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Reveal is for revenue leaders who want to reach their fullest potential. Every week we interview sales practitioners, leaders, and experts to explore how they use revenue intelligence – a new way of operating based on data instead of opinions – to win their market. You’ll hear candid stories of success (and failure), how to win with a data-first mentality, plus you’ll take home a micro action you can use today. Hosted by sales practitioner turned marketer, Devin Reed, and category designer, ...
 
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It’s Asian American and Pacific Islander Heritage month, and in this bonus episode, we’re celebrating by sharing stories and experiences of 3 Asian American sales leaders. 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. Listen in to gain v…
 
Knowing thy customer is everything. Take it from Judi Hand, CRO at TTEC, a customer experience as a service platform that is behind some of the world’s largest brands. She joins Devin to break down the customer experience (CX) trends every leader should be aware of. These are the trends impacting your bottom line, and your customer retention and sa…
 
Enterprise selling is a team sport. In order to win bigger, you have to get more people involved, which means longer deal cycles and deeper relationships. Learn how to handle complex deals with ease, according to Will Urban–CRO at Flexport, a supply chain and logistics organization. In this episode, he’s sharing how despite pandemic challenges like…
 
Warning: POWERFUL conversation ahead. And we couldn't be more thrilled to share it with you. Hang Black, VP of Revenue Enablement at Juniper Networks, tells her childhood story as a Vietnamese refugee, and how it drives her mission to help others overcome adversity. She shares her unique perspective on diversity, resilience, and breaking out of the…
 
Quarterly business reviews are critical moments for feedback, upsell, and relationship building with your customer. Nick Mehta, CEO of customer success platform Gainsight, has the proven playbook to ensure your business reviews wow your customers and impact the bottom line. In this episode, Nick shares his step-by-step advice on getting executives …
 
Did you know nearly 50% of sales reps miss their annual quota? If you want to avoid that fate in 2022, there’s good news: these tips are your one way ticket to quota-attainment. 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 negotiat…
 
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 t…
 
Success in sales is all about the relationships you build, both with your buyers – and your team.Andrew Metz knows the value of building authentic relationships and shares how it’s skyrocketed his career. 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…
 
When all of your go-to-market teams are working together, your customers become raving fans. Eran Aloni, Chief Customer Officer at Gong, shares how he helps customers be successful–from long-term relationship building, to empathy, to simply listening to the customer. Eran believes that customers should be your raving fans–and on this episode, he sh…
 
Hannah Willson is the SVP of Sales at Modern Health, a platform that helps companies destigmatize mental health care, break down barriers to access, and give everyone the tools they need to get clinical support. 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 nee…
 
Susan Rothwell is CRO at Vericast, where she’s leading transformational initiatives on a daily basis. Her experience at Polaroid taught her about the importance of embracing change – and she’s here to share what she learned. You’ll get actionable advice around how she empowers her sales team to embrace risk, and how to put data at the center of org…
 
Robert Cialdini is the godfather of the psychology. His book “Influence: The Psychology of Persuasion” has sold over 5 million copies and has helped countless salespeople learn the fundamentals of creating connections and influence in their sales efforts. His principles are the difference between going through the sales motion and actually persuadi…
 
If every revenue leader has a secret weapon and Ricky Sevta’s is data. Ricky Sevta is the CRO at simPRO software, where he leads his sales team to success by combining his engineering background with his love for data. In this episode, Ricky shares his insights as an engineer-turned-sales professional, his tips for keeping sales processes agile, an…
 
Robert Graham is a guru of the art of the presentation. As a coach to hundreds of executives and sales professionals, he shares decades-worth of knowledge that will help you become a better presenter, communicator, and seller. In his conversation with Devin and Sheena, Robert talks about the importance of keeping your camera on (even when you don’t…
 
Carolyn Betts, CEO and Founder of Betts Recruiting, has purview into thousands of sales interviews, and advocates that mutual agreement is key to a successful sales recruiting process. 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-w…
 
Ed McQuiston, EVP, Chief Commercial Officer at Hyland, will challenge you to think differently about your talent pool. He pushes back against the way we have traditionally thought about retaining top talent, gives tips for gathering feedback, and suggests creative ways to connect with your team. Many job-hunters have a “the grass is always greener”…
 
Brandon Fluharty, VP of Sales at LivePerson, was fully bought into hustle culture. He drank tons of coffee. Pulled all-nighters. And thought more work = better results. 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, …
 
James Burnette, Senior Director of Global Sales at LinkedIn, shares how to use technology to your advantage and thrive in a rapidly shifting environment. 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 -…
 
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 ab…
 
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 su…
 
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 Hootsuit…
 
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 Not…
 
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 w…
 
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.…
 
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 t…
 
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 …
 
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 impo…
 
“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 fun…
 
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 acc…
 
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. T…
 
“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 Take…
 
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 lea…
 
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 al…
 
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 pe…
 
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 'produ…
 
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 …
 
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 breaki…
 
“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. (Sp…
 
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…
 
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, …
 
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…
 
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, th…
 
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 ho…
 
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…
 
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 taki…
 
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:…
 
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…
 
Deal stuck in limbo? If you’ve ever debated reviving a sale or cutting your losses and walking away, this episode is for you. Bryan Neale, Founder at Blind Zebra and NFL umpire, walks us through the phenomenon he calls “sales purgatory”. We discuss what sales purgatory is, how deals get there, and (most importantly) how to avoid it. This episode is…
 
They say, “life is what happens when you’re busy making plans”, but business is no different. As Chief Sales Officer at Compass, Chris Aker understands the need for thorough yet flexible strategies. Change is inevitable and how your company reacts makes all the difference. In this episode, Chris shares how data influences his biggest decisions. And…
 
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