Reveal: The Revenue AI Podcast by Gong

Explore the impact of conversation intelligence on revenue forecasting, identifying hidden purchase signals. Understand the limitations of CRM data and the benefits of AI insights in deal progress assessment. Learn how diverse data signals can enhance win rates and revenue forecasting accuracy.

Devon McDermott, an expert in enablement leadership, shares her insights on enhancing team performance. She emphasizes the importance of asking 'why' to qualify leads effectively, moving beyond traditional sales enablement to a broader revenue enablement approach. Devon discusses building strong relationships with experienced sales reps to ensure a consistent customer journey. By fostering collaboration and clear communication in cross-functional teams, she advocates for a strategy that prioritizes humility and curiosity for success.

Dan Fougere, Director at Homes For Our Troops and former Chief Revenue Officer at Datadog, shares insights on achieving long-term business success. He emphasizes the importance of adaptability and humility in leadership, while highlighting that a one-size-fits-all approach in sales fails. The conversation digs into the significance of an innovative culture, the balance of inbound and outbound sales strategies, and the necessity of constructive conflict for progress. Dan's journey reveals how creativity drives outcomes in the competitive tech landscape.

Chris Degnan, Chief Revenue Officer at Snowflake Computing, discusses fostering a feedback-friendly culture. He emphasizes the importance of humility, constructive conflict, and open communication. Maintaining curiosity and openness leads to a thriving environment where people are motivated to stay.

Rajesh Bhattad, the Former Head of RevOps Strategy & Solutions at RevSure AI, dives into the synergy between technology and human intuition. He discusses the transition to data-driven sales strategies and how generative AI can enhance efficiency while keeping the human touch crucial. Rajesh highlights the importance of embracing innovation during crises, likening it to themes from 'Dune.' He also emphasizes the power of storytelling in sales and the essential role of facilitation in training, merging emotional intelligence with technology.

Learn from guest Jason Bay about simplifying sales essentials by focusing on storytelling, understanding the 'why' behind products, and making customers feel understood. Discover strategies for boosting team performance by emphasizing human stories and the 'why' in sales. Explore Jason's journey from novice salesperson to successful sales consultant, emphasizing customization, reinforcement, and frontline leader involvement in sales training for long-term effectiveness.

Michael Lewis, well-known finance author and journalist, and Amit Bendov, CEO and Co-Founder of Gong.io, discuss the power of storytelling, the importance of data literacy, and the potential impact of AI. They challenge preconceived notions with data and emphasize the role of humans in interpreting information. The speakers also explore the benefits of cross-training in writing and reflect on shifting perspectives towards AI.

We’re hearing it from sales reps and even some sales leaders: enough of the juggling act regarding sales tools.Your sales force won't be able to perform at their best if they have to use too many different systems at once.Our guest, Kyle Lacy, CMO of Jellyfish and former SVP of Marketing at Seismic, shares his thoughts on how too many apps and systems can get in the way of rep’s selling.Kyle has extensive expertise in the rapidly expanding software sector, making him an expert at generating results and making an impression that lasts. But even though software offers amazing benefits in terms of efficiency, he challenges us to consider: When your tech stack becomes too complex or top-heavy, what happens?Numerous studies show that a salesperson's output and efficiency suffer when they try to sell too many different things simultaneously. Let’s see how Kyle suggests reps approach this…Resources: Salesforce & McKinsey

Marketing and sales collaborate for customer-first initiatives. Guest speaker Jyllene Miller discusses the close link between selling and advertising, emphasizing trust and shared insights. Prioritizing mental and physical health is essential for professionals to show up for each other on the job.

If at first you don’t succeed…audit the heck out of your processes.Leigh Ann Harris, Senior Vice President, Demand Services, North America Cloud Infrastructure at Oracle, joins Corrina to share her goldmine of insights from her experience leading 500+ outbound BDRs. Also, hear her passionate stance on how data and AI can block out your competition and maximize lead quality.Resource: https://www.gong.io/blog/sales-artificial-intelligence/**