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    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.

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    Copyright: © 2019 Gong.io

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    Latest Episodes:
    Shifting from a funnel to a flywheel with Yamini Rangan, CEO, Hubspot Nov 15, 2021
    Show notes

    “Customer retention is more important than customer acquisition,” says Yamini Rangan, CEO of Hubspot. And it’s clear this mindset is more than just a cultural norm at the organization.


    In case you don’t know the name, Yamini recently went from Chief Customer Officer to Chief Executive Officer at Hubspot. Her ‘customer first’ mentality creates a fundamental shift in the B2B space from the traditional funnel approach to a flywheel. Learn how to provide value, starting with the first sales conversation.


    Key Takeaways

    09:09 - 11:28 Why shifting to the flywheel view instead of the funnel view will benefit your business

    15:51 - 18:31 How to turn the flywheel vision into an actionable plan

    18:33 - 19:15 Data Breakout: Cost of acquiring a new customer vs retaining an existing customer

    21:37 - 23:40 Incentives shape behavior: Care about customer success

    31:03 - 32:00 Micro Action: Find when and why customers churn


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

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

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

    Connect with Yamini Rangan: https://www.linkedin.com/in/yaminirangan/


    Stop best-guess forecasting with John Lorenc, Ph.D. Nov 08, 2021
    Show notes

    Accurate forecasts are core to running a successful business. Yet more often than not, forecasting is rarely that... accurate.


    When John Lorenc, Vice President of Sales Operations, joined Point Click Care they didn’t really have a sales operations function. Today, the company operates a data-fueled forecasting approach putting them within 3% of accuracy. Hear how they said good-bye to a “best-guess” model and get a crash course on how to set up a sales operations function that has massive impacts on the health of your organization.


    Key Takeaways:

    10:12 - Why it's so difficult to forecast the right way

    14:03 - Support your forecast with data

    16:19 - Tips for reps building their forecast bottoms up

    19:43 - Data Breakout: Forecasting accuracy

    20:43 - Crash course to build an accurate forecast

    29:43 - How to automate your forecasting

    34:22 - Micro Action: Building your idea forecasting process


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

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

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

    Connect with John Lorenc: https://www.linkedin.com/in/john-lorenc-ph-d-a1791345/


    Why you don't need a title to be a mentor Nov 01, 2021
    Show notes

    Being exceptional in sales isn’t a solo mission — it’s a team effort. To be successful in any revenue-generating function, you need mentorship.


    Peter Kim, Chief Sales Officer at Relativity, shares how to budget time, intentionally seek out mentorship opportunities, and why mentors are key to developing the next generation of go-to-market leaders. This episode gives you the playbook you need to build career and life-changing relationships.


    Key Takeaways:

    08:51 - The building blocks to being a great leader

    15:22 - What mentorship actually looks like

    20:37 - How to know when a mentor/mentee relationship is working

    26:24 - Data Breakout: The power behind mentorship programs

    27:33 - How to become a more effective leader

    34:53 - Micro Action: Be intentional about creating a mentor relationship


    Save your seat for Celebrate: https://gongh.it/celebrate21-reveal

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

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

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

    Connect with Peter Kim: https://www.linkedin.com/in/peterxkim/


    How to “know and grow” your largest accounts Oct 25, 2021
    Show notes

    “Land and expand” is vendor-centric. “Know and grow” is customer-centric. There’s a difference. Daniela Becker, Area Vice President Major Accounts EMEA at DocuSign, shares her secrets to success in enterprise sales. Tune in to learn how to set massive deals up for long-term wins – including the tactics that lead to record-breaking upsells.


    Key Takeaways:

    07:01 - The 3 elements to being an impactful sales leader

    09:22 - What is "knowing and growing"?

    11:48 - How to ensure you have the right success metrics with your buyers

    18:25 - Criteria for entering a proof of concept

    20:19 - Data Breakout: Successful POCs

    24:33 - You're only as successful as your firs adoption

    30:51 - How to find your passion project within your organization

    43:58 - Micro Action: Land and expand KPIs


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

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

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

    Connect with Daniela Becker: https://www.linkedin.com/in/daniela-becker-8b41998/


    The DNA of a high-impact leader Oct 18, 2021
    Show notes

    Want to provide vision, direction, and inspiration to your team? Ryan Longfield, Chief Revenue Officer at Gong, breaks down the critical role employee retention plays in sustainable long-term success. Learn how to manage your team’s emotional state (and hear the impact it has on performance). Consider this a crash course on how to level-up as a leader.



    Key Takeaways:

    05:35 - What leadership means to Ryan Longfield

    06:48 - What was the moment you decided to go into leadership

    10:34 - Small team vs. Large team aspect

    19:35 - What does a leader need to do in the tough times to keep motivation

    25:06 - Setting expectation for your team

    35:46 - Revenue intelligence is all about seeing clearly

    38:44 - Describing sales in one word


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

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

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

    Connect with Ryan Longfield: linkedin.com/in/rlongfield


    Driving deals with value-based conversations Oct 11, 2021
    Show notes

    To sell more, you have to sell less. It sounds counterintuitive — but that’s what value-based conversations are all about. Vin Messina, VP of Sales Execution at Blackline, shares how he identifies his buyer’s problems and partners with them to find solutions. Tune in to get a step-by-step playbook on how to sell to the c-suite. (Spoiler: C-suite alignment should happen on the FIRST call.)


    Key Takeaways:

    00:55 - Introducing Gong's rebranding

    11:07 - Differentiating sales execution and sales enablement

    15:46 - Sales: A series of well-executed value-based conversations

    19:40 - Data Breakout: Sales processes and buyer expectations

    20:39 - Vin's value-based formula - Problem, impact, value

    25:17 - Enabling sellers to coach buyers not press them

    32:19 - The difference between a champion and a change agent

    38:15 - Micro Action: Are you fulfilling your buyers needs?


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

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

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

    Connect with Vin Messina: https://www.linkedin.com/in/vmessina/


    Opinions vs Reality: Which CTAs book more meetings? Oct 06, 2021
    Show notes

    After analyzing 300,000 cold emails, we debunked one of sales’ greatest mysteries — and unlocked a strategy to DOUBLE the amount of meetings you book. Here's a hint: The CTA (call to action) you use at the end of your email, matters more than you think. And according to the data, there's one cold email CTA that reigns supreme. Ready to craft the perfect cold email? Tune in to the episode.

    43 Highly effective email CTAs: https://gongh.it/43-ctas-gong-asp


    Key Takeaways:

    00:53 - What is the most effective CTA?

    03:54 - The answer from Gong Labs data

    07:27 - Why asking for a meeting too early is risky

    08:02 - Does the answer change depending on the stage?

    08:49 - Do online calendars impact the ask?


    If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/PWHzpEQ7


    Want to explore Revenue Intelligence for your org? It starts here:

    43 Highly effective email CTAs: https://gongh.it/43-ctas-gong-asp

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

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

    Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/

    Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/


    How sales guides product-led growth Oct 04, 2021
    Show notes

    PLG (product lead growth) flips the traditional sales model on its head. Kai Mak, VP of Sales and Customer Success at Webflow, knows that an end-user-focused growth model isn’t just good for customers -- it’s also good for business. Learn how sales teams can influence product design, what it means to truly delight customers, and why the term 'product qualifying lead' will soon be common sales vocab.


    Key Takeaways:

    05:27 - What a product-led growth company(PLG) is

    10:56 - Focus on the user experience - Bring support and customer success together

    13:33 - Data Breakout: PLG companies scale faster once they hit 10 million ARR

    21:03 - Leading a team with builder mentalities

    27:23 - How Kai and his team use Gong

    34:34 - Micro-Action: How to build a strong start for a product-led business


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

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

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

    Connect with Kai Mak: https://www.linkedin.com/in/kaimaksf/


    Opinions vs Reality: Selling with slides? Sep 29, 2021
    Show notes

    Should you use slides on a discovery call? Choose wisely: it impacts your chances of booking the next meeting by 17%. On this episode of Opinions vs Reality with Bill and Bryan from The Advanced Selling Podcast, we share the data you need to close more deals.

    9 Tips for crafting great sales decks: https://gongh.it/crafting-sales-decks-gong-asp


    Key Takeaways:

    01:01 - Myth bust: Should you use slides on your discovery call?

    03:28 - The answer from Gong’s research

    04:14 - Slides’ effect on question asking, monologuing, and listening


    If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/pGK1YxqI


    Want to explore Revenue Intelligence for your org? It starts here:

    9 Tips for drafting great sales decks: https://gongh.it/crafting-sales-decks-gong-asp

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

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

    Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/

    Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/


    10 Takeaways that will transform the way you sell Sep 27, 2021
    Show notes

    The best way to level up? Surround yourself with A-players. To celebrate hitting 100 episodes, we’re sharing the top 10 insights that will inspire you to take your career to the next level. These tips come straight from the minds of Mark Roberge, Kevin Dorsey, Matt Rosenberg, Marjorie Janiewicz, and Dan Shapero (aka the sales leaders who are breaking the mold and winning their markets). Plus — if you’ve ever wondered what Chris Voss’s ringtone is… you’re going to need to tune in. This is one revenue-boosting countdown you don’t want to miss.


    Key Takeaways:

    05:00 - Ed Calnan - How important is the buyer's journey?

    07:42 - Rakhi Voria - Attracting a diverse sales workforce

    10:24 - Dana Feldman - Running effective 1:1s that drive revenue

    13:20 - Mark Roberge - Deal momentum masters

    18:35 - Kevin Dorsey - Deal signals that increase revenue

    21:24 - Chris Voss - How to negotiate like a boss

    23:47 - Matt Rosenberg - Why multi-level selling is critical for today's landscape

    26:38 - Marjorie Janiewicz - How hackers are driving predictable revenue

    29:18 - Jonathan Frick - What prevents B-players from becoming A-players

    31:57 - Dan Shapero - Why a growth mindset is critical for your success


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

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

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


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