. With her wealth of knowledge and experience, she teaches innovative techniques for maximizing your startup growth and shares the secrets she’s learned throughout her career.. Kelly has worked for Google, Intercom, Box and has been in multiple sales roles that have shaped her knowledge on how to effectively lead sales teams.
In this episode, Kelly shares how to maximize startup growth by implementing a repeatable sales motion for increased efficiency, shape an all-inclusive workplace by delving into company leadership diversity research, harness the power of emotional intelligence for thorough sales leadership development, nourish team motivation by creating psychologically secure work environments, and more.
Resources: 360Learning
In this episode, we’re taking a new spin on things and looking at sales through a B2C perspective.
Alex Levin, CEO and Co-Founder of Regal.io, is leading conversations with people that help them hit their growth goals way faster through the power of a personal touch in an increasingly digital world. He grew up in New York, and received his BA from Harvard and soon developed a mission to help B2C brands achieve their growth goals faster than ever.
In this episode, he shares the importance of creating a seamless customer journey through the digital space, using data for your advantage, and how to use A/B testing to optimize your sales and move the needle on net revenue and retention.
Resources: TrueList Article
Enablement works best when the sales leader and reps are working closely from day one. They understand, before a person comes in, what their background is and what they need to be most successful.
Caroline Holt is a results-oriented leader with extensive experience reducing friction in the sales and renewal process for AMs, AEs and SDRs. She has a passion for designing sales training programs, onboard and up-skill sales teams, owning the product marketing voice and managing the solutions engineering teams. She is the VP of Revenue Training and Enablement at Bonterra, a company that supports people who make social good possible so they can drive more impact for more people in less time.
In this episode, she shares how sales enablement can look different for every business, finding who’s responsible for the sales enablement process, recommendations to building world-class enablement, tracking metrics, and more.
Resources: 310 Creative Article
Sales enablement is not a one-off gig. It’s all about reinforcement and accountability.
Want to know how to build those 2 things into your enablement processes? You’ve come to the right episode.
Brooke Bachesta, Head of Commercial learning design at JLL Technologies, joins Danny to share her expertise on how to build and sustain a knowledge-filled sales team, set clear expectations along the way, and ensure that the learnings from those enablement training sessions don’t end up forgotten a week after they happen.
Resources: G2 article
If you’re contemplating making the shift from your current job to a sales position, you’re at the right place.
Ernest Owusu, the Sales Development Leader at 6sence, shares his wild journey from being a former NFL player, to becoming a sales professional. He shares a how-to on providing the proper experience for your sales team, the opportunities arising for sales with AI technologies, and what hiring managers should be looking for when bringing on a new seller.
Resources: Harvard Business Review
The secret to your bottom line success? Team buy-in. The secret to team buy-in? This episode’s guest has a pretty convincing argument for her best answer to that huge question.
Jess Schultz, Founder and CEO of Amplify Group, shares her secret weapon for getting team buy-in, and the 3 foundational things every sales team needs in order to succeed—and, avoid unnecessary burn.
The stigma of sales people: untrustworthy… Why is this and how do we change it?
Andrew Sykes, CEO of Habits at Work, a professor at Kellogg and an inspirational speaker, sat down with Danny and Corrina to discuss the trust issue within sales. He drops his tips about how to succeed as a salesperson, the steps to build authentic relationships centered around trust, and the formula composed of three areas that lead to trust.
Data Breakout: https://www.linkedin.com/business/sales/blog/management/we-asked-11-sales-influencers-about-how-to-build-trust-in-the-sa
Connect with Andrew: https://www.linkedin.com/in/andrewsykes1/
Sign up for The Edge newsletter: https://www.gong.io/the-edge/
We’re honored and excited to be kicking off Women’s History Month with an incredible sales leader, Lauren Bailey!
The founder of Factor 8, The Sales Bar, and #GirlsClub — Lauren joins Corrina to share her experiences in sales, the superpower that women possess, and tips to help them dominate in the sales industry.
This episode is one that everyone will want to listen to — women, for inspiration and guidance; everyone else, for perspective and increased allyship.
Connect with Lauren: https://www.linkedin.com/in/insidesalesadvisor/
Sign up for The Edge newsletter: https://www.gong.io/the-edge/
Sales enablement is critical for a sales team's success. But do we fully know how to utilize it? Enter Steph White: leading Revenue Enabler at Loopio, to share her wealth of knowledge on this topic with us.
In this conversation with Danny and Corrina, dive into the ins and outs of sales enablement with Steph. Listen in as she drops many gems ranging from her experience of enablement at Loopio to the impact of expanding your skill sets.
Resources:
Connect with Steph: https://www.linkedin.com/in/stephanie-white-sales/
Sign up for the Edge newsletter: https://www.gong.io/the-edge/
Data Breakout: https://learn.g2.com/sales-enablement-statistics%27
If launching a community is on your 2023 list, you’re in luck. This is the definitive playbook for building, launching, and scaling your community — all in 72 days.
Nisha Baxi, Head of the Gong Visioneer Community, joins Danny and Corrina to share her playbook for a successful community launch, her tips for keeping it growing, and the metrics that she watches to ensure that it’s having an impact on the bottom line.
Resources:
Data Breakout: https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/a-better-way-to-build-a-brand-the-community-flywheel
Sign up for The Edge newsletter: https://www.gong.io/the-edge/
When in your career is the best time to get a leadership coach? According to this episode’s guest, the answer is the same whether you’re a BDR or the CRO — right now.
Nick Goldberg is the founder and CEO of EZRA Coaching, a digital coaching solution for some of the world’s biggest brands. In his conversation with Danny and Corrina, Nick shares his take on the most important traits for leaders today, how you know if you need a coach, and whether or not coaching should be on the budget chopping block when times are hard.
Resources:
Data Breakout: Microsoft Report https://www.microsoft.com/en-us/worklab/work-trend-index/great-expectations-making-hybrid-work-work
Connect with Nick: https://www.linkedin.com/in/goldbergnick/
Sign up for The Edge newsletter: https://www.gong.io/the-edge/
Larry Long Jr. wants you to know that he gives a damn. In fact, he gives a lot more than that in this episode. In his conversation with Corrina, Larry shares how intentionality and mindset make all the difference in sales leadership.
As coach, trainer, and author, Larry shares his advice for overcoming self-doubt in sales and how to use authenticity for the highest impact possible. And, we’re honored to hear his take on being a black man in sales as we celebrate Black History Month.
What do the most successful tech unicorns have in common? They use these 8 predictable elements in their sales pitch. And, Brendan Dell took notes so you don’t have to.
In this episode, Corrina is joined by Brendan—podcast host, GTM advisor, and founder of his course “The Billion Dollar Pitch Masterclass”. He’s sharing what the biggest tech unicorns do differently – and how you can implement these proven winning strategies today.
Data Breakout: Value Selling
Connect with Brendan: https://www.linkedin.com/in/brendandell/
Sign up for The Edge Newsletter: https://www.gong.io/the-edge/
Product-led growth. Is it just a “freemium” model? Is it only for scrappy startups? Dave Boyce joins the pod to debunk and demystify all things PLG. Dave is the Product-led Growth Practice Lead at Winning By Design, a global B2B consultancy – and is a self-proclaimed PLG advocate.
In his conversation with Corrina and Danny, he shares how you can transform trust by adopting a PLG selling model, Plus: he’s sharing all of his best tips for starting small with PLG, and seeing big results within your organization.
Data Breakout: Gartner article
Connect with Dave: https://www.linkedin.com/in/boycedave/
If at first you don’t succeed…audit the heck out of your processes.
Leigh Ann Harris, Group VP of Strategy and Business Development at Oracle, joins Corrina to share her goldmine of insights from her experience leading 500+ outbound BDRs. Plus: Hear her passionate stance around how data and AI can be game changers in blocking out your competition and maximizing lead quality.
Data Breakout:
https://www.gong.io/blog/sales-artificial-intelligence/
With many teams strapped for resources – leaders are turning to seller efficiency. Kyle Healy is the SVP of Sales Enablement at NFP, a leading insurance broker and consultancy. And he’s breaking down how to scale results (AKA revenue) without hiring new headcount.
In this conversation with Danny and Corrina, Kyle dives into his philosophy on how to build the most efficient sales team ever and insights into NFP’s “propensity to win” model.
Data Breakout:
HubSpot article
In this week's episode, we're coming to you from our latest Celebrate Session, featuring Eric Gilpin, Chief Sales Officer at Upwork. Eric shares how his team turns customer insights into better revenue results by improving deal execution, strategic initiatives, and coaching.
Joe Marcin, CRO at Kyriba, reveals a turning point in his career that led him to discover the triangulation of bringing experience, data, and the art of selling together to help him make great business decisions.
Early in his career, Joe feared a career in sales meant schmoozing prospects on a golf course. But then he discovered sales was really about processes he could learn, repeat, and scale. Joe breaks down the science of selling and shares stories illustrating how data combined with experience can drive record-setting business outcomes.
We all know that marketing and sales teams need to be aligned. (Tale as old as time.) But how are world-class organizations actually making it happen?
Latané Conant knows how. She’s sharing all of her secrets. Latané is the Chief Market Officer at 6Sense, a data-driven B2B marketing platform, and author of the popular business book “No Forms. No Spam. No Cold Calls”. In this conversation with Danny and Corrina, Latané is sharing her secrets to total team alignment, as well as her perspective on why women — and diverse thinkers — deserve more seats in the C-suite.
Resources:
Data Breakout:
https://www.salesforce.com/resources/articles/customer-expectations/?sfdc-redirect=369
Sign up for The Edge Newsletter:
https://www.gong.io/the-edge/
Guy Raz is on Reveal. This is not a drill! Guy has hosted some of the most popular business podcasts including “How I Build This” of all time. But today? Danny and Corrina get the rare opportunity to turn the mic on him.
In his 500+ conversations with the most influential entrepreneurs and leaders of our time, Guy has noticed 3 x-factors that all wildly successful companies have in common.
The vast majority of sales leaders don’t trust the numbers their reps are forecasting. So, how do we fix this major trust gap? Dan Morgese is on the case.
Dan is the Senior Manager of Thought Leadership at Gong, and he’s coming into the Reveal-sphere hot off the heels of publishing The Reality of Sales Forecasting Report. On this episode, he’s chatting with Danny and Corrina about how organizations can fix this forecasting gap, and achieve maximum accuracy for more wins.
Resources:
Reality of Sales Forecasting Report
https://www.gong.io/content/reality-of-forecasting-report/
“Keep learning, keep serving” is the motto of this episode’s guest—but with his incredible track record as a sales enablement leader, we’ll amend that motto to include: “keep winning”.
Nate Vogel is the VP of GTM Enablement at Gong, and on this episode, he’s joining Danny and Corrina for a masterclass on servant leadership—and, how you can train your teams to lead with their beliefs for more authentic experiences.
Data Breakout: Brand Trust & the Coronavirus Pandemic: https://www.edelman.com/research/covid-19-brand-trust-report
Sign up for The Edge Newsletter: https://www.gong.io/the-edge/
The Bezos “question mark emails” now live in infamy…so imagine being on the receiving end of one. Dave Stone was—and he’s bringing all of his lessons learned from his years at tech giant Amazon to Reveal.
Dave currently is the Senior Transportation Manager at Ryder Systems Inc., a logistics and transport company. Join Dave and Danny for a conversation on company purpose, top-down leadership, building a high-performing inside sales team, and achieving operational excellence.
Resources:
Why Core Values Matter
https://www.forbes.com/sites/brentgleeson/2021/03/30/why-core-values-matter-and-how-to-get-your-team-excited-about-them/?sh=1cb55e2b4afd
Sign up for The Edge Newsletter
https://www.gong.io/the-edge/
Shianne Sampson, author of the book Triage Sales Coaching and Global V.P. of Inside Sales & Sales Development at New Relic, a data platform for software engineers, joins Danny Wasserman for a conversation on the do’s and don’t’s of building a stellar sales team.
In this episode, you’ll hear Shianne’s expertise on how to hire the right fit every time, and how to mold them into sales champions for your team.
Join us for Celebrate Beyond '22: https://events.gong.io/celebrate-beyond22
Field sales is undergoing a major shift right now as we enter into a digital-first selling landscape…so, does that mean the role is going extinct? Absolutely not, according to this episode’s guest!
Frank Pinder is the EVP of Digital Transformation Services at Corporate Visions, a science-backed consulting service for high-performing sales teams. In this conversation with Danny and Corrina, Frank is sharing exactly how to take your field sales teams into the digital-first future—all the while, maintaining your winning momentum.
Save your seat for Celebrate Beyond 2022: https://events.gong.io/celebrate-beyond22
Gone are the days of wine-ing and dining to close every deal — and we have digital sales to thank. Chris Kingman heads up the digital sales enablement team at TransUnion where he has been working to perfect the art and science that is digital selling.
In the episode, Chris divulges his secrets to creating high-performing digital sellers, gives his POV on the next generation of “field sales”, and shares his passion for quality over quantity when it comes to prospecting.
Kimberly Dieter, LinkedIn’s VP of Sales Solutions wants you to make the right hire every time. Here are the surefire tips for identifying incredible candidates, right off the bat.
Kimberly shares tactical insights from LinkedIn’s 2022 Global State of Sales report and her personal experience as a sales leader at a forward-thinking company.
“Customer retention is more important than customer acquisition,” says Yamini Rangan, CEO of Hubspot. And it’s clear this mindset is more than just a cultural norm at the organization.
In case you don’t know the name, Yamini went from Chief Customer Officer to Chief Executive Officer at Hubspot in late 2021. Her ‘customer first’ mentality creates a fundamental shift in the B2B space from the traditional funnel approach to a flywheel. Learn how to provide value, starting with the first sales conversation.
Sales enablement teams look different in every organization, but our guest is sure of one thing: they should be the driver of consistency, efficiency, and predictability. Marcela Piñeros is the Global Head of Sales Enablement at Stripe, a financial infrastructure platform for businesses.
In this episode, Marcela shares her philosophy on hiring for and building a world-class sales enablement team, and how you can ensure your sales enablement team becomes your predictability super power.
Your number one competitor? Indecision. Best-selling author of The Challenger Sale, Matt Dixon, shares his groundbreaking recent research on the indecision epidemic that’s sweeping the world and impacting your bottom line.
You’ll get a research-backed play-by-play on how your teams can JOLT your customer out of their indecisive state, so you can close more business and create more trust.
Sign up for the Edge newsletter: https://www.gong.io/the-edge/
If your SDRs are struggling to put up impressive numbers, it’s likely that there’s one culprit: data. Or more specifically, the lack of it. Quality, accessible data equals better time management, better coaching, and ultimately more wins for your whole team.
Lily Youn Jaroszewski knows this well. She’s the head of growth at Gradient Works—a sales book management software—where she built the SDR team from the ground up. And, it’s not the first time she’s done it! On this episode, she’s sharing exactly how to use data to level up your outbound teams.
Sign up for the Edge newsletter: https://www.gong.io/the-edge/
Diverse teams perform better. But what does a high-performing, diverse sales team look like? Arwa Kaddoura has firsthand knowledge to spare. She knows how to recruit, serve, and motivate record-breaking sales teams – who just happen to be diverse.
Arwa is the Chief Revenue Officer at InfluxData, the purpose-built open source time series platform made by and for developers. In this episode, Arwa speaks with Gong’s Danny Wasserman on the why behind diversifying, and how to sustainably hire and retain top talent across the board.
Sign up for the Edge newsletter: https://www.gong.io/the-edge/
It’s no secret that when times get tough, your sales strategy must pivot. But what about the ways you motivate and interact with your sales team? In this Celebrate session replay, Kathy O’Donnell, Director at EMEA Marketing, sits down with Atossa Vaziri, VP of Sales Enablement at Dataiku, and Paul Albert, SVP at Payhawk to explore their POV on how to move the needle in a down market.
Keeping your team motivated and staying connected to them is at the core of beating any change the market throws your way. Listen in to hear how they are staying ahead of the curve with motivation hacks.
The number one way to boost your bottom line? According to Andrew Criezis, it’s all about alignment. He’s sharing how you can align your product, marketing, and sales teams to take your revenue to new heights.
Andrew is the GM of SMB at NielsenIQ, a global measurement and data analytics company focused on the CPG industry. Listen now to hear not only the “why” behind getting aligned, but the “how”.
Sheena joins Chris Cassarino, AVP and Global Lead of Business Enablement at SoftServe, and Kim Walsh, SVP at Apollo.io, in New York City for an honest conversation about what leaders can do to optimize and motivate their teams in these challenging times.
In this Celebrate session replay, these two leaders share their practical insights on how to anchor your teams on alignment, support team members in challenging environments, and how keep teams motivated.
Sign up for The Edge newsletter: gong.io/the-edge
The world is always changing—but does that mean your messaging should too? Tony Granados joins us for a step-by-step guide in creating, getting buy-in, and rolling out new sales materials to your teams that actually move the needle.
Tony is the Senior Director of Go To Market Strategy and Revenue at Airtable—a no-code workflows platform, AND he’s a Limited Parter at Stage 2 Capital—a VC fund led and backed by elite go-to-market professionals.
Sign up for The Edge newsletter: gong.io/the-edge
In this Celebrate session replay, Sheena sits down IRL with Juniper’s VP of Global Revenue Enablement Hang Black, and Sequoia Capital Partner Carl Eschenbach to explore their perspectives on the market trends sales leaders need to know.
The best-of-the-best sales leaders are already adjusting their strategies to account for these trends. Because the world is changing, fast. From a market downturn to layoffs, to hiring freezes, the current market poses a lot of challenges. This is how to prepare for what’s ahead.
Graham Collins, Chief of Staff at QuotePath, knows how to create compensation plans that are simple, logical, and fair. He’s breaking down why your comp plan is broken (and what you can do to fix it).
Graham is sharing his tips around how you can effectively create, communicate, and scale your comp plans in a way that will keep your reps involved, motivated, and focused on crushing their targets.
Every great sales leader has a plan. But best ones? They’ve got a whole playbook. Carsten Haagensen, Chief Commercial Officer at Famly, shares his undisputed playbook for “how to get out of the gutter”. Its consistently led his team to an over 40% win rate, in good times and in bad.
Learn how you can craft your own bulletproof sales plays and understand the critical role RevOps plays in ensuring your team can thrive in any situation.
Samantha McKenna is the industry’s go-to source for sales leadership. With over 38K followers on LinkedIn, Samantha is the founder of #SamSales, a consulting service that helps sales and marketing teams win.
Sam shares her playbook for being a sales leader worth following and breaks down the pillars of world-class leadership. Consider this your crash course in building successful sales and marketing teams.
Accurate forecasts are core to running a successful business. Yet more often than not, forecasting is rarely that... accurate.
When John Lorenc, Vice President of Sales Operations, joined Point Click Care they didn’t really have a sales operations function. Today, the company operates a data-fueled forecasting approach putting them within 3% of accuracy. Hear how they said goodbye to a “best-guess” model and get a crash course on how to set up a sales operations function that has massive impacts on the health of your organization.
What do sales and soccer have in common? Coaching. And Jason Hawes, UK Sales Director of Culture Amp, knows what it takes to create a winning culture because he learned most of it from his soccer days.
Jason shares how his experiences as an underdog collegiate soccer player made him a better sales leader, and why he thinks vulnerability and play should both have equal seats at the table on a winning sales team.
What do sales and soccer have in common? Coaching. And Jason Hawes, UK Sales Director of Culture Amp, knows what it takes to create a winning culture because he learned most of it from his soccer days.
Jason shares how his experiences as an underdog collegiate soccer player made him a better sales leader, and why he thinks vulnerability and play should both have equal seats at the table on a winning sales team.
Joseph Fuerst, VP of Sales at Base AI, is passionate about customer-led growth, and he knows that to grow successfully, you have to start by humanizing the people you’re selling to.
So stop calling them leads. Stop calling them targets. In fact, stop calling them anything but “people”—because that’s what they are! Sit in on this masterclass for tactical tips on scaling your personalization efforts, changing the way your organization thinks about who they’re selling to, and truly knowing your customer.
Sign up for The Edge newsletter: https://www.gong.io/the-edge/
Ah, the all-important fork-in-the-road moment: choosing a go-to-market motion. To settle the debate once and for all, we brought on Zhenya Loginov, CRO of Miro.
He’s seen GTM motions in action at Dropbox, Segment, and Miro. And has just the perspective you need to get this major decision right. In this episode of Reveal, Zhenya talks through how leaders should think about engineering and product, the important choice between a PLG and enterprise sales motion, and creating incentives to hire the absolute best talent.
Join us for the Celebrate Reality Roadshow! https://gongh.it/celebrate-roadshow22-virtual
From his time at Nike and now Rent Dynamics, Chief Revenue Officer Mike Wolber has learned that the first step in increasing revenue is deeply understanding your customer.
This might include listening to your team, seeking feedback from the market, and architecting a GTM experience playbook to truly source revenue.Listen to this episode of Reveal to get Mike’s sage wisdom on nailing product market fit and go-to-market fit.
Join us for the Celebrate Reality Roadshow! https://gongh.it/celebrate-roadshow22-virtual
KEY TAKEAWAYS:
Without go-to-market alignment, things start to fall apart. Your business won’t be able to scale and inefficiencies will hold you back from growth. So, how can you guarantee alignment? This is a job for RevOps.
On this episode, Liz Christo, partner and GTM advisor at VC firm Stage 2 Capital, breaks down the Rev Ops function–what it is, where its important role lies, and how to scale it within your organization based on the stage your company is in.
Want more revenue intelligence insights delivered straight to your inbox? Sign up for The Edge newsletter: gong.io/the-edge
When you enter a phase hypergrowth, certain things get harder to scale. Like hiring the best sales talent, and ensuring they find meaning in their work. Luckily Andy is revealing exactly how he’s growing a team that loves working for him and at unicorn status startup – Esusu.
As Director of Sales, he’s used these principles to increase ARR over 500%. These are lessons that every sales leader–whether you’re in hypergrowth or not–needs to keep their teams motivated, mission-driven, and always improving.
Get the The Reality of Sales Talent Report here: https://www.gong.io/wp-content/uploads/2022/04/Reality-of-sales-talent-report-2022.pdf
It’s Asian American and Pacific Islander Heritage month so for this bonus episode, we’re celebrating by sharing the stories and experiences of 3 Asian American sales leaders.
Gong’s Chief People Officer Sandi Kochhar leads this insightful conversation with Paul Park, CRO at Sparrow, and Tammy Aguillon, VP Commercial Sales at Docusign. Gain valuable perspective from these amazing sales leaders and get practical advice for forming mentor/mentee relationships, leading with empathy, and more.
Knowing thy customer is everything. Take it from Judi Hand, CRO at TTEC, a customer experience as a service platform that is behind some of the world’s largest brands. She joins Devin to break down the customer experience (CX) trends every leader should be aware of.
These are the trends impacting your bottom line, and your customer retention and satisfaction rates. If you strive to enable your sales team to create memorable customer experiences, this episode is for you.
KEY TAKEAWAYS:
[9:30] - What's on your prospect's performance review?
[18:59]- Customer effort score: what it is, and why it matters
[24:34] - How to make CX less overwhelming
Enterprise selling is a team sport. In order to win bigger, you have to get more people involved, which means longer deal cycles and deeper relationships. Learn how to handle complex deals with ease, according to Will Urban–CRO at Flexport, a supply chain and logistics organization.
In this episode, he’s sharing how despite pandemic challenges like longer sales cycles and more complexities, his team actually thrived.
Sign up for The Edge newsletter: gong.io/the-edge
KEY TAKEAWAYS
[7:50 - 8:25] How Flexport embraces the long game
[18:12-19:07] A dive into their "deep selling" process
[26:44-27:03] Empathy + flexibility = the long game secret
Warning: POWERFUL conversation ahead. And we couldn't be more thrilled to share it with you. Hang Black, VP of Revenue Enablement at Juniper Networks, tells her childhood story as a Vietnamese refugee, and how it drives her mission to help others overcome adversity. She shares her unique perspective on diversity, resilience, and breaking out of the status quo.
Quarterly business reviews are critical moments for feedback, upsell, and relationship building with your customer. Nick Mehta, CEO of customer success platform Gainsight, has the proven playbook to ensure your business reviews wow your customers and impact the bottom line.
In this episode, Nick shares his step-by-step advice on getting executives in the room, how to kick off an effective meeting, and how to use tools like chat to effectively engage and smoothly run a meeting that will keep even the high-expectation executives happy.
Sign up for The Edge newsletter: gong.io/the-edge
Did you know nearly 50% of sales reps miss their annual quota? If you want to avoid that fate in 2022, there’s good news: these tips are your one way ticket to quota-attainment.
Gong Labs analyzed 140,566 sales opportunities and found mind-boggling data to help you stay ahead of the curve (and the competition). Devin covers everything from negotiation mistakes that cost you deals to “best practices” that actually tank your success – this bonus episode has it all.
Leading sales professionals is challenging. There are many best practices available, we all possess one thing that can give us a massive competitive edge — time.
Daniel Pink, #1 New York Times bestselling author, reveals the secrets revenue leaders need to know to drive maximum impact. These insights will leave you with a straightforward approach to making the most out of your valuable asset.
Key Takeaways
08:29 - 10:05 How to maximize your productivity with limited time
19:27 - 20:21 Data Breakout: Impacts of a break
20:47 - 23:26 How your sales team can start creating urgency in their sales
27:32 - 29:21 The key to effective selling is finding problems
34:12 - 36:53 The most effective sellers are ambiverts
42:05 - 42:58 Micro Action: Observe yourself
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Daniel Pink: https://www.linkedin.com/in/danielpink/
Success in sales is all about the relationships you build, both with your buyers – and your team.Andrew Metz knows the value of building authentic relationships and shares how it’s skyrocketed his career.
Andrew is the VP of Sales at Zywave, a digital insurance agency platform overseeing over 75 sellers. We talk with Andrew about how you can get in the trenches with your sales team – by getting out of your comfort zone, being candid with your teams, and setting an example with your own actions and boundaries.
Sign up for The Edge newsletter: gong.io/the-edge
KEY TAKEAWAYS:
[6:30-7:30] Seeking out opportunities for connection
[10:47-12:09] How to empower your teams to live a balanced life
[20:04-22:15] Justifying time for sales off-sites, even if it takes them off the sales floor
When all of your go-to-market teams are working together, your customers become raving fans. Eran Aloni, Chief Customer Officer at Gong, shares how he helps customers be successful–from long-term relationship building, to empathy, to simply listening to the customer.
Eran believes that customers should be your raving fans–and on this episode, he shares exactly why you should work to achieve this, and the positive ripple effect it will have on every area of your organization–including your sales efforts.
KEY TAKEAWAYS:
[1:49-2:39] The dawn of the “raving fan” at Gong
[4:56-6:54] Why you should want to turn your customers into raving fans
[14:18-15:50] Metrics of customer success to focus on
Hannah Willson is the SVP of Sales at Modern Health, a platform that helps companies destigmatize mental health care, break down barriers to access, and give everyone the tools they need to get clinical support.
Hannah shares her tips for exactly what your organization and you as a sales leader can do to better support your team’s mental health needs. She’s breaking down the landscape of mental health resources, and sharing her own perspective on how leaders can foster mental health awareness.
KEY TAKEAWAYS:
[3:17-4:15] Why sales professionals need to focus on mental health
[12:07-13:52] How employee expectations for mental health support have changed
[17:32-18:11] How Modern Health approaches employee mental health
Susan Rothwell is CRO at Vericast, where she’s leading transformational initiatives on a daily basis. Her experience at Polaroid taught her about the importance of embracing change – and she’s here to share what she learned.
You’ll get actionable advice around how she empowers her sales team to embrace risk, and how to put data at the center of organizational change.
KEY TAKEAWAYS
[6:58-8:12] Prioritizing curiosity as a leader
[11:39-13:49] How to constantly evolve your organization
[23:11-23:55] Why there's more risk in not changing
Robert Cialdini is the godfather of the psychology. His book “Influence: The Psychology of Persuasion” has sold over 5 million copies and has helped countless salespeople learn the fundamentals of creating connections and influence in their sales efforts.
His principles are the difference between going through the sales motion and actually persuading your buyer to make a purchase. In this episode, Robert joins Devin and Sheena to dive into some of the tenets of his book, and share his advice for ethical influence in selling.
KEY TAKEAWAYS:
[5:25-10:07] Robert's four principles of strong relationships
[15:22-18:05] How to engage prospects with reciprocity
[23:03-27:26] The power of co-creating with your prospect
If every revenue leader has a secret weapon and Ricky Sevta’s is data. Ricky Sevta is the CRO at simPRO software, where he leads his sales team to success by combining his engineering background with his love for data.
In this episode, Ricky shares his insights as an engineer-turned-sales professional, his tips for keeping sales processes agile, and his experiences from the trenches of an organization that is in the midst of global expansion.
KEY TAKEAWAYS:
[4:21-6:06] Ricky's sales philosophy: peace, love, and data-driven decision making
[9:34-10:50] Bringing sales and engineering mindsets together for success
[19:59-20:55] Data-driven sales KPIs to focus on
Robert Graham is a guru of the art of the presentation. As a coach to hundreds of executives and sales professionals, he shares decades-worth of knowledge that will help you become a better presenter, communicator, and seller.
In his conversation with Devin and Sheena, Robert talks about the importance of keeping your camera on (even when you don’t want to), why storytelling is a skill you need in your toolkit, and why you’re probably better at presenting than you think you are.
Carolyn Betts, CEO and Founder of Betts Recruiting, has purview into thousands of sales interviews, and advocates that mutual agreement is key to a successful sales recruiting process.
Carolyn shares her insights from X years in the recruiting space including what it takes to recruit and retain top sales talent, managing expectations in return-to-work conversations, and how GTM leaders can influence the employee experience – even if they’re not the ones calling the shots.
Key Takeaways:* [03:17-4:44] Today’s dynamic marketplace for talent * [5:09-6:27] Is it actually ‘harder than ever’ to hire? * [10:51-12:28] What companies that are winning the talent game are doing * [20:21-20:55] How today’s top companies are using AI in recruiting
Ed McQuiston, EVP, Chief Commercial Officer at Hyland, will challenge you to think differently about your talent pool. He pushes back against the way we have traditionally thought about retaining top talent, gives tips for gathering feedback, and suggests creative ways to connect with your team.
Many job-hunters have a “the grass is always greener” mentality, and given the active job market, it’s more necessary than ever to make sure your company is ready to live up to expectations.
Key Takeaways:* [02:06-06:02] The effects of The Great Resignation * [06:20-08:11] How Hyland has adapted * [08:12-09:25] The importance of retention interviews * [09:55-12:22] How to hire in remote times * [12:49-14:02] Promoting mental wellness for his teams * [14:02-18:31] The small talk issue * [19:31-22:28] Justifying the productivity loss of workplace camaraderie * [22:44-23:19] Following up on survey responses * [23:42-14:02] Promoting mental wellness for his teams
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
- Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
- Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
- Connect with James Burnette: https://www.linkedin.com/in/jamesburnette/
Brandon Fluharty, VP of Sales at LivePerson, was fully bought into hustle culture. He drank tons of coffee. Pulled all-nighters. And thought more work = better results.
Then one day, the constant grind led to serious medical conditions–depression, panic attacks, and even a stroke at age 34. Flash forward to today and Brandon is happier, healthier, and more successful than ever before–and, he’s hustle-free.
Brandon reveals the secrets that allowed him to break free from hustle culture and thrive. He shares his frameworks for reaching holistic goals and shares steps you can take to follow in his footsteps.
Key Takeaways:
04:49 - 07:16 Where the shift to anti-hustle culture began
10:01 - 15:27 The anti-hustle personal operating system
19:15 - 21:35 How the anti-hustle approach can impact you
21:37 - 22:35 Data Breakout: How lack of sleep affects your cognitive performance
26:55 - 29:14 How to handle the pressures of being a high performer
30:58 - 31:36 Sales in one word
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with James Burnette: https://www.linkedin.com/in/jamesburnette/
James Burnette, Senior Director of Global Sales at LinkedIn, shares how to use technology to your advantage and thrive in a rapidly shifting environment.
ICYMI: Your tech stack is only as good as the data that flows through it. James breaks down the tools you need to succeed and why real-time data matters more than you think.
Key Takeaways:
03:15 - 05:46 The core foundations of a tech stack
08:26 - 09:52 How to set your team up for success to utilize your tech stack
12:53 - 13:34 Data Breakout: Sales turnover in B2B
15:51 - 17:13 Where to start when reevaluating your tech stack
19:51 - 22:06 How data and insights can empower sales leaders
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with James Burnette: https://www.linkedin.com/in/jamesburnette/
Alex Shumway-Jones, AVP of Omni Channel Sales at AT&T, shares how to build a culture of experimentation informed by data. Knocking on doors was the most productive sales tactic but today, data is how teams blow past quota. Case in point: it completely revolutionized AT&T’s sales motion. Alex reveals the power of putting data directly into the hands of your sellers and explains how you can ensure your team is data literate.
Key Takeaways:
08:25 - 11:25 What drove Alex to join inside sales
11:52 - 15:52 How AT&T is leveraging data for productivity
21:51 - 22:34 Data Breakout: Data as a powerful asset
26:39 - 28:39 2022: More ideas, more innovation, more distribution
29:31 - 30:20 This week's micro-action: Putting data in the hands of your sellers
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Alex Shumway-Jones: https://www.linkedin.com/in/alex-shumway-jones-3a04b016/
Joe Marcin, CRO at Kyriba, reveals a turning point in his career that led him to discover the triangulation of bringing experience, data, and the art of selling together to help him make great business decisions.
Early in his career, Joe feared a career in sales meant schmoozing prospects on a golf course. But then he discovered sales was really about processes he could learn, repeat, and scale. Joe breaks down the science of selling and shares stories illustrating how data combined with experience can drive record-setting business outcomes.
Key Takeaways:
04:57 - 05:54 Understanding the science of selling
09:07 - 10:02 How to get a team on board with the science of selling
13:33 - 14:26 Data Breakout: Metrics to influence the future
18:25 - 20:29 How to begin bringing the science into your sales process
23:59 - 24:47 Micro Action: Start bringing the science of selling to your organization
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Joe Marcin: https://www.linkedin.com/in/jmarcin/
Dini Mehta, CRO at Lattice, specializes in sustainably building go-to-market engines and shares her secrets to set your organization up for success.
She breaks hyper-scaling into three key areas: leaders scaling themselves, how leaders can scale their teams, and how leaders can scale revenue engines.
Key Takeaways:
04:14 - 05:49 What it means to sustainably build go-to-market engines
07:39 - 09:49 The challenges that come with hypergrowth
15:40 - 17:21 How leaders can scale themselves, their time, and their output
18:35 - 19:28 Data Breakout: Talent Development
25:05 - 27:02 How to scale your revenue engines
28:32 - 29:28 Micro Action: Pick 1 thing to say "no" to
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Dini Mehta: https://www.linkedin.com/in/nandinimehta/
Want to know how Hootsuite, Indeed, and Drift successfully coach their sales teams at scale? Sadie McGraw, Manager of Commercial Sales at Gong, knows that sometimes even coaches need coaching. In this Celebrate replay, Sadie moderates a discussion with this highly-experienced panel of sales leaders:
- Niki Phillips, Director of Mid-Market at Hootsuite
- Nick Christolos, Senior Mid-Market Sales Manager at Drift
- Mona Sheth, Director of Learning and Development at Indeed
They teach us how to scale individualized, data-driven motivational coaching and cover both the challenges (and solutions) for experiencing success in coaching sales skills, deal execution, and motivation. If you’re a sales leader looking to level up your team in 2022, hit play now.
Key Takeaways:
04:04 - 06:24 Impactful stories about coaches throughout careers
09:02 - 10:16 How to individualize your coaching strategy for each of your reps
12:19 - 14:22 Coaching tips our experts swear by
17:35 - 20:23 How to detect deal risk before it's too late
23:51 - 26:14 Don't leave anything up to chance!
29:39 - 31:03 A key component to coaching is understanding each individual's motivators
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Craig Rosenberg, Distinguished VP, Analyst at Gartner, has been bringing products to market long enough to know the importance of advice from others who have been there -- done that.
Craig helps bring that advice straight to you in a discussion with this panel of go-to-market leaders:
- Dannie Herzberg, Partner at Sequoia
- Olivia Nottebohm, CRO at Notion
- Kelly Wright, President & COO at Gong
This heavy-hitter panel shares tried and true principles with a focus on clarity, alignment, and data-informed decision making. Whether you’re scaling a start-up or leading a global team, these insights will allow you to unlock your potential.
Key Takeaways:
04:35 - 05:48 The fundamentals to scale a go-to-market organization
09:17 - 10:36 Challenges you might face when scaling your business
11:41 - 15:34 Best practices for those in leadership
16:56 - 20:21 4 Key components to take your career to the next level
20:35 - 23:48 Why your company should be data driven
26:48 - 30:13 Final thoughts for your go-to-market strategy
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Devin Reed, Head of Content Strategy at Gong, knows that quota never sleeps -- even during the holidays. In this Celebrate replay, he reveals three devastating end-of-quarter mistakes and how to avoid them. He also gives data-driven action steps proven to increase your win rate and shares value-selling prompts that you can implement today. If you want to spend your holiday season cozying up by the fire and not putting out fires, this episode is for you.
Key Takeaways:
02:37 - 03:04 The 3 deadly EOQ mistakes
06:04 - 06:46 How Gong unlocks reality
06:47 - 08:46 Mistake #1: Selling during "Dead Zones"
08:50 - 12:23 Mistake #2: Negotiating over email
12:34 - 15:59 Mistake #3: Relying too much on driving next steps
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Keep your deals on track during the coldest selling months: https://www.gong.io/content/holiday-selling-guide/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Inaccurate forecasts haunting you?
Diego Panama, Chief Commercial Officer at LiveRamp, has dialed in his team’s forecasting and they’re experiencing earth-shattering results. Before, forecasts were iffy at best, but now the team is able to predict the outcome of deals with incredible accuracy. Their key to success? Focusing on the customer journey. This means forecasting based on customer signals rather than the sales team’s actions.
Not only does this method center customers, but it also leads to more accurate forecasts. It helps your sales team direct their energy and allows your executives to plan more effectively.
Key Takeaways:
06:06 - 08:01 Why forecasting is important, and the risks that come along with it
09:16 - 12:35 3 Components to forecasting
16:04 - 18:36 The challenges in forecasting
19:26 - 19:59 Data Breakout: Forecast accuracy
20:13 - 21:27 How to increase your forecast accuracy
22:03 - 24:57 The importance of narrowing the gender gap in the workplace
26:36 - 27:30 Micro Action: Understanding your sales cycle
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Diego Panama: https://www.linkedin.com/in/diegopanama/
Leading sales professionals is challenging. There are many best practices available, we all possess one thing that can give us a massive competitive edge — time.
Daniel Pink, #1 New York Times bestselling author, reveals the secrets revenue leaders need to know to drive maximum impact. These insights will leave you with a straightforward approach to making the most out of your valuable asset.
Key Takeaways
08:29 - 10:05 How to maximize your productivity with limited time
19:27 - 20:21 Data Breakout: Impacts of a break
20:47 - 23:26 How your sales team can start creating urgency in their sales
27:32 - 29:21 The key to effective selling is finding problems
34:12 - 36:53 The most effective sellers are ambiverts
42:05 - 42:58 Micro Action: Observe yourself
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Daniel Pink: https://www.linkedin.com/in/danielpink/
As the end of the year approaches, you’re probably feeling the pressure. Pressure to exceed quota, get the most out of your team, and end the year on a high note -- all while trying to avoid burnout. Mark McWatters, VP of Sales at Ambition, shares his advice for coaching your team across the finish line. His secret? Asking empowering questions and ridding yourself of the pressure to have all the answers.
In this episode you’ll learn how to get your reps unstuck, shift your leadership approach, and scale a team to succeed without you.
Key Takeaways:
05:41 - 07:30 Lessons on coaching teams of A-players
13:25 - 14:11 Data Breakout: End of month sales
14:44 - 16:56 Developmental Coaching vs. Finish-line Coaching
23:54 - 26:28 What sales leaders often get wrong
29:10 - 30:04 Micro Action: Final round of 1:1s
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Mark McWatters: https://www.linkedin.com/in/mark-mcwatters-26539414/
How do you identify high-performing sales professionals? Jason Andrew, Chief Revenue Officer at BMC Software, shares his tried-and-true insights.
His advice boils down to problem solving. It sounds simple but healing root causes (rather than symptoms) is key to success in sales leadership. Listen to hear more about why talent acquisition is so important and how you can retain your top people.
Key Takeaways:
07:39 - 10:26 Lessons from experience - What Jason wish he knew when starting at BMC
12:26 - 13:18 Data Breakout: Sales employee turnover rate
13:20 - 16:35 How to keep employees engaged long-term
21:14 - 24:59 Identifying the right people for first-time leadership/seniority roles
35:46 - 36:42 Micro Action: Giving people opportunities to grow
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Jason Andrew: https://www.linkedin.com/in/jasonwandrew/
“Customer retention is more important than customer acquisition,” says Yamini Rangan, CEO of Hubspot. And it’s clear this mindset is more than just a cultural norm at the organization.
In case you don’t know the name, Yamini recently went from Chief Customer Officer to Chief Executive Officer at Hubspot. Her ‘customer first’ mentality creates a fundamental shift in the B2B space from the traditional funnel approach to a flywheel. Learn how to provide value, starting with the first sales conversation.
Key Takeaways
09:09 - 11:28 Why shifting to the flywheel view instead of the funnel view will benefit your business
15:51 - 18:31 How to turn the flywheel vision into an actionable plan
18:33 - 19:15 Data Breakout: Cost of acquiring a new customer vs retaining an existing customer
21:37 - 23:40 Incentives shape behavior: Care about customer success
31:03 - 32:00 Micro Action: Find when and why customers churn
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Yamini Rangan: https://www.linkedin.com/in/yaminirangan/
Accurate forecasts are core to running a successful business. Yet more often than not, forecasting is rarely that... accurate.
When John Lorenc, Vice President of Sales Operations, joined Point Click Care they didn’t really have a sales operations function. Today, the company operates a data-fueled forecasting approach putting them within 3% of accuracy. Hear how they said good-bye to a “best-guess” model and get a crash course on how to set up a sales operations function that has massive impacts on the health of your organization.
Key Takeaways:
10:12 - Why it's so difficult to forecast the right way
14:03 - Support your forecast with data
16:19 - Tips for reps building their forecast bottoms up
19:43 - Data Breakout: Forecasting accuracy
20:43 - Crash course to build an accurate forecast
29:43 - How to automate your forecasting
34:22 - Micro Action: Building your idea forecasting process
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with John Lorenc: https://www.linkedin.com/in/john-lorenc-ph-d-a1791345/
Being exceptional in sales isn’t a solo mission — it’s a team effort. To be successful in any revenue-generating function, you need mentorship.
Peter Kim, Chief Sales Officer at Relativity, shares how to budget time, intentionally seek out mentorship opportunities, and why mentors are key to developing the next generation of go-to-market leaders. This episode gives you the playbook you need to build career and life-changing relationships.
Key Takeaways:
08:51 - The building blocks to being a great leader
15:22 - What mentorship actually looks like
20:37 - How to know when a mentor/mentee relationship is working
26:24 - Data Breakout: The power behind mentorship programs
27:33 - How to become a more effective leader
34:53 - Micro Action: Be intentional about creating a mentor relationship
Save your seat for Celebrate: https://gongh.it/celebrate21-reveal
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Peter Kim: https://www.linkedin.com/in/peterxkim/
“Land and expand” is vendor-centric. “Know and grow” is customer-centric. There’s a difference. Daniela Becker, Area Vice President Major Accounts EMEA at DocuSign, shares her secrets to success in enterprise sales. Tune in to learn how to set massive deals up for long-term wins – including the tactics that lead to record-breaking upsells.
Key Takeaways:
07:01 - The 3 elements to being an impactful sales leader
09:22 - What is "knowing and growing"?
11:48 - How to ensure you have the right success metrics with your buyers
18:25 - Criteria for entering a proof of concept
20:19 - Data Breakout: Successful POCs
24:33 - You're only as successful as your firs adoption
30:51 - How to find your passion project within your organization
43:58 - Micro Action: Land and expand KPIs
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Daniela Becker: https://www.linkedin.com/in/daniela-becker-8b41998/
Want to provide vision, direction, and inspiration to your team? Ryan Longfield, Chief Revenue Officer at Gong, breaks down the critical role employee retention plays in sustainable long-term success. Learn how to manage your team’s emotional state (and hear the impact it has on performance). Consider this a crash course on how to level-up as a leader.
Key Takeaways:
05:35 - What leadership means to Ryan Longfield
06:48 - What was the moment you decided to go into leadership
10:34 - Small team vs. Large team aspect
19:35 - What does a leader need to do in the tough times to keep motivation
25:06 - Setting expectation for your team
35:46 - Revenue intelligence is all about seeing clearly
38:44 - Describing sales in one word
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Ryan Longfield: linkedin.com/in/rlongfield
To sell more, you have to sell less. It sounds counterintuitive — but that’s what value-based conversations are all about. Vin Messina, VP of Sales Execution at Blackline, shares how he identifies his buyer’s problems and partners with them to find solutions. Tune in to get a step-by-step playbook on how to sell to the c-suite. (Spoiler: C-suite alignment should happen on the FIRST call.)
Key Takeaways:
00:55 - Introducing Gong's rebranding
11:07 - Differentiating sales execution and sales enablement
15:46 - Sales: A series of well-executed value-based conversations
19:40 - Data Breakout: Sales processes and buyer expectations
20:39 - Vin's value-based formula - Problem, impact, value
25:17 - Enabling sellers to coach buyers not press them
32:19 - The difference between a champion and a change agent
38:15 - Micro Action: Are you fulfilling your buyers needs?
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Vin Messina: https://www.linkedin.com/in/vmessina/
After analyzing 300,000 cold emails, we debunked one of sales’ greatest mysteries — and unlocked a strategy to DOUBLE the amount of meetings you book. Here's a hint: The CTA (call to action) you use at the end of your email, matters more than you think. And according to the data, there's one cold email CTA that reigns supreme. Ready to craft the perfect cold email? Tune in to the episode.
43 Highly effective email CTAs: https://gongh.it/43-ctas-gong-asp
Key Takeaways:
00:53 - What is the most effective CTA?
03:54 - The answer from Gong Labs data
07:27 - Why asking for a meeting too early is risky
08:02 - Does the answer change depending on the stage?
08:49 - Do online calendars impact the ask?
If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/PWHzpEQ7
Want to explore Revenue Intelligence for your org? It starts here:
43 Highly effective email CTAs: https://gongh.it/43-ctas-gong-asp
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/
Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/
PLG (product lead growth) flips the traditional sales model on its head. Kai Mak, VP of Sales and Customer Success at Webflow, knows that an end-user-focused growth model isn’t just good for customers -- it’s also good for business. Learn how sales teams can influence product design, what it means to truly delight customers, and why the term 'product qualifying lead' will soon be common sales vocab.
Key Takeaways:
05:27 - What a product-led growth company(PLG) is
10:56 - Focus on the user experience - Bring support and customer success together
13:33 - Data Breakout: PLG companies scale faster once they hit 10 million ARR
21:03 - Leading a team with builder mentalities
27:23 - How Kai and his team use Gong
34:34 - Micro-Action: How to build a strong start for a product-led business
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Kai Mak: https://www.linkedin.com/in/kaimaksf/
Should you use slides on a discovery call? Choose wisely: it impacts your chances of booking the next meeting by 17%. On this episode of Opinions vs Reality with Bill and Bryan from The Advanced Selling Podcast, we share the data you need to close more deals.
9 Tips for crafting great sales decks: https://gongh.it/crafting-sales-decks-gong-asp
Key Takeaways:
01:01 - Myth bust: Should you use slides on your discovery call?
03:28 - The answer from Gong’s research
04:14 - Slides’ effect on question asking, monologuing, and listening
If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/pGK1YxqI
Want to explore Revenue Intelligence for your org? It starts here:
9 Tips for drafting great sales decks: https://gongh.it/crafting-sales-decks-gong-asp
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/
Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/
The best way to level up? Surround yourself with A-players. To celebrate hitting 100 episodes, we’re sharing the top 10 insights that will inspire you to take your career to the next level. These tips come straight from the minds of Mark Roberge, Kevin Dorsey, Matt Rosenberg, Marjorie Janiewicz, and Dan Shapero (aka the sales leaders who are breaking the mold and winning their markets). Plus — if you’ve ever wondered what Chris Voss’s ringtone is… you’re going to need to tune in. This is one revenue-boosting countdown you don’t want to miss.
Key Takeaways:
05:00 - Ed Calnan - How important is the buyer's journey?
07:42 - Rakhi Voria - Attracting a diverse sales workforce
10:24 - Dana Feldman - Running effective 1:1s that drive revenue
13:20 - Mark Roberge - Deal momentum masters
18:35 - Kevin Dorsey - Deal signals that increase revenue
21:24 - Chris Voss - How to negotiate like a boss
23:47 - Matt Rosenberg - Why multi-level selling is critical for today's landscape
26:38 - Marjorie Janiewicz - How hackers are driving predictable revenue
29:18 - Jonathan Frick - What prevents B-players from becoming A-players
31:57 - Dan Shapero - Why a growth mindset is critical for your success
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
“I need to think about it.” is the objection that makes every salesperson's skin crawl. But is it really the reason your deal didn’t close? On Opinions vs Reality, Bryan and Bill from the Advanced Selling Podcast join us to discuss how to overcome this all-to-common objection. Learn how to address any potential roadblock your seller might have. (Spoiler: It’s time to shift from sales to strategic advisor.)
Objection handling techniques: https://gongh.it/objection-handling-techniques-gong-asp
Key Takeaways:
2:06 - The perception of what “I need to think about it” has on closing a sale
4:13 - Devin reveals what the data says
6:55 - Turning the date into action with successful follow-up strategies
9:20 - Shifting from sales professional to strategic advisor
If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/95cifrB2
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/
Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/
Virtual selling. Hybrid selling. Remote selling. Whatever you call it, 92% of buyers prefer it — and it’s here to stay. David Deming, Partner at Bain & Co., is an expert in salesforce effectiveness that leads to profitable growth. In the episode, he dives into data-driven sales plays and how to retool your front line. Whether you’re fully remote or have a hybrid model, these insights will lead you to virtual sales success.
Key Takeaways:
07:14 - How to define virtual selling
09:12 - Buyers prefer virtual interactions
10:50 - The importance of digital footprint
12:59 - 5 ways you can contribute to successful virtual selling
16:33 - How to roll out new tools without overwhelming sales reps
18:22 - Data Breakout - Digital transformation acceleration
24:03 - How to best coach your sales reps in the new virtual world
28:31 - How you can be a better sales leader
30:19 - Micro Action - Assessing where you are with your virtual selling capabilities
Opinions vs reality: Do you curse in sales?: https://link.chtbl.com/RXCZTv0g
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with David Deming: https://www.linkedin.com/in/daviddeming/
Do you know the impact cursing has on your sales calls? Bryan and Bill from the Advanced Selling Podcast join us for Opinions vs Reality. This midweek bonus episode unpacks the unexpected impact cursing has. Do you think it shows authenticity or a lack of professionalism?
We reveal data that may make you rethink the words you use (and when).
Plus, there are 5 words that can make your sales calls even more persuasive. These are the words and phrases used by high-performing salespeople to close more deals. How many of these words do you use? Find out: https://gongh.it/words-that-sell-gong-asp/
Key Takeaways:
00:30 - To curse or not to curse, is that the question?
01:40 - Devin reveals what the data says
02:44 - The impact cursing has on your close rate
03:18 - Words of wisdom to live by
If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/RXCZTv0g
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/
Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/
Success in sales leaves clues that point to what works and what doesn’t. Are you tracking success signals across your pipeline? Kevin "KD" Dorsey, VP of Inside Sales at PatientPop, shares how to use data to coach your team, spot at-risk deals, and fuel growth. You’ll learn how to recognize critical success signals, focus on what matters most during pipeline reviews, and build a scalable sales checklist that drives better performance from everyone on your team.
Key Takeaways:
06:59 - What are the patterns of my sales team?
13:22 - Develop people, manage processes
15:39 - The first deal warning: problem agreements
18:27 - Data Breakout: Plan your next steps...sometimes
25:14 - How skill-based metrics can help your sales team
32:30 - Listen to the language of your prospect
37:21 - Using your tools to make a change
41:18 - The psychology of sales.
43:44 - Micro-action: Make your own checklist
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Kevin Dorsey: https://www.linkedin.com/in/kddorsey3/
HackerOne sells a slightly non-traditional product: hackers. Marjorie Janiewicz, Chief Revenue Officer at HackerOne, shares how she uses data to build and validate her go-to-market strategy. (Luckily, her tactics work regardless of what you sell.) Plus, you'll hear how she went from sales rep to c-suite. If you want to make moves in your career, this is for you.
Key Takeaways:
06:35 - Hiring people who want to build a company
08:55 - What metrics to use and why it's a continuous learning process
13:37 - Data Breakout - How sales leaders would describe their culture
17:01 - How to position yourself from running inside sales to all of sales
24:58 - Skills salespeople should focus on
26:25 - Micro Action - Focusing on execution
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Marjorie Janiewicz: https://www.linkedin.com/in/marjorietoucas/
Your reps want to get better. You want to help them. The problem? Coaching has always been impossible to scale. Dana Feldman, Head of Enterprise and Mid-Market Sales at Amazon, and Bryan Tucker, Head of Mid-Market Sales at Gong, discuss all things coaching. From building a coaching culture to measuring the impact of your coaching strategy, learn how to increase revenue and turn mid-performers into top performers.
Key Takeaways:
10:01 - How to build coaching into your company culture
13:33 - Creating a framework for monitoring your coaching strategy
17:23 - Peer coaching - How to learn from one another
23:57 - Coaching top sellers using data
28:26 - Blindspots: Consistency is key
30:35 - Visibility: Where is coaching needed most?
38:55 - How to measure the impact of your coaching strategy
43:30 - Gong's Complete Coaching Suite
45:15 - Dana Feldman on Gong's new Complete Coaching Suite
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Bryan Tucker: https://www.linkedin.com/in/bryandtucker/
Connect with Dana Feldman: https://www.linkedin.com/in/danafeldman/
Ready to bond with your prospects like never before? Jill Rowley spent 20 years in B2B SaaS with stints at Salesforce, Eloqua, and Marketo and is passionate about “knowing thy customer”. Widely-known as customer-centricity, this concept has the power to move the needle forward on mission-critical business metrics. Listen to the episode to learn the power of meeting your buyer where they are.
Key Takeaways:
05:19 - What a customer-focused organization looks like
14:41 - How being customer minded can give you an advantage
17:36 - Data Breakout: Providing relevant content and insights
18:56 - Social selling vs social networks
22:30 - Advice to sales leaders who want them and their team to be customer-focused
30:09 - Micro-action: How are you and your reps using social networks?
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Jill Rowley: https://www.linkedin.com/in/jillrowley/
What's your company’s reason for being? Sam Myers, Managing Director at Rational 360, has a diverse background ranging from politics to business development to the agency world. The common factor he believes top organizations share? Purpose. In this episode, Sam shares why organizations don’t have to choose between profit and purpose — and why taking a stand benefits both your customers and employees.
Key Takeaways:
08:42 - What it means to be purpose driven
14:21 - Where does the purpose come from
19:26 - Data Breakout: Inclusive and diverse hiring practices
20:47 - Encouraging purpose driven behavior
28:08 - The responsibility of a sales team to advocate for purpose driven behavior
33:29 - Micro-Action: Take a look at the diversity on your own team
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Sam Myers: https://www.linkedin.com/in/sammyersjr/
Curious reps uncover prospects’ real problems -- allowing them to close more deals. That’s why Kevin Young, Director of Sales at Metadata.io, is passionate about bringing customer voice to life. He does this by teaching his reps active listening and the power of pausing. In this episode, Kevin reminds us of a simple fact it’s easy to lose sight of: we are all selling to humans. This is the perspective you need to ensure your reps ace their next call.
Key Takeaways:
04:04 - "You Are Your Fiercest Advocate"
09:57 - Strategies to Help Align With the Customers Wants and Needs
12:06 - Data Breakout: Listening to the Customer Voice
21:51 - Leaving Space in Conversations to Actively Listen to Customers
28:14 - The Scientific Method of Sales
32:18 - Micro Action: Listening to the Customer Voice
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Kevin Young: https://www.linkedin.com/in/directorofsales/
Data isn’t just for sales leaders. It’s also for reps. Monica Telles, VP of ZendeskSell, has a history of leading high-performance sales teams at Amazon and Oracle. Her secrets to success? Cross-functional alignment and democratizing data across the organization. With the right tools, you can empower your reps to leave their quotas in the dust.
Key Takeaways:
05:27 - 3 Tips for career trajectory
14:15 - Aligning all aspects of the company before going to market
15:57 - Data Breakout - Is alignment the biggest opportunity to improve your business?
18:58 - New business adoption vs. expansion within an existing customer base
25:57 - Data's role in partner sales and day-to-day decisions
30:15 - Micro Action - New ways to make space for regular and open communication throughout your organization
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Monica Telles: https://www.linkedin.com/in/monica-telles-9874494/
Deal stuck in limbo? If you’ve ever debated reviving a sale or cutting your losses and walking away, this episode is for you. Bryan Neale, Founder at Blind Zebra and NFL umpire, walks us through the phenomenon he calls “sales purgatory”. We discuss what sales purgatory is, how deals get there, and (most importantly) how to avoid it. This episode is packed with ways to Marie Kondo your pipeline.
Key Takeaways:
07:00 - What sales purgatory is to Bryan Neale
09:26 - How deals get into sales purgatory
14:48 - Data Breakout - Discussing next steps on your first call
18:45 - What you can do when you're stuck in purgatory
20:26 - Questions to ask when figuring out if a deal is in purgatory or not
25:06 - Measuring ambiguity
30:52 - Micro action - Identify opportunities that are stuck
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/
They say, “life is what happens when you’re busy making plans”, but business is no different. As Chief Sales Officer at Compass, Chris Aker understands the need for thorough yet flexible strategies. Change is inevitable and how your company reacts makes all the difference. In this episode, Chris shares how data influences his biggest decisions. And with two IPOs under his belt, you might want to take notes. This inspiring episode will have you planning in no time.
Key Takeaways:
11:31 - Core ideas to focus on when planning
16:41 - Data Breakout: Using data to improve sales planning
19:27 - Ensuring you don't lose sight of the customer throughout the planning period
21:11 - How to prepare a large team of sellers
25:46 - When is it okay to change your plan?
30:01 - Lessons in financial planning
34:28 - Micro Action: Communicating the why of your sales strategy to your team
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Chris Aker: https://www.linkedin.com/in/chrisaker/
Sellers often think they are putting their buyer first. However, only 23% of buyers agree. In this episode, Jonathan Lister, VP of Global Sales at LinkedIn, dives into what buyer-first selling really is and why it’s essential today. You’ll learn how to use buyer-first behavior to build strong relationships that drive value across every stage of the buying process. This new mentality will be a win for you and your buyer.
Key Takeaways:
05:49 - Gong's Celebrate Together is Almost Here
14:41 - How the increase in job postings on LinkedIn has affected Jonathan's business
25:08 - Solving the trust gap between buyers and sellers
26:16 - Data Breakout: Adapting how you sell to the way buyers want to be sold to
27:49 - Examples of what buyers may consider deal killers
32:20 - How to use data to measure how you're putting buyers first
36:44 - Pieces of data that Jonathan leverages which might surprise sales leaders
39:20 - Sales is value
40:47 - Micro action: How can you put your buyers first
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Jonathan Lister: https://www.linkedin.com/in/jonathanlister/
For many companies, expanding into the European market is not a straightforward transition. Wendy Harris previously led European expansion at CarGurus, Dropbox, and AdRoll, and is now Head of EMEA at Gong. In this episode, Wendy shares what it takes to successfully take on European markets, tackle privacy, and executive buy-in. You'll learn how to scale across segments, and build teams that succeed in new markets. If you’ve ever tried to sell into a new geography, this is one you won’t want to miss.
Key Takeaways:
12:45 - Why it's so hard to break into EMEA
14:51 - How to measure traction in a new geo
16:36 - Data Breakout: Traits that helped companies expand globally
20:44 - Advice on how to influence product roadmap
32:50 - Tactical guidance for organizing rules of engagement
37:00 - Micro action: Questions worth considering when expanding globally
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Wendy Harris: https://www.linkedin.com/in/wendyharrisirl/
The way you articulate your sales messaging matters. Tim Riester joins the show to discuss how research on decision-making psychology can elevate your customer conversations. Tim, Chief Strategy Officer of Corporate Visions, has studied the neuroscience and cognitive psychology behind how people make choices. In this episode, you'll learn how the science behind messages can help you successfully frame your strategies.
Key Takeaways:
06:37 - Tips for A Sales Rep Trying to Empathize with the Customer
08:02 - Data Breakout: Creating Your Value with Powerful Messaging
11:21 - The Way You Approach A Prospect vs. Expanding an Existing Customer
17:57 - Measuring the Impact of Different Messaging Strategies
27:55 - Tim Describes Sales in One Word
28:27 - Micro Action: Rallying Your Sales Teams Around New Initiatives
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/
Your pricing strategy might not feel urgent, but it's the most impactful way to increase revenue overnight. As an operating partner at OpenView, Kyle Poyar specializes in pricing and packaging. He’s responsible for advising executive teams on strategies that drive revenue growth and lead businesses to dominate their markets. In this episode, you'll learn why pricing lays the foundation for growth and how to navigate the challenges that pricing adjustments bring.
Key Takeaways:
11:44 - How to Communicate Price Updates
19:22 - Data-Driven Pricing Strategy to Help Drive Revenue
21:05 - How You Can Involve Sales in Pricing Strategies
27:44 - Should You Make Pricing Visible On Your Website?
36:15 - Pricing is a Judgment on How Much Value You're Creating
38:59 - This Week's Micro-action
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Kyle Poyar: https://www.linkedin.com/in/kyle-poyar/
Lasting relationships start by adding value. On this episode, we are joined by Mike Small, CEO of Sitel, to discuss how to build meaningful executive relationships that can last. Part of his philosophy is to build rapport with customers by aligning with their mindset. This starts with knowing how to identify the right stakeholders and deeply understanding their business. Get this right and you will have the tools to grow with your customers and continue to drive value along the way. Tune in to learn how you can build more impactful relationships with your customers.
Key Takeaways:
6:02 - Listening and Understanding Your Customers
11:52 - Building Up Mentees to a Better Version Their Mentors
18:23 - Meaningful Exec and Customer Relationships
21:12 - Identifying Innovators and Disruptors to Build a Relationship With
25:12 - 3 Tips for Customer Engagement
27:21 - Data Breakout - Promoting Exec Relationships with Clients and Prospects
35:56 - Salespeople Get Told "No" Often
38:21 - This Week's Micro-Action
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Mike Small: https://www.linkedin.com/in/mikepsmall/
The time you get with a potential buyer is finite. Kris Wiig, VP of Partnerships at FreeWill, joins us to discuss how you can make the most of every second. After listening to the interview, you’ll be ready to capitalize on your interactions. Kris also lets us in on her go-to frameworks she uses to break down problems and drive urgency. Plus, we pay tribute to the best opening line she's ever heard on a cold call. Fun fact: the questions on this episode came straight from you — our sales community. Start listening now to get answers to your burning questions. Have a question you’d like to submit? Make sure you’re following Gong on LinkedIn.
Key Takeaways:
08:47 - Understanding Where You Are Most Impactful Within the Company
11:24 - Taking a Look at Coin Operated Reps and Renaissance Reps
17:59 - The Misalignment When Selling to the C-Suite
20:13 - Data Breakout - Key Ingredients to Drive a Successful Sales Team
23:23 - Goal Oriented Selling
29:27 - Getting the Extra 30 Seconds When Cold Calling
39:14 - This Week's Micro-Action
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Kris Wiig: https://www.linkedin.com/in/kriswiig/
Chris Voss, negotiation master and best selling author of Never Split the Difference, dives deep into negotiation skills required for sales today. Topics discussed emotional intelligence, how to practice negotiating, and even how to hone your late-night radio voice just like Chris Voss.
Key Takeaways:
12:23 - Women Possess Natural Skills for Negotiation
13:38 - This Week's Data Breakout
22:02 - Yes Isn't Necessarily Success
27:50 - Demonstrating Understanding of the Other Side's Position
43:18 - Chris Helps Us Overcome Difficult Scenarios
51:25 - This Week's Micro-Action
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Chris Voss: https://www.linkedin.com/in/christophervoss/
The time you get with a potential buyer is finite. Kris Wiig, VP of Partnerships at FreeWill, joins us to discuss how you can make the most of every second. After listening to the interview, you’ll be ready to capitalize on your interactions. Kris also lets us in on her go-to frameworks she uses to break down problems and drive urgency. Plus, we pay tribute to the best opening line she's ever heard on a cold call. Fun fact: the questions on this episode came straight from you — our sales community. Start listening now to get answers to your burning questions. Have a question you’d like to submit? Make sure you’re following Gong on LinkedIn.
Sales leaders are leaning on data to bridge the distance between them and their teams as we settle into remote selling. Dusty Bailey, Director Of Virtual Sales New Business West at Paychex, shares how he uses data to lead from the front, his formula for keeping a highly engaged and energized team culture, plus how you can allocate your time to consistently coach and elevate your team.
Key Takeaways:
12:36 - How Dusty Learned to Lead
22:07 - What to Focus on When New Reps Join the Team
23:40 - Patience is Key
28:39 - This Week's Data Break Out
33:46 - Consistent Commitment to the Process
39:58 - This Week's Micro-Action
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Dusty Bailey: https://www.linkedin.com/in/dusty-bailey-90281962/
Have you ever been at a company that went from $0 to $60M ARR? Joubin Mirzadegan, Go To Market Partner at Kleiner Perkins shares how to design a winning culture by recognizing, empowering, and promoting from the bottom up. You'll learn why hiring great people and being prepared for change management is essential while climbing the ARR ladder.
Key Takeaways:
05:28 - Identify with the Voice of the Customer
13:33 - Innovate and Deliver to Drive Value
18:30 - This Week's Data Breakout
21:06 - Culture Ebbing Up
32:33 - Sales in One Word
34:17 - This Week's Micro Action
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Joubin Mirzadegan: https://www.linkedin.com/in/joubin-mirzadegan-66186854/
Sales excellence today relies on data. That’s why we asked Frank Cespedes, Senior Lecturer at Harvard Business school and the author of Sales Management That Works, to join Reveal. His newest research outlines how you can improve your sales model by focusing on facts instead of assumptions. You’ll also hear tips for better hiring, myths regarding sales, and ideas for evolving your sales model for today’s market.
Key Takeaways:
06:12 - What Inspired Frank to Write His Book
11:47 - Unexamined Assumptions with Sales
13:43 - Data Break Out
15:34 - The Buyer is the Most Important Thing
17:02 - Buy As You Operate Now
22:06 - The Domino Effect
26:45 - What Do We Need to Measure?
32:56 - Hire For the Task
35:42 - Frank's Advice About Hiring
41:34 - This Week's Micro Action
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Frank Cespedes: https://www.linkedin.com/in/frankcespedes/
Spotify is a leading music and podcast streaming service. This might be obvious because well, where are you listening to this podcast from? This week, Brian Berner, Spotify's Head of North America's Advertising Sales, discusses cultivating talent through training and creating consistency at scale. You'll listen to him go over his five step framework, Spotifive, a personalized onboarding people to go to market. The teachings include insights into intention, informed discovery, and a few other steps Brian thoroughly explains in today's show.
Key Takeaways:
11:41 - What Consumers Want
14:32 - The Challenge of Hypergrowth
16:08 - Tracking Mistakes or Make Goods
17:30 - Metrics Can Help Predict Future Success
22:22 - Spotifive Framework
28:15 - Insights to Solutions
30:44 - All True Leaders
33:57 - Make-up of a Strong Leader
37:51 - Sales in One Word
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Brian Berner: https://www.linkedin.com/in/brianberner/
Whether we like to admit it or not, most of us don't like change. We don't always like leaving our comfort zone because change can be scary, intimidating, and confusing. Barb McAteer, the Global Head of Sales Coaching & Enablement at Akamai Technologies, is with us this week to share how change within a company or organization, can be done in a less fearful fashion. You'll learn how authenticity in leadership is beneficial to the process, and how clarity, communication, and honesty help fuel a successful change management project.
Key Takeaways:
05:08 - Sales Organizations Inside Akamai
06:42 - Being Your Authentic Self as a Leader
08:59 - Defining Change Management
13:20 - Providing the "How?"
16:38 - Alignment During Change Management
19:53 - A Clear Vision
29:10 - Evolve Your Metrics
34:35 - Sales in One Word
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Barb McAteer: https://www.linkedin.com/in/barbmcateer/
This week on the Reveal podcast, Timea Bara, Head of Sales Enablement at Nextdoor, makes a business case for learning. After spending years in sales management, Timea shares her passion for personal development, and offers insights about why learning is important in the sales field, how to build it into your company culture, and when to devote time to learning. Join us this week, and get a few tips for developing good habits that ensure your personal development is on track. You never know, you might...learn something.
We've all heard of companies having "core values," but, how do you make sure that they don't become just words on a wall? This week, Kelly Wright, seasoned board director and former EVP of sales at Tableau, discusses the power of staying true to your company's core mission statement. From hiring the right candidates to achieving long term goals, learn how developing a mission-centered culture can chart a company's path to success.
How many of us ignore salesy, impersonal emails, and unprepared cold calls—only to turn around and use the same approach with our own prospects? If it doesn’t work on us, why do we think it will work on them? David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, shares how to sell the way you buy. You’ll learn how to take the buyer’s perspective, build trust more quickly, and sell in a way that aligns with what really drives people to action.
Success in sales leaves clues—patterns that point to what works and what doesn’t. But are you tracking these success signals across your pipeline? Kevin "KD" Dorsey, VP of Inside Sales at PatientPop, shares how to use data to coach your team, spot at-risk deals, and fuel growth. You’ll learn how to recognize critical success signals, focus on what matters most during pipeline reviews, and build a scalable sales checklist that drives better performance from everyone on your team.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Kevin Dorsey: https://www.linkedin.com/in/kddorsey3/
Gordon Henry, Chief Strategy officer at Thryv, sits down with Devin and Sheena to talk about what his company has done to adjust the ever-changing landscape of sales and marketing. From the Yellow Pages to Zoom conferences, learn how Gordon transformed the business strategy at Thryv using data to increase ACV, to lower churn, and to support verticalization.
This week, Devin and Sheena sit down with the VP and CMO of AI Applications and Blockchain at IBM, Amber Armstrong to discuss the power of gaining customer references. From pre-contract talks to closing, Amber draws on her years of experience in sales and marketing to walk us through the "dos and don'ts" of asking a client for a reference or review, and how doing so might actually help you close a deal or two.
Connect with Amber: https://www.linkedin.com/in/amber-armstrong-marketing/
Connect with Devin: https://www.linkedin.com/in/devinreed/
Connect with Sheena: https://www.linkedin.com/in/sheenabadani
You know that voice in your head? (The one you’re using to read this sentence). It can be your best friend, but other times it can become a serious source of negative self-talk – one of the many effects of imposter syndrome. Maria Tribble, VP of Enterprise Sales at PathFactory, shares her relationship with imposter syndrome and how to kick the habit. You’ll learn why so many people in sales struggle with imposter syndrome, how it derails our true potential, and how to recognize your own triggers and hopefully....overcome them.
Connect with Devin: https://www.linkedin.com/in/devinreed/
Connect with Sheena: https://www.linkedin.com/in/sheenabadani
Connect with Maria: https://www.linkedin.com/in/marialindtribble/
This week’s interview features a special guest from Gong’s Global Kick-Off. Jill Harris, Sr Director of Sales at LogMeIn, shares how reps can keep their skills sharp during good times so that they’re prepared to succeed in tougher selling environments. You’ll learn how to keep up your intensity and productivity over the long run, what the future of remote work may look like post-COVID, and how closing the diversity gap can help build a stronger sales organization.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani
Connect with Jill Harris: https://www.linkedin.com/in/jill-harris-549b052/
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.
No one has it all figured out. Revenue teams everywhere are still learning what the future will hold (and that’s ok!). Drew Moldenhauer, Inside Sales Technology leader at 3M, shares how the role of field sales has changed, and what it may look like after the pandemic started. You’ll learn how to help your team overcome the challenges of switching from field to inside sales, the skills that matter most, and which KPIs to focus on now.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani
Connect with Drew Moldenhaur: https://www.linkedin.com/in/drewmoldenhauer/
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.
Warning: POWERFUL conversation ahead. And we couldn't be more thrilled to share it with you. Hang Black, VP of Revenue Enablement at Juniper Networks, tells her childhood story as a Vietnamese refugee, and how it drives her mission to help others overcome adversity. She shares her unique perspective on diversity, resilience, and breaking out of the status quo.
You can buy Hang's book "Embrace Your Edge" here: https://hangwithhang.com/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani
Connect with Hang Black: https://www.linkedin.com/in/hangwithhang/
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.
You only get one shot when selling to executives. Fall short, and it’s nearly impossible to get them back. Is your team equipped for these high-stakes conversations? Ian Koniak, Strategic Account Director at Salesforce, shares how focusing on powerful executive meetings has fueled his success in closing large, complex deals. You’ll learn how to connect with the C-suite, focus on high-level business outcomes, and engage in a memorable way.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani
Connect with Ian Koniak: https://www.linkedin.com/in/iankoniak/
Christina Brady, President at Sales Assembly, shares her insights on sales coaching from a leadership perspective. You’ll learn the critical skills needed to “coach the coach” and help your sales managers become better leaders.
Test your self-awareness here: https://www.insight-book.com/quiz
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani
Connect with Christina Brady: https://www.linkedin.com/in/christinapbrady/
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.
Dana Feldman, Head of Enterprise and Mid-Market Sales at Amazon, shares how you can align your coaching so it aligns with your strategic goals. You’ll learn what it takes to run effective one on ones, the biggest mistakes managers make when giving feedback, and what reps and managers should do to maximize each meeting.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Dana Feldman: https://www.linkedin.com/in/danafeldman/
Sales emails are a science, and we’ve got the formula after analyzing 300,000 emails. In this webinar replay episode, you'll hear data-backed insights that'll have you – and your team – writing unignorable emails and book more meetings.
Download the slides here: https://pages.gong.io/7-laws-sales-emails-webinar/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Kyle Coleman: https://www.linkedin.com/in/marcuschanmba/
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.
Marcus Chan, the founder of Venli Consulting Group, shares five things sales pros can focus on to supercharge their results in 2021. You’ll learn how to incorporate video and content into your outreach, effectively use pattern interrupts in prospecting conversations, and put yourself into a peak state every day.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani
Connect with Marcus Chan: https://www.linkedin.com/in/marcuschanmba/
Marjorie Janiewicz, SVP Global Sales at HackerOne, shares how she uses data to build and iterate her go-to-market strategy, plus what she says is the number one mistake made at annual sales kickoffs.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Marjorie Janiewicz: https://www.linkedin.com/in/marjorietoucas/
We're bringing back one of our favorite (and most popular) interviews for the holidays. Jonathan Frick, Partner at Bain, has over 15 years of strategic sales experience helping organizations of all types and sizes maximize productivity. He shares what prevents strategic initiatives from success and how to level-up B-players' performance.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani
Connect with Jonathan Frick: https://www.linkedin.com/in/jonathan-frick-bain/
Shaan Hathiramani, CEO at Flockjay, shares the importance of diversity in the workplace, and what it takes to build a more inclusive company. You’ll learn how to tap into a diverse talent pool, appeal to applicants from non-traditional backgrounds, and design sales training that keeps pace with the constantly changing sales profession.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani
Connect with Shaan Hathiramani: https://www.linkedin.com/in/hathiramani/
Dorean Kass, Chief Sales Officer at Neustar, shares how to drive growth by “moving the middle up.” You’ll learn which skills to look for when hiring, which areas to focus on in your training, and how to decrease dependency on your top performers by replicating their results throughout the entire sales organization.
Want to explore Revenue Intelligence for your org? Start here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Dorean Kass: https://www.linkedin.com/in/doreankass/
This week we break down the ins and outs of relationship-based selling with Hover's VP Sales, Ali Azhar, and Matt Lewis, VP Growth. You'll hear why it's embedded into the core of their sales culture, methodology, and leadership style.
Want to explore Revenue Intelligence for your org? Start here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Ali Azhar: https://www.linkedin.com/in/aazhar/
Connect with Matt Lewis: https://www.linkedin.com/in/matt-lewis-9753938/
Brendan Kane is a master of grabbing attention. You'll learn how to captivate your audience and stand out from the crowd as he shares his experience building narratives and partnerships in the entertainment industry.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Brendan Kane here: https://www.linkedin.com/in/brendanjkane
Want to explore Revenue Intelligence for your org? Start here: https://www.gong.io/revenue-intelligence/
Dan Shapero, Chief Business Officer at LinkedIn, shares the unique career path that prepared him to lead LinkedIn's global field sales org of 6,000 salespeople. He also details why he says sales leaders should rethink the assumption that all salespeople are coin-operated.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Dan Shapero here: https://www.linkedin.com/in/dshapero/
Want to explore Revenue Intelligence for your org? Start here: https://www.gong.io/revenue-intelligence/
Chris Voss, negotiation master and best selling author of Never Split the Difference, dives deep into negotiation skills required for sales today. Topics discussed emotional intelligence, how to practice negotiating, and even how to hone your late-night radio voice just like Chris Voss.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
CFOs have been more involved than ever in approving purchase requests across the organization due to tighter budgets in 2020. In this panel, we get inside the mind of some of the leading SaaS CFOs and to understand when they give the green light. Nina Achadjian, Partner at Index Ventures, leads an engaging conversation with three CFOs — Melissa Fisher of Outreach; Wailun Chan of Plastiq, and Tim Riitters of Gong.
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Leading SaaS CROs joined Gong at #celebrate20: The Revenue Intelligence Summit. Today we're bringing you this live session, "CRO-TO-CRO Panel" featuring Todd Barnett of Drift, Jane Kim of CircleCI, and Ryan Longfield of Gong. In this chat, Todd, Jane, and Ryan will share their perspectives on this new reality of sales work.
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Morgan J Ingram, director of sales execution and evolution at JB Sales Training, coaches sales teams on how to use modern sales techniques that help them build pipeline, leverage social media, schedule net new accounts, and cold call with confidence. He shares how to use video to stand out above the noise and connect with more prospects.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Morgan J Ingram: https://www.linkedin.com/in/morganjingram/
Sahil Mansuri, CEO at Bravado, founded the largest professional network for sales in the world, with over 70,000 B2B sellers. He shares why he believes sales should put customers first, why we don't do that today, and what we can do to better serve our buyers.
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Sahil Mansuri: https://www.linkedin.com/in/sahilmansuri/
Rakhi Voria, director of IBM Global Digital Sales Development, manages a team that is responsible for the strategy, implementation, and revenue of the Digital Sales Development (DSD) function globally. She shares why her passion for diversity drives her leadership style, and how companies can create a more diverse and inclusive culture.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect withh Rakhi Voria: https://www.linkedin.com/in/rakhivoria/
Justin Welsh, founder of JW Strategic Advisory, former SVP of Sales at PatientPop, and current #linkedinfluencer discusses the role of personal brand building and how you should use it to elevate your career in sales.
Sign up for #celebrate20 here
The LinkedIn Playbook
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Sarah Branfman was the first enterprise seller at MongoDB, and now she’s the VP of WW Partnerships. She shares what she's learned from scaling the Partnerships team to a revenue-driving engine, plus how to effectively identify and incentivize partners for value-centric relationships.
Sign up for Gong's #Celebrate event here.
Connect with Sarah Branfman
Connect with Devin Reed
Connect with Sheena Badani
John Barrows, CEO of JB Sales, trains salespeople for the world's leading companies. He shares how to truly achieve personalization at scale (spoiler, it's NOT what you think), plus how salespeople can use data to top the leaderboard.
Download 43 highly effective email CTAs here
Connect with Devin Reed here
Connect with Sheena Badani here
Connect with John Barrows
Dave Gerhardt (aka DG), is currently the CMO at Privy following his time as VP, Marketing at Drift. He shares why the voice of the customer is the biggest competitive edge for marketers, plus how to increase results with a strong partnership between sales and marketing orgs.
What are your customers saying? Find out here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed here
Connect with Sheena Badani here
Mark Roberge, Managing Director at Stage 2 Capital, Anna Baird, CRO at Outreach, and Devin Reed share insights and tactics for keeping deals moving forward. You'll learn how to arm your champion to sell internally, how to build an army of influencers, and how to win over your new economic buyer.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Mark Roberge: https://www.linkedin.com/in/markroberge/
Connect with Anna Baird: https://www.linkedin.com/in/anna-baird-38966513/
Amy Volas, CEO of Talent Partners, has closed over $100M in ARR in her sales career. (Impressive, right?) That's why we asked her to share trade secrets for an effective enterprise sales approach, from sales rep to senior leadership. If you're focused on growing your upmarket revenue, this is for you.
Download the Forrester report here
Want to explore Revenue Intelligence for your org? Start here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed here
Connect with Sheena Badani here
If you ask Paul Butterfield, VP Global Sales Enablement at Instructure, he'll tell you that the key to unlocking growth is becoming customer-centric. He shares his formula for sales effectiveness, how to measure sales readiness, and how he approaches persona-specific messaging on this week's episode.
Want to explore Revenue Intelligence for your org? Start here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed here
Connect with Sheena Badani here
Jeanne DeWitt, VP Sales & Growth at Stripe, is masterful when it comes to career development and internal promotion paths for her sales team. She shares which attributes lead to success for new leaders and how to prepare ICs to become first-time managers in this week's episode.
Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/
MJ McCarthy, VP of Account Management at Everbridge, shares what NOT do if you want to build successful client relationships, plus tips for winning over Procurement, and how she defines a true champion.
Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/
Arianna Huffington, the co-founder of the Huffington Post and CEO of Thrive Global, shares her advice for leading and thriving during adversity, plus her favorite tips for increasing productivity and avoiding burnout.
Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/
Hear sales strategies and leadership insights from today's top B2B industry leaders. Hosted by Sam Jacobs, Founder of Revenue Collective, and features Michelle Benfer, VP Sales at Hubspot, Ryan Barretto, SVP Global Sales at Sprout Social, and Dannie Herzberg, Sr. Director of Sales at Slack.
Want visibility into your team's most important customer interactions? Start here: https://www.gong.io/revenue-intelligence/
When it comes to selling to the C-suite, you only get one shot. Join Gong's CRO, Ryan Longfield, and Corporate Vision's SVP of Consulting, Rob Perillion, and learn how to persuade seniors decision-makers with these effective frameworks and data-backed insights.
Want visibility into your team's most important customer interactions? Start here: https://www.gong.io/revenue-intelligence/
Laura Palmer, VP Sales at Unity Technologies, knows all about selling as an underdog. She shares how she uses social proof, plus actionable tips for leading during WFH.
Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/
Kyle Coleman, VP of Revenue Growth and Development at Clari, has climbed the ranks from SDR to VP. He shares the shocking results after he removed all activity metrics for a week, why SDRs are strategic assets to revenue teams, and how to transfer sales floor energy to remote selling.
Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/
Customer retention has changed dramatically in just a few months. And as a result, the question revenue leaders are asking is: How do I protect my customer base? Learn 5 techniques used to protect their base and uncover growth opportunities by Nick Mehta, CEO of Gainsight, Sam Kennedy, Director of Enterprise CS at Gong, and Chris Orlob, Director of Sales - Existing Accounts.
Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/
Scott Miller, EVP of Thought Leadership & CMO at Franklin Covey, was a mess when he started his first leadership role (his words, not ours). He's learned a lot, mostly the hard way, and he shares what he's learned during his career.
Interested in exploring Revenue Intelligence for your team? Join the movement here: https://www.gong.io/revenue-intelligence/
Andrew Sykes, CEO of Habits at Work, knows all about habits and how to make them stick. He explains how to truly master a skill so it becomes a habit, plus what his research says are the most important habits -- and the 3 that are specific for sales professionals.
Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/
Stephen Antuna, CRO of Reggora, credits mentorship as a huge factor in his career trajectory, and he shares actionable advice for maximizing those relationships on this week's episode. He also dives into how he spurred healthy competition while VP Sales at LogMeIn to drive company initiatives forward.
Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/
Catherine Stewart, Chief Operating Officer at Shippo, shares her path to the C-suite, and how she approaches remote leadership now that she is responsible for Sales, Marketing, Business Development, Customer Success, and HR.
Interested in exploring Revenue Intelligence for your team? Join the movement here: https://www.gong.io/revenue-intelligence/
Shimona Mehta, Head of EMEA at Shopify, has an interesting role that centers around sales, strategy, and people leadership. She joins Reveal to share how she approaches mental health and well-being for her team. Tune in for fresh, candid leadership ideas.
Explore Revenue Intelligence for your team here: https://www.gong.io/revenue-intelligence/
Devin Reed, and Mike Myers, Managing Director of Sandler Training, host a live session with tactical advice for how to approach new sales conversations, reframing your mindset and messaging, plus how to progress late stage deals.
Grab your (free) CFO Template Letter mentioned in the livecast here and slides here.
Explore Revenue Intelligence for your team here: https://www.gong.io/revenue-intelligence/
Matt Rosenberg, CRO of Compass, shares how he measures personal success, why multi-level selling is key for closing business today, and why feeling like you're in over your head is exactly where you want to be.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Dannie Herzberg, Sr Director of Sales at Slack, is masterful at keeping her team motivated, productive, and collaborating. With 80 sellers across 5 geos, she shares how team culture will - and should - evolve as teams settle into remote work.
Explore Revenue Intelligence for your team here: https://www.gong.io/revenue-intelligence/
Interested in how industry leaders are maintaining forward progress in today's economy? Justin Welsh (previous SVP Sales at PatientPop) hosted a panel with Ralph Barsi - Tray.io's VP Global Inside Sales, Anna Phalen - Jellyvision's VP of Sales & Account Management, and Stephanie Jenkins - Glassdoor's VP SMB Sales to share tactical advice on what's working in their businesses and the trends they're seeing in the industry.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Jane Kim, CRO of CircleCI, shares what "whiskey lit" means while working remotely (it's as intriguing as it sounds), how she's overcome stereotypes in sales, plus her advice for leading a remote sales team through a $100 million Series E raise.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Rahim Fazal, CEO of SV Academy, opens up about how getting fired from McDonald's lead to getting his first company acquired – all while still in high school. Plus hear how he's placed 500 college grads to become SDRs at SV Academy, and which skills have made them successful.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Lou Wolf, VP of New Business Sales at Zoominfo (powered by DiscoverOrg), shares how he uses data to inform every decision, the #1 signal a deal isn't going to close, and how he managed his team through a blockbuster acquisition.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Michelle Benfer, VP Sales at Hubspot, shares how she's adapting to managing a remote sales team, and how she approaches mental health to avoid burnout and reduce stress for her team.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Carl Eschenbach, Partner at Sequoia Capital, shares his formula for sustaining rapid growth, how to keep a strong company culture that scales, and what he looks for when evaluating an investment opportunity.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Jake Dunlap, CEO of Skaled, says "prioritizing what's right for the buyer" is his North Star for improving the buyer's journey (and increasing revenue). Tune in for an episode packed with tactical advice.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Alex Alleyne, Strategic Sales Lead at Twilio, shares his approach to making marginal gains, how to balance filling the pipeline and optimizing deals in the pipeline, plus his experience as a Diversity & Inclusion lead.
Want more info on team selling? Check out Gong’s post written by Chris Orlob, “If You’re Selling Alone, You’re Doing It Wrong (These Stats Explain Why)”
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Dave Mattson, CEO of Sandler Training, dives into how to prepare for the CEO role, what brutal honesty means for sales leaders and advice on how sales enablement and sales leaders can align to successfully roll out training and methodology.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
For the past two weeks, the Gong team has been hosting #celebrateontour across four cities. Today's episode is the panel from Boston titled, "Deal Execution: A Science or An Art?" Panelists include Michelle Benfer, VP of Sales of Hubspot, Ed Calnan, CRO of Siesmic, and Chris Hays, CRO of DiscoverOrg/ZoomInfo.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Dan Shapero, Chief Business Officer at LinkedIn, shares his unique career path that prepared him to lead LinkedIn's global field sales org of 6,000 salespeople. He also details why he says sales leaders should rethink the assumption that all salespeople are coin operated.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Daniel Shapero: https://www.linkedin.com/in/dshapero/
Lou Shipley, investor, lecturer, and previous CEO of Black Duck Security, shares how he used the "farm model" to develop his sales force, plus details sales enablement's role in delivering sales excellence and an effective new hire onboarding experience.
Related article: “The Sales Learning Curve” by Mark Leslie
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
David Katz, VP Global Sales at Tessian, has an interesting take on mentality, specifically a "me" vs "company" mindset, and how it impacts his hiring process. He also shares his advice on how to tell if you're ready for your next chapter in your career, or if you should stay put.
Featured article: “ROI is Dead. Great Sales People Are Doing This Now Instead” by Chris Orlob
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Angelique Slagle, RVP of Sales at SAP, shares how she uses data from preventing her competitors from stealing clients, and why her "straight talk, no BS" coaching style works for her enterprise sales team.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Josh Allen, CRO at Drift, is all about getting comfortable being uncomfortable. Hear how grit and the ability to overcome adversity is key to his team's success, why he and the Drift sales leaders completed a CrossFit-like workout for a team-building exercise (pun intended).
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Harish Mohan, VP of Global Revenue Operations at Pendo, jumped back into SaaS (and pants) after 10+ years at Netsuite. He joins Reveal and dives into his philosophy for driving revenue with a land and expand model, plus shines a light on how Rev Ops is a change in mentality from the standard sales operations function.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Marjorie Janiewicz, SVP Global Sales at HackerOne, shares how she uses data to build and iterate her go-to-market strategy, plus what she says is the number one mistake made at annual sales kickoffs (SKO).
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Geoffrey Moore, Tech Advisor and author of "Crossing the Chasm," joins Reveal to explain what crossing the chasm means – and why your strategy depends on knowing where you are in the journey.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Lekha Doshi, VP Global Operations at LinkedIn, shares why alignment is the core of LinkedIn's success, plus how it's been critical for scaling their SDR org of 350+ reps.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Tim Riester, Chief Strategy Officer at Corporate Visions, drops by to share how research on decision-making psychology is more important than your sales messaging.
For more detail on the Corporate Vision research shared during the show, check out their Research Brief - Unconsidered Needs Effect PDF.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Scott Leese, previous SVP Sales at Qualia, shares why simplifying your sales messaging is crucial, how to use data to iterate your strategy, and why vulnerability is the missing link for most sales leaders.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Jonathan Frick, Partner at Bain, has over 15 years of strategic sales experience helping organizations of all types and sizes maximize productivity. He shares what prevents strategic initiatives from success and how to level-up B-players' performance.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Connect with Jonathan Frick: https://www.linkedin.com/in/jonathan-frick-bain/
Betterworks' EVP of Global Sales, Shep Maher, shares how "relentless" communication is critical for behavior change, plus how he prepares his sellers for conversations with the c-suite.
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
President & Founder of Seismic, Ed Calnan breaks down how the buyer journey has changed, and how modern revenue teams can adapt and win in an ever-changing selling environment.
Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
Previous Chief Talent Officer of Netflix for 14 years, Patty McCord shares the true impact of people to an organization, what empowering culture means, plus her take on challenging industry "best practices."
Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/
Previous CRO of Hubspot and founder of Stage2Capital, Mark Roberge discusses the importance of go-to-market strategy and understanding your buyer’s journey. We explore why most start ups fail, and what to do about it.