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Reveal: The Revenue AI Podcast by Gong — Business
Reveal: The Revenue AI Podcast by Gong

The best sales leaders in the world are revealing their points of view, playbooks, and tried and true tactics…only on Reveal: The Revenue AI Podcast by Gong.

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.

Dana Feldman is the VP of Enterprise Sales at Gong, where she’s building and scaling strategic sales. Before joining Gong, Dana led Amazon’s Enterprise & Mid-Market Sales team on the Amazon Business side for over three years. Her extensive experience also includes serving as the Head of Enterprise, Sales Solutions (A/NZ) at LinkedIn, and as a Sales Manager for the Financial Services Vertical at Salesforce.

Dana’s professional passion lies in disruptive technologies and guiding customers to those transformative “aha moments” that showcase the power of great technology in revolutionizing their businesses. She is dedicated to leading high-performing teams and empowering them to exceed customer expectations. Additionally, Dana is an advocate for women in the workplace, actively promoting diversity and inclusion.

Copyright: © 2019 Gong.io

Latest Episodes:

Transforming seller productivity with AT&T Jan 26, 2022

Show notes

Alex Shumway-Jones, AVP of Omni Channel Sales at AT&T, shares how to build a culture of experimentation informed by data. Knocking on doors was the most productive sales tactic but today, data is how teams blow past quota. Case in point: it completely revolutionized AT&T’s sales motion. Alex reveals the power of putting data directly into the hands of your sellers and explains how you can ensure your team is data literate.

Key Takeaways:

08:25 - 11:25 What drove Alex to join inside sales

11:52 - 15:52 How AT&T is leveraging data for productivity

21:51 - 22:34 Data Breakout: Data as a powerful asset

26:39 - 28:39 2022: More ideas, more innovation, more distribution

29:31 - 30:20 This week's micro-action: Putting data in the hands of your sellers

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Alex Shumway-Jones: https://www.linkedin.com/in/alex-shumway-jones-3a04b016/

Mastering the science of selling Jan 17, 2022

Show notes

Joe Marcin, CRO at Kyriba, reveals a turning point in his career that led him to discover the triangulation of bringing experience, data, and the art of selling together to help him make great business decisions.

Early in his career, Joe feared a career in sales meant schmoozing prospects on a golf course. But then he discovered sales was really about processes he could learn, repeat, and scale. Joe breaks down the science of selling and shares stories illustrating how data combined with experience can drive record-setting business outcomes.

Key Takeaways:

04:57 - 05:54 Understanding the science of selling

09:07 - 10:02 How to get a team on board with the science of selling

13:33 - 14:26 Data Breakout: Metrics to influence the future

18:25 - 20:29 How to begin bringing the science into your sales process

23:59 - 24:47 Micro Action: Start bringing the science of selling to your organization

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Joe Marcin: https://www.linkedin.com/in/jmarcin/

How revenue leaders scale by saying no Jan 10, 2022

Show notes

Dini Mehta, CRO at Lattice, specializes in sustainably building go-to-market engines and shares her secrets to set your organization up for success.

She breaks hyper-scaling into three key areas: leaders scaling themselves, how leaders can scale their teams, and how leaders can scale revenue engines.

Key Takeaways:

04:14 - 05:49 What it means to sustainably build go-to-market engines

07:39 - 09:49 The challenges that come with hypergrowth

15:40 - 17:21 How leaders can scale themselves, their time, and their output

18:35 - 19:28 Data Breakout: Talent Development

25:05 - 27:02 How to scale your revenue engines

28:32 - 29:28 Micro Action: Pick 1 thing to say "no" to

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Dini Mehta: https://www.linkedin.com/in/nandinimehta/

High-impact sales coaching techniques you need in 2022 Jan 03, 2022

Show notes

Want to know how Hootsuite, Indeed, and Drift successfully coach their sales teams at scale? Sadie McGraw, Manager of Commercial Sales at Gong, knows that sometimes even coaches need coaching. In this Celebrate replay, Sadie moderates a discussion with this highly-experienced panel of sales leaders:

Niki Phillips, Director of Mid-Market at Hootsuite
Nick Christolos, Senior Mid-Market Sales Manager at Drift
Mona Sheth, Director of Learning and Development at Indeed

They teach us how to scale individualized, data-driven motivational coaching and cover both the challenges (and solutions) for experiencing success in coaching sales skills, deal execution, and motivation. If you’re a sales leader looking to level up your team in 2022, hit play now.

Key Takeaways:

04:04 - 06:24 Impactful stories about coaches throughout careers

09:02 - 10:16 How to individualize your coaching strategy for each of your reps

12:19 - 14:22 Coaching tips our experts swear by

17:35 - 20:23 How to detect deal risk before it's too late

23:51 - 26:14 Don't leave anything up to chance!

29:39 - 31:03 A key component to coaching is understanding each individual's motivators

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Secrets from the C-suite: How to unlock your potential Dec 27, 2021

Show notes

Craig Rosenberg, Distinguished VP, Analyst at Gartner, has been bringing products to market long enough to know the importance of advice from others who have been there -- done that.

Craig helps bring that advice straight to you in a discussion with this panel of go-to-market leaders:

Dannie Herzberg, Partner at Sequoia
Olivia Nottebohm, CRO at Notion
Kelly Wright, President & COO at Gong

This heavy-hitter panel shares tried and true principles with a focus on clarity, alignment, and data-informed decision making. Whether you’re scaling a start-up or leading a global team, these insights will allow you to unlock your potential.

Key Takeaways:

04:35 - 05:48 The fundamentals to scale a go-to-market organization

09:17 - 10:36 Challenges you might face when scaling your business

11:41 - 15:34 Best practices for those in leadership

16:56 - 20:21 4 Key components to take your career to the next level

20:35 - 23:48 Why your company should be data driven

26:48 - 30:13 Final thoughts for your go-to-market strategy

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Avoid these 3 mistakes to win big this holiday season Dec 20, 2021

Show notes

Devin Reed, Head of Content Strategy at Gong, knows that quota never sleeps -- even during the holidays. In this Celebrate replay, he reveals three devastating end-of-quarter mistakes and how to avoid them. He also gives data-driven action steps proven to increase your win rate and shares value-selling prompts that you can implement today. If you want to spend your holiday season cozying up by the fire and not putting out fires, this episode is for you.

Key Takeaways:

02:37 - 03:04 The 3 deadly EOQ mistakes

06:04 - 06:46 How Gong unlocks reality

06:47 - 08:46 Mistake #1: Selling during "Dead Zones"

08:50 - 12:23 Mistake #2: Negotiating over email

12:34 - 15:59 Mistake #3: Relying too much on driving next steps

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

Keep your deals on track during the coldest selling months: https://www.gong.io/content/holiday-selling-guide/

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Reality-based forecasting with Diego Panama, CCO, LiveRamp Dec 13, 2021

Show notes

Inaccurate forecasts haunting you?

Diego Panama, Chief Commercial Officer at LiveRamp, has dialed in his team’s forecasting and they’re experiencing earth-shattering results. Before, forecasts were iffy at best, but now the team is able to predict the outcome of deals with incredible accuracy. Their key to success? Focusing on the customer journey. This means forecasting based on customer signals rather than the sales team’s actions.

Not only does this method center customers, but it also leads to more accurate forecasts. It helps your sales team direct their energy and allows your executives to plan more effectively.

Key Takeaways:

06:06 - 08:01 Why forecasting is important, and the risks that come along with it

09:16 - 12:35 3 Components to forecasting

16:04 - 18:36 The challenges in forecasting

19:26 - 19:59 Data Breakout: Forecast accuracy

20:13 - 21:27 How to increase your forecast accuracy

22:03 - 24:57 The importance of narrowing the gender gap in the workplace

26:36 - 27:30 Micro Action: Understanding your sales cycle

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Diego Panama: https://www.linkedin.com/in/diegopanama/

How revenue leaders maximize impact with Daniel Pink, NYT Bestselling author Dec 06, 2021

Show notes

Leading sales professionals is challenging. There are many best practices available, we all possess one thing that can give us a massive competitive edge — time.

Daniel Pink, #1 New York Times bestselling author, reveals the secrets revenue leaders need to know to drive maximum impact. These insights will leave you with a straightforward approach to making the most out of your valuable asset.

Key Takeaways

08:29 - 10:05 How to maximize your productivity with limited time

19:27 - 20:21 Data Breakout: Impacts of a break

20:47 - 23:26 How your sales team can start creating urgency in their sales

27:32 - 29:21 The key to effective selling is finding problems

34:12 - 36:53 The most effective sellers are ambiverts

42:05 - 42:58 Micro Action: Observe yourself

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Daniel Pink: https://www.linkedin.com/in/danielpink/

Finish-line coaching during crunch time with Mark McWatters, VP of Sales, Ambition Nov 29, 2021

Show notes

As the end of the year approaches, you’re probably feeling the pressure. Pressure to exceed quota, get the most out of your team, and end the year on a high note -- all while trying to avoid burnout. Mark McWatters, VP of Sales at Ambition, shares his advice for coaching your team across the finish line. His secret? Asking empowering questions and ridding yourself of the pressure to have all the answers.

In this episode you’ll learn how to get your reps unstuck, shift your leadership approach, and scale a team to succeed without you.

Key Takeaways:

05:41 - 07:30 Lessons on coaching teams of A-players

13:25 - 14:11 Data Breakout: End of month sales

14:44 - 16:56 Developmental Coaching vs. Finish-line Coaching

23:54 - 26:28 What sales leaders often get wrong

29:10 - 30:04 Micro Action: Final round of 1:1s

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Mark McWatters: https://www.linkedin.com/in/mark-mcwatters-26539414/

Recruiting and retaining sales leaders with Jason Andrew, CRO, BMC Software Nov 22, 2021

Show notes

How do you identify high-performing sales professionals? Jason Andrew, Chief Revenue Officer at BMC Software, shares his tried-and-true insights.

His advice boils down to problem solving. It sounds simple but healing root causes (rather than symptoms) is key to success in sales leadership. Listen to hear more about why talent acquisition is so important and how you can retain your top people.

Key Takeaways:

07:39 - 10:26 Lessons from experience - What Jason wish he knew when starting at BMC

12:26 - 13:18 Data Breakout: Sales employee turnover rate

13:20 - 16:35 How to keep employees engaged long-term

21:14 - 24:59 Identifying the right people for first-time leadership/seniority roles

35:46 - 36:42 Micro Action: Giving people opportunities to grow

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

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

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with Jason Andrew: https://www.linkedin.com/in/jasonwandrew/

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