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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:
    Opinions vs Reality: “I need to think about it” Sep 22, 2021
    Show notes

    “I need to think about it.” is the objection that makes every salesperson's skin crawl. But is it really the reason your deal didn’t close? On Opinions vs Reality, Bryan and Bill from the Advanced Selling Podcast join us to discuss how to overcome this all-to-common objection. Learn how to address any potential roadblock your seller might have. (Spoiler: It’s time to shift from sales to strategic advisor.)

    Objection handling techniques: https://gongh.it/objection-handling-techniques-gong-asp


    Key Takeaways:

    2:06 - The perception of what “I need to think about it” has on closing a sale

    4:13 - Devin reveals what the data says

    6:55 - Turning the date into action with successful follow-up strategies

    9:20 - Shifting from sales professional to strategic advisor


    If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/95cifrB2


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

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

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

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

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


    David Deming: Virtual selling has simply become selling Sep 20, 2021
    Show notes

    Virtual selling. Hybrid selling. Remote selling. Whatever you call it, 92% of buyers prefer it — and it’s here to stay. David Deming, Partner at Bain & Co., is an expert in salesforce effectiveness that leads to profitable growth. In the episode, he dives into data-driven sales plays and how to retool your front line. Whether you’re fully remote or have a hybrid model, these insights will lead you to virtual sales success.


    Key Takeaways:

    07:14 - How to define virtual selling

    09:12 - Buyers prefer virtual interactions

    10:50 - The importance of digital footprint

    12:59 - 5 ways you can contribute to successful virtual selling

    16:33 - How to roll out new tools without overwhelming sales reps

    18:22 - Data Breakout - Digital transformation acceleration

    24:03 - How to best coach your sales reps in the new virtual world

    28:31 - How you can be a better sales leader

    30:19 - Micro Action - Assessing where you are with your virtual selling capabilities


    Opinions vs reality: Do you curse in sales?: https://link.chtbl.com/RXCZTv0g

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

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

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

    Connect with David Deming: https://www.linkedin.com/in/daviddeming/


    Opinions vs Reality: Do you curse in sales? Sep 15, 2021
    Show notes

    Do you know the impact cursing has on your sales calls? Bryan and Bill from the Advanced Selling Podcast join us for Opinions vs Reality. This midweek bonus episode unpacks the unexpected impact cursing has. Do you think it shows authenticity or a lack of professionalism?


    We reveal data that may make you rethink the words you use (and when).


    Plus, there are 5 words that can make your sales calls even more persuasive. These are the words and phrases used by high-performing salespeople to close more deals. How many of these words do you use? Find out: https://gongh.it/words-that-sell-gong-asp/


    Key Takeaways:

    00:30 - To curse or not to curse, is that the question?

    01:40 - Devin reveals what the data says

    02:44 - The impact cursing has on your close rate

    03:18 - Words of wisdom to live by


    If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/RXCZTv0g


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

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

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

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

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


    [Replay] Kevin Dorsey: Deal signals that increase revenue Sep 13, 2021
    Show notes

    Success in sales leaves clues that point to what works and what doesn’t. Are you tracking success signals across your pipeline? Kevin "KD" Dorsey, VP of Inside Sales at PatientPop, shares how to use data to coach your team, spot at-risk deals, and fuel growth. You’ll learn how to recognize critical success signals, focus on what matters most during pipeline reviews, and build a scalable sales checklist that drives better performance from everyone on your team.


    Key Takeaways:

    06:59 - What are the patterns of my sales team?

    13:22 - Develop people, manage processes

    15:39 - The first deal warning: problem agreements

    18:27 - Data Breakout: Plan your next steps...sometimes

    25:14 - How skill-based metrics can help your sales team

    32:30 - Listen to the language of your prospect

    37:21 - Using your tools to make a change

    41:18 - The psychology of sales.

    43:44 - Micro-action: Make your own checklist


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

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

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

    Connect with Kevin Dorsey: https://www.linkedin.com/in/kddorsey3/


    [Replay] How hackers are driving predictable revenue Sep 06, 2021
    Show notes

    HackerOne sells a slightly non-traditional product: hackers. Marjorie Janiewicz, Chief Revenue Officer at HackerOne, shares how she uses data to build and validate her go-to-market strategy. (Luckily, her tactics work regardless of what you sell.) Plus, you'll hear how she went from sales rep to c-suite. If you want to make moves in your career, this is for you.


    Key Takeaways:

    06:35 - Hiring people who want to build a company

    08:55 - What metrics to use and why it's a continuous learning process

    13:37 - Data Breakout - How sales leaders would describe their culture

    17:01 - How to position yourself from running inside sales to all of sales

    24:58 - Skills salespeople should focus on

    26:25 - Micro Action - Focusing on execution


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

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

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

    Connect with Marjorie Janiewicz: https://www.linkedin.com/in/marjorietoucas/


    3 Secrets to sales coaching Aug 30, 2021
    Show notes

    Your reps want to get better. You want to help them. The problem? Coaching has always been impossible to scale. Dana Feldman, Head of Enterprise and Mid-Market Sales at Amazon, and Bryan Tucker, Head of Mid-Market Sales at Gong, discuss all things coaching. From building a coaching culture to measuring the impact of your coaching strategy, learn how to increase revenue and turn mid-performers into top performers.


    Key Takeaways:

    10:01 - How to build coaching into your company culture

    13:33 - Creating a framework for monitoring your coaching strategy

    17:23 - Peer coaching - How to learn from one another

    23:57 - Coaching top sellers using data

    28:26 - Blindspots: Consistency is key

    30:35 - Visibility: Where is coaching needed most?

    38:55 - How to measure the impact of your coaching strategy

    43:30 - Gong's Complete Coaching Suite

    45:15 - Dana Feldman on Gong's new Complete Coaching Suite


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

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

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

    Connect with Bryan Tucker: https://www.linkedin.com/in/bryandtucker/

    Connect with Dana Feldman: https://www.linkedin.com/in/danafeldman/


    How customer-centricity boosts sales Aug 23, 2021
    Show notes

    Ready to bond with your prospects like never before? Jill Rowley spent 20 years in B2B SaaS with stints at Salesforce, Eloqua, and Marketo and is passionate about “knowing thy customer”. Widely-known as customer-centricity, this concept has the power to move the needle forward on mission-critical business metrics. Listen to the episode to learn the power of meeting your buyer where they are.


    Key Takeaways:

    05:19 - What a customer-focused organization looks like

    14:41 - How being customer minded can give you an advantage

    17:36 - Data Breakout: Providing relevant content and insights

    18:56 - Social selling vs social networks

    22:30 - Advice to sales leaders who want them and their team to be customer-focused

    30:09 - Micro-action: How are you and your reps using social networks?


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

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

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

    Connect with Jill Rowley: https://www.linkedin.com/in/jillrowley/


    Mindset matters: Finding purpose and leading from the front Aug 16, 2021
    Show notes

    What's your company’s reason for being? Sam Myers, Managing Director at Rational 360, has a diverse background ranging from politics to business development to the agency world. The common factor he believes top organizations share? Purpose. In this episode, Sam shares why organizations don’t have to choose between profit and purpose — and why taking a stand benefits both your customers and employees.


    Key Takeaways:

    08:42 - What it means to be purpose driven

    14:21 - Where does the purpose come from

    19:26 - Data Breakout: Inclusive and diverse hiring practices

    20:47 - Encouraging purpose driven behavior

    28:08 - The responsibility of a sales team to advocate for purpose driven behavior

    33:29 - Micro-Action: Take a look at the diversity on your own team


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

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

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

    Connect with Sam Myers: https://www.linkedin.com/in/sammyersjr/


    Why curiosity wins deals Aug 09, 2021
    Show notes

    Curious reps uncover prospects’ real problems -- allowing them to close more deals. That’s why Kevin Young, Director of Sales at Metadata.io, is passionate about bringing customer voice to life. He does this by teaching his reps active listening and the power of pausing. In this episode, Kevin reminds us of a simple fact it’s easy to lose sight of: we are all selling to humans. This is the perspective you need to ensure your reps ace their next call.


    Key Takeaways:

    04:04 - "You Are Your Fiercest Advocate"

    09:57 - Strategies to Help Align With the Customers Wants and Needs

    12:06 - Data Breakout: Listening to the Customer Voice

    21:51 - Leaving Space in Conversations to Actively Listen to Customers

    28:14 - The Scientific Method of Sales

    32:18 - Micro Action: Listening to the Customer Voice


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

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

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

    Connect with Kevin Young: https://www.linkedin.com/in/directorofsales/


    Supercharge your frontline teams with data Aug 02, 2021
    Show notes

    Data isn’t just for sales leaders. It’s also for reps. Monica Telles, VP of ZendeskSell, has a history of leading high-performance sales teams at Amazon and Oracle. Her secrets to success? Cross-functional alignment and democratizing data across the organization. With the right tools, you can empower your reps to leave their quotas in the dust.


    Key Takeaways:

    05:27 - 3 Tips for career trajectory

    14:15 - Aligning all aspects of the company before going to market

    15:57 - Data Breakout - Is alignment the biggest opportunity to improve your business?

    18:58 - New business adoption vs. expansion within an existing customer base

    25:57 - Data's role in partner sales and day-to-day decisions

    30:15 - Micro Action - New ways to make space for regular and open communication throughout your organization


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

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

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

    Connect with Monica Telles: https://www.linkedin.com/in/monica-telles-9874494/


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