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 trajectory14:15 - Aligning all aspects of the company before going to market15:57 - Data Breakout - Is alignment the biggest opportunity to improve your business?18:58 - New business adoption vs. expansion within an existing customer base25:57 - Data's role in partner sales and day-to-day decisions30:15 - Micro Action - New ways to make space for regular and open communication throughout your organizationWant 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/

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 packed with ways to Marie Kondo your pipeline. Key Takeaways:07:00 - What sales purgatory is to Bryan Neale09:26 - How deals get into sales purgatory14:48 - Data Breakout - Discussing next steps on your first call18:45 - What you can do when you're stuck in purgatory20:26 - Questions to ask when figuring out if a deal is in purgatory or not25:06 - Measuring ambiguity30:52 - Micro action - Identify opportunities that are stuckWant 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/

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 with two IPOs under his belt, you might want to take notes. This inspiring episode will have you planning in no time.Key Takeaways:11:31 - Core ideas to focus on when planning16:41 - Data Breakout: Using data to improve sales planning19:27 - Ensuring you don't lose sight of the customer throughout the planning period21:11 - How to prepare a large team of sellers25:46 - When is it okay to change your plan?30:01 - Lessons in financial planning34:28 - Micro Action: Communicating the why of your sales strategy to your teamWant 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 Chris Aker: https://www.linkedin.com/in/chrisaker/

Sellers often think they are putting their buyer first. However, only 23% of buyers agree. In this episode, Jonathan Lister, VP of Global Sales at LinkedIn, dives into what buyer-first selling really is and why it’s essential today. You’ll learn how to use buyer-first behavior to build strong relationships that drive value across every stage of the buying process. This new mentality will be a win for you and your buyer. Key Takeaways:05:49 - Gong's Celebrate Together is Almost Here14:41 - How the increase in job postings on LinkedIn has affected Jonathan's business25:08 - Solving the trust gap between buyers and sellers26:16 - Data Breakout: Adapting how you sell to the way buyers want to be sold to27:49 - Examples of what buyers may consider deal killers32:20 - How to use data to measure how you're putting buyers first36:44 - Pieces of data that Jonathan leverages which might surprise sales leaders39:20 - Sales is value40:47 - Micro action: How can you put your buyers firstWant 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 Jonathan Lister: https://www.linkedin.com/in/jonathanlister/

For many companies, expanding into the European market is not a straightforward transition. Wendy Harris previously led European expansion at CarGurus, Dropbox, and AdRoll, and is now Head of EMEA at Gong. In this episode, Wendy shares what it takes to successfully take on European markets, tackle privacy, and executive buy-in. You'll learn how to scale across segments, and build teams that succeed in new markets. If you’ve ever tried to sell into a new geography, this is one you won’t want to miss. Key Takeaways:12:45 - Why it's so hard to break into EMEA14:51 - How to measure traction in a new geo16:36 - Data Breakout: Traits that helped companies expand globally20:44 - Advice on how to influence product roadmap32:50 - Tactical guidance for organizing rules of engagement37:00 - Micro action: Questions worth considering when expanding globallyWant 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 Wendy Harris: https://www.linkedin.com/in/wendyharrisirl/

The way you articulate your sales messaging matters. Tim Riester joins the show to discuss how research on decision-making psychology can elevate your customer conversations. Tim, Chief Strategy Officer of Corporate Visions, has studied the neuroscience and cognitive psychology behind how people make choices. In this episode, you'll learn how the science behind messages can help you successfully frame your strategies.Key Takeaways:06:37 - Tips for A Sales Rep Trying to Empathize with the Customer08:02 - Data Breakout: Creating Your Value with Powerful Messaging11:21 - The Way You Approach A Prospect vs. Expanding an Existing Customer17:57 - Measuring the Impact of Different Messaging Strategies27:55 - Tim Describes Sales in One Word28:27 - Micro Action: Rallying Your Sales Teams Around New InitiativesWant 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 Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/

Kyle Poyar, an operating partner at OpenView, dives into the art of pricing and packaging strategies that drive revenue growth. He emphasizes how transparent pricing affects consumer decisions and the role of sales teams in shaping these strategies. Poyar discusses data-driven approaches to pricing that can lead to significant revenue increases and the necessity of involving sales in pricing conversations. He also shares insights on making pricing visible on websites and how pricing reflects the value a company creates.

Lasting relationships start by adding value. On this episode, we are joined by Mike Small, CEO of Sitel, to discuss how to build meaningful executive relationships that can last. Part of his philosophy is to build rapport with customers by aligning with their mindset. This starts with knowing how to identify the right stakeholders and deeply understanding their business. Get this right and you will have the tools to grow with your customers and continue to drive value along the way. Tune in to learn how you can build more impactful relationships with your customers.Key Takeaways:6:02 - Listening and Understanding Your Customers11:52 - Building Up Mentees to a Better Version Their Mentors18:23 - Meaningful Exec and Customer Relationships21:12 - Identifying Innovators and Disruptors to Build a Relationship With25:12 - 3 Tips for Customer Engagement27:21 - Data Breakout - Promoting Exec Relationships with Clients and Prospects35:56 - Salespeople Get Told "No" Often38:21 - This Week's Micro-ActionWant 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 Mike Small: https://www.linkedin.com/in/mikepsmall/

The time you get with a potential buyer is finite. Kris Wiig, VP of Partnerships at FreeWill, joins us to discuss how you can make the most of every second. After listening to the interview, you’ll be ready to capitalize on your interactions. Kris also lets us in on her go-to frameworks she uses to break down problems and drive urgency. Plus, we pay tribute to the best opening line she's ever heard on a cold call. Fun fact: the questions on this episode came straight from you — our sales community. Start listening now to get answers to your burning questions. Have a question you’d like to submit? Make sure you’re following Gong on LinkedIn.Key Takeaways:08:47 - Understanding Where You Are Most Impactful Within the Company11:24 - Taking a Look at Coin Operated Reps and Renaissance Reps17:59 - The Misalignment When Selling to the C-Suite20:13 - Data Breakout - Key Ingredients to Drive a Successful Sales Team23:23 - Goal Oriented Selling29:27 - Getting the Extra 30 Seconds When Cold Calling39:14 - This Week's Micro-ActionWant 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 Kris Wiig: https://www.linkedin.com/in/kriswiig/

Chris Voss, negotiation master and best selling author of Never Split the Difference, dives deep into negotiation skills required for sales today. Topics discussed emotional intelligence, how to practice negotiating, and even how to hone your late-night radio voice just like Chris Voss.Key Takeaways:12:23 - Women Possess Natural Skills for Negotiation13:38 - This Week's Data Breakout22:02 - Yes Isn't Necessarily Success27:50 - Demonstrating Understanding of the Other Side's Position43:18 - Chris Helps Us Overcome Difficult Scenarios51:25 - This Week's Micro-ActionWant 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 Chris Voss: https://www.linkedin.com/in/christophervoss/