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.

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 Lead22:07 - What to Focus on When New Reps Join the Team23:40 - Patience is Key28:39 - This Week's Data Break Out33:46 - Consistent Commitment to the Process39:58 - 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 Dusty Bailey: https://www.linkedin.com/in/dusty-bailey-90281962/

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 Customer13:33 - Innovate and Deliver to Drive Value18:30 - This Week's Data Breakout21:06 - Culture Ebbing Up32:33 - Sales in One Word34:17 - 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 Joubin Mirzadegan: https://www.linkedin.com/in/joubin-mirzadegan-66186854/

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 Book11:47 - Unexamined Assumptions with Sales13:43 - Data Break Out15:34 - The Buyer is the Most Important Thing17:02 - Buy As You Operate Now22:06 - The Domino Effect26:45 - What Do We Need to Measure?32:56 - Hire For the Task35:42 - Frank's Advice About Hiring41:34 - 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 Frank Cespedes: https://www.linkedin.com/in/frankcespedes/

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 Want14:32 - The Challenge of Hypergrowth16:08 - Tracking Mistakes or Make Goods17:30 - Metrics Can Help Predict Future Success22:22 - Spotifive Framework28:15 - Insights to Solutions30:44 - All True Leaders33:57 - Make-up of a Strong Leader37:51 - Sales in One WordWant 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/

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 Akamai06:42 - Being Your Authentic Self as a Leader08:59 - Defining Change Management13:20 - Providing the "How?"16:38 - Alignment During Change Management19:53 - A Clear Vision29:10 - Evolve Your Metrics34:35 - Sales in One WordWant 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/

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.

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.

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.

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/