Reveal: The Revenue AI Podcast by Gong
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.
Episodes
Mentioned books
Jun 6, 2022 • 30min
How to nail product market fit
From his time at Nike and now Rent Dynamics, Chief Revenue Officer Mike Wolber has learned that the first step in increasing revenue is deeply understanding your customer. This might include listening to your team, seeking feedback from the market, and architecting a GTM experience playbook to truly source revenue.Listen to this episode of Reveal to get Mike’s sage wisdom on nailing product market fit and go-to-market fit.Join us for the Celebrate Reality Roadshow!
May 30, 2022 • 26min
How to build and scale your RevOps team
Without go-to-market alignment, things start to fall apart. Your business won’t be able to scale and inefficiencies will hold you back from growth. So, how can you guarantee alignment? This is a job for RevOps.On this episode, Liz Christo, partner and GTM advisor at VC firm Stage 2 Capital, breaks down the Rev Ops function–what it is, where its important role lies, and how to scale it within your organization based on the stage your company is in.Want more revenue intelligence insights delivered straight to your inbox? Sign up for The Edge newsletter.
May 23, 2022 • 26min
3 hypergrowth secrets from a unicorn sales leader
When you enter a phase hypergrowth, certain things get harder to scale. Like hiring the best sales talent, and ensuring they find meaning in their work. Luckily Andy is revealing exactly how he’s growing a team that loves working for him and at unicorn status startup – Esusu.As Director of Sales, he’s used these principles to increase ARR over 500%. These are lessons that every sales leader–whether you’re in hypergrowth or not–needs to keep their teams motivated, mission-driven, and always improving. Get the The Reality of Sales Talent Report here.
May 17, 2022 • 30min
[BONUS] 3 Valuable lessons from Asian leaders in revenue
It’s Asian American and Pacific Islander Heritage month so for this bonus episode, we’re celebrating by sharing the 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. Gain valuable perspective from these amazing sales leaders and get practical advice for forming mentor/mentee relationships, leading with empathy, and more.
May 16, 2022 • 28min
Delivering outstanding customer experiences every single time
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 satisfaction rates. If you strive to enable your sales team to create memorable customer experiences, this episode is for you.
May 9, 2022 • 30min
How to win massive deals by playing the long-game
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 longer sales cycles and more complexities, his team actually thrived. Sign up for The Edge newsletter. KEY TAKEAWAYS[7:50 - 8:25] How Flexport embraces the long game[18:12-19:07] A dive into their "deep selling" process[26:44-27:03] Empathy + flexibility = the long game secret
May 2, 2022 • 41min
[Replay] Overcoming adversity and rising to your true potential
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 status quo.
15 snips
Apr 25, 2022 • 24min
How to deliver QBRs that execs love
CEO of Gainsight, Nick Mehta, shares his playbook for delivering impactful QBRs, including tips on engaging executives, using chat tools effectively, and holding CSMs accountable. Learn how to make QBRs successful and keep high-expectation executives happy.
Apr 19, 2022 • 16min
[BONUS] 3 Best data-backed selling tips of 2022
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 negotiation mistakes that cost you deals to “best practices” that actually tank your success – this bonus episode has it all.
Apr 18, 2022 • 43min
[Replay] How revenue leaders maximize impact with Daniel Pink, NYT Bestselling author
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 to making the most out of your valuable asset. Key Takeaways08:29 - 10:05 How to maximize your productivity with limited time19:27 - 20:21 Data Breakout: Impacts of a break20:47 - 23:26 How your sales team can start creating urgency in their sales27:32 - 29:21 The key to effective selling is finding problems34:12 - 36:53 The most effective sellers are ambiverts42:05 - 42:58 Micro Action: Observe yourselfWant 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 Daniel Pink: https://www.linkedin.com/in/danielpink/
