In this episode of Reveal, host Dana Feldman chats with Brian Fields, Chief Revenue Officer at Mindbody and ClassPass, to discuss how his passion for taking on challenges has shaped his career and leadership approach. Known for his supportive yet firm leadership, Brian shares insights on navigating high-stakes circumstances, empowering teams, and fostering resilience in times of change.

Don’t miss this conversation to learn how to turn discomfort into growth.

In this special episode, recorded live at Gong's Celebrate event, Dana Feldman hosts a panel discussion with Kate Ahlering, Sara Anderson, and Jo Ann Bercot about how they’re using AI to transform sales enablement, streamline workflows and empower their teams to achieve more.

If you’re ready to see how AI is shaping the future of sales at the world’s biggest organizations, this episode is a must-listen.

That’s the high-performance culture every leader dreams of.

In this episode of Reveal, host Dana Feldman sits down with Alia Lamborghini, SVP of Global Revenue at Yahoo DSP, to explore what it takes to create a culture of growth and excellence. Alia shares her "Autonomous 11s" philosophy for building high-performing teams, the importance of stepping up for new challenges, and the role of direct communication in driving results.

Tune in to discover what it takes to build a culture where top talent thrives.

In this episode of Reveal, host Dana Feldman sits down with Rob Rosenthal, Chief Revenue Officer at Udemy, to uncover the core skills and responsibilities expected of a great CRO. With a proven track record at companies like Adobe, SAP, and Bloomreach, Rob brings a wealth of knowledge to the table.

Throughout the conversation, Rob shares his insights on staying customer-focused, building strong cross-functional alignment, and learning consistently throughout your career. Mastering these skills is essential for anyone striving to become a top-tier CRO.

In this episode of Reveal, host Dana Feldman chats with Adam Carr, Head of Global Sales at Miro. Adam shares his journey from a solopreneur to leading a global sales team of over 300 people across 12 offices.

Drawing from his own experience, Adam discusses how to effectively lead teams by building trust and encouraging a culture of experimentation. He also offers advice on advancing your career by making intentional moves that make you a well-rounded leader. 

At its core, leadership is about elevating others and driving results with purpose.

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.

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.

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.

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 with a 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.

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.

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

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 

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

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

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

This time-tested recipe is still effective…

1. Don’t overcomplicate things
2. Weave storytelling into your sales strategy
3. 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

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/**

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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 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

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

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:

1. Why coaching is a crucial tool for sales leaders to improve sales performance.
2. The importance of prioritizing coaching activities.
3. 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

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.

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:

1. How to understand your audience and tailor your pitch to their needs and pain points.
2. Using data and evidence to build credibility and support your claims.
3. 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

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

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

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

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

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.

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 Highspot's 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

In this episode, Bryan 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

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

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

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

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

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

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

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

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

Pere Codina, CEO of Kompyte, joins Corrina to discuss how you can evolutionize your sales process and maximize ROI using AI-powered sales battle cards. He covers how AI and technology can help optimize existing processes and generate a competitive advantage, the value of a sales team knowing what the competition is doing, and the ways your sales team can capture the most value from competitive intelligence and use it to win more deals.

Resources: Pipeline

Ernest Owusu, the Sales Development Leader at 6sense, 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

Doug Grigg, CRO of Showpad, has 15 years of experience in sales leadership and knows exactly how to transform sales processes and maximize ROI through the power of sales enablement. Doug Grigg had a long career in the tech world and saw first-hand how the industry had changed. People were no longer looking for technology advantages, but for solutions that could provide real business value.

In this episode, he shares what it takes to be a successful salesperson, how organizations can maximize the return on their investments in sales and marketing, how to effectively move the needle in a sales pitch, and more.

Resources: McKinsey Article

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.

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/

Helen Fanucci, a best-selling author, sales leader, a team builder at Microsoft, and a walking treasure chest full of wisdom, shares her sales leader secrets with Danny on this episode of Reveal. She drops her top-tier wisdom on leading an effective sales team through our remote world, retaining top talent, and looking beyond the quota and activating your sellers as human-beings. All with a healthy dose of love. 

Resources: LinkedIn report

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/

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

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/

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/

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. 

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/

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/

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/

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

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.

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/

In his 500+ conversations with the most influential entrepreneurs and leaders of our time, Guy noticed 3 x-factors that ALL wildly successful companies have in common. Tune in to hear what sets these winners apart.

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/

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/

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/

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

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

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 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.

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.

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. 

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/

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/

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/

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.

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”.

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

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

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.

Sign up for The Edge newsletter: gong.io/the-edge

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.

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.

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.

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.

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.

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/

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!

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!

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.

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.

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.

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. 

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.

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

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

KEY TAKEAWAYS

[03:54] - Wait…should QBRs be EBRs?

[11:21] - Nick’s tips for 30 minutes with an executive

[20:59] - How to teach and hold your CSMs accountable

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.

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/

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

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 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

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

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

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

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 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

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/

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/

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/

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/

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/

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/

• 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 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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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/

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

Connect with Devin: https://www.linkedin.com/in/devinreed/ 

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Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.

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 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/.

 You can buy Hang's book "Embrace Your Edge" here: https://hangwithhang.com/ 

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Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/.

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Connect with Ian Koniak: https://www.linkedin.com/in/iankoniak/

 Test your self-awareness here: https://www.insight-book.com/quiz 

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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/.

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/

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Download the slides here: https://pages.gong.io/7-laws-sales-emails-webinar/ 

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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/.

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/ 

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Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

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 Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/ 

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Want to explore Revenue Intelligence for your org? Start here: https://www.gong.io/revenue-intelligence/ 

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Connect with Dorean Kass: https://www.linkedin.com/in/doreankass/

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/ 

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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/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

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 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/

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Connect with Sahil Mansuri: https://www.linkedin.com/in/sahilmansuri/

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/

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Connect withh Rakhi Voria: https://www.linkedin.com/in/rakhivoria/

Sign up for #celebrate20 here

The LinkedIn Playbook

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Sign up for Gong's #Celebrate event here.

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Download 43 highly effective email CTAs here

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Connect with John Barrows

What are your customers saying? Find out here: https://www.gong.io/revenue-intelligence/

Connect with Devin Reed here

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Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

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Connect with Mark Roberge: https://www.linkedin.com/in/markroberge/

Connect with Anna Baird: https://www.linkedin.com/in/anna-baird-38966513/

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

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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

 Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/

Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/

Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/

Want visibility into your team's most important customer interactions? Start here: https://www.gong.io/revenue-intelligence/

Want visibility into your team's most important customer interactions? Start here: https://www.gong.io/revenue-intelligence/

Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/

Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/

Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/

Interested in exploring Revenue Intelligence for your team? Join the movement here: https://www.gong.io/revenue-intelligence/

Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/

Ready to explore Revenue Intelligence for your team? Start here: https://www.gong.io/revenue-intelligence/

Interested in exploring Revenue Intelligence for your team? Join the movement here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence for your team here: https://www.gong.io/revenue-intelligence/

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/

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/

Explore Revenue Intelligence for your team here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

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/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

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/

Related article: “The Sales Learning Curve” by Mark Leslie

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

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/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

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/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

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/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

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/

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Join us each month as host Dana Feldman digs deep into the world of the sales leaders she admires and aspires to be from some of the largest and most prominent organizations. 

Whether you're a CRO or aspiring to be one, these conversations will help you lead teams well, surpass revenue goals, and stay ahead of industry trends.