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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:
    Driving results by leading from the front May 24, 2021
    Show notes

    Sales leaders are leaning on data to bridge the distance between them and their teams as we settle into remote selling. Dusty Bailey, Director Of Virtual Sales New Business West at Paychex, shares how he uses data to lead from the front, his formula for keeping a highly engaged and energized team culture, plus how you can allocate your time to consistently coach and elevate your team.


    Key Takeaways:

    12:36 - How Dusty Learned to Lead

    22:07 - What to Focus on When New Reps Join the Team

    23:40 - Patience is Key

    28:39 - This Week's Data Break Out

    33:46 - Consistent Commitment to the Process

    39:58 - This Week's Micro-Action


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

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

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

    Connect with Dusty Bailey: https://www.linkedin.com/in/dusty-bailey-90281962/


    How to go from $0 to $60 million ARR May 17, 2021
    Show notes

    Have you ever been at a company that went from $0 to $60M ARR? Joubin Mirzadegan, Go To Market Partner at Kleiner Perkins shares how to design a winning culture by recognizing, empowering, and promoting from the bottom up. You'll learn why hiring great people and being prepared for change management is essential while climbing the ARR ladder.


    Key Takeaways:

    05:28 - Identify with the Voice of the Customer

    13:33 - Innovate and Deliver to Drive Value

    18:30 - This Week's Data Breakout

    21:06 - Culture Ebbing Up

    32:33 - Sales in One Word

    34:17 - This Week's Micro Action


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

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

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

    Connect with Joubin Mirzadegan: https://www.linkedin.com/in/joubin-mirzadegan-66186854/


    Perception versus reality in the consumer world May 10, 2021
    Show notes

    Sales excellence today relies on data. That’s why we asked Frank Cespedes, Senior Lecturer at Harvard Business school and the author of Sales Management That Works, to join Reveal. His newest research outlines how you can improve your sales model by focusing on facts instead of assumptions. You’ll also hear tips for better hiring, myths regarding sales, and ideas for evolving your sales model for today’s market.


    Key Takeaways:

    06:12 - What Inspired Frank to Write His Book

    11:47 - Unexamined Assumptions with Sales

    13:43 - Data Break Out

    15:34 - The Buyer is the Most Important Thing

    17:02 - Buy As You Operate Now

    22:06 - The Domino Effect

    26:45 - What Do We Need to Measure?

    32:56 - Hire For the Task

    35:42 - Frank's Advice About Hiring

    41:34 - This Week's Micro Action


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

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

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

    Connect with Frank Cespedes: https://www.linkedin.com/in/frankcespedes/


    How to scale your go-to-market motion May 03, 2021
    Show notes

    Spotify is a leading music and podcast streaming service. This might be obvious because well, where are you listening to this podcast from? This week, Brian Berner, Spotify's Head of North America's Advertising Sales, discusses cultivating talent through training and creating consistency at scale. You'll listen to him go over his five step framework, Spotifive, a personalized onboarding people to go to market. The teachings include insights into intention, informed discovery, and a few other steps Brian thoroughly explains in today's show.


    Key Takeaways:

    11:41 - What Consumers Want

    14:32 - The Challenge of Hypergrowth

    16:08 - Tracking Mistakes or Make Goods

    17:30 - Metrics Can Help Predict Future Success

    22:22 - Spotifive Framework

    28:15 - Insights to Solutions

    30:44 - All True Leaders

    33:57 - Make-up of a Strong Leader

    37:51 - Sales in One Word


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

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

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

    Connect with Brian Berner: https://www.linkedin.com/in/brianberner/


    How to be successful in change management Apr 26, 2021
    Show notes

    Whether we like to admit it or not, most of us don't like change. We don't always like leaving our comfort zone because change can be scary, intimidating, and confusing. Barb McAteer, the Global Head of Sales Coaching & Enablement at Akamai Technologies, is with us this week to share how change within a company or organization, can be done in a less fearful fashion. You'll learn how authenticity in leadership is beneficial to the process, and how clarity, communication, and honesty help fuel a successful change management project.


    Key Takeaways:

    05:08 - Sales Organizations Inside Akamai

    06:42 - Being Your Authentic Self as a Leader

    08:59 - Defining Change Management

    13:20 - Providing the "How?"

    16:38 - Alignment During Change Management

    19:53 - A Clear Vision

    29:10 - Evolve Your Metrics

    34:35 - Sales in One Word


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

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

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

    Connect with Barb McAteer: https://www.linkedin.com/in/barbmcateer/


    How personal development fuels growth Apr 19, 2021
    Show notes

    This week on the Reveal podcast, Timea Bara, Head of Sales Enablement at Nextdoor, makes a business case for learning. After spending years in sales management, Timea shares her passion for personal development, and offers insights about why learning is important in the sales field, how to build it into your company culture, and when to devote time to learning. Join us this week, and get a few tips for developing good habits that ensure your personal development is on track. You never know, you might...learn something.


    How to harness the power of your mission statement Apr 12, 2021
    Show notes

    We've all heard of companies having "core values," but, how do you make sure that they don't become just words on a wall? This week, Kelly Wright, seasoned board director and former EVP of sales at Tableau, discusses the power of staying true to your company's core mission statement. From hiring the right candidates to achieving long term goals, learn how developing a mission-centered culture can chart a company's path to success.


    Close more deals by selling the way you buy Apr 05, 2021
    Show notes

    How many of us ignore salesy, impersonal emails, and unprepared cold calls—only to turn around and use the same approach with our own prospects? If it doesn’t work on us, why do we think it will work on them? David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, shares how to sell the way you buy. You’ll learn how to take the buyer’s perspective, build trust more quickly, and sell in a way that aligns with what really drives people to action.


    Kevin Dorsey: Deal signals that increase revenue Mar 29, 2021
    Show notes

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


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

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

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

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


    How to dominate new markets Mar 22, 2021
    Show notes

    Gordon Henry, Chief Strategy officer at Thryv, sits down with Devin and Sheena to talk about what his company has done to adjust the ever-changing landscape of sales and marketing. From the Yellow Pages to Zoom conferences, learn how Gordon transformed the business strategy at Thryv using data to increase ACV, to lower churn, and to support verticalization.


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