Reveal: The Revenue AI Podcast by Gong

A big change is coming to the Reveal podcast…here’s what you can expect.

Gone are the days of wine-ing and dining to close every deal — and we have digital sales to thank. Chris Kingman heads up the digital sales enablement team at TransUnion where he has been working to perfect the art and science that is digital selling.In the episode, Chris divulges his secrets to creating high-performing digital sellers, gives his POV on the next generation of “field sales”, and shares his passion for quality over quantity when it comes to prospecting.

Kimberly Dieter, LinkedIn’s VP of Sales Solutions wants you to make the right hire every time. Here are the surefire tips for identifying incredible candidates, right off the bat.  Kimberly shares tactical insights from LinkedIn’s 2022 Global State of Sales report and her personal experience as a sales leader at a forward-thinking company.

“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 went from Chief Customer Officer to Chief Executive Officer at Hubspot in late 2021. Her ‘customer first’ mentality creates a fundamental shift in the B2B space from the traditional funnel approach to a flywheel. Learn how to provide value, starting with the first sales conversation.

Sales enablement teams look different in every organization, but our guest is sure of one thing: they should be the driver of consistency, efficiency, and predictability. Marcela Piñeros is the Global Head of Sales Enablement at Stripe, a financial infrastructure platform for businesses. In this episode, Marcela shares her philosophy on hiring for and building a world-class sales enablement team, and how you can ensure your sales enablement team becomes your predictability super power. 

Your number one competitor? Indecision. Best-selling author of The Challenger Sale, Matt Dixon, shares his groundbreaking recent research on the indecision epidemic that’s sweeping the world and impacting your bottom line. You’ll get a research-backed play-by-play on how your teams can JOLT your customer out of their indecisive state, so you can close more business and create more trust.Sign up for the Edge newsletter: https://www.gong.io/the-edge/

If your SDRs are struggling to put up impressive numbers, it’s likely that there’s one culprit: data. Or more specifically, the lack of it. Quality, accessible data equals better time management, better coaching, and ultimately more wins for your whole team. Lily Youn Jaroszewski knows this well. She’s the head of growth at Gradient Works—a sales book management software—where she built the SDR team from the ground up. And, it’s not the first time she’s done it! On this episode, she’s sharing exactly how to use data to level up your outbound teams. Sign up for the Edge newsletter: https://www.gong.io/the-edge/

Diverse teams perform better. But what does a high-performing, diverse sales team look like? Arwa Kaddoura has firsthand knowledge to spare. She knows how to recruit, serve, and motivate record-breaking sales teams – who just happen to be diverse. Arwa is the Chief Revenue Officer at InfluxData, the purpose-built open source time series platform made by and for developers. In this episode, Arwa speaks with Gong’s Danny Wasserman on the why behind diversifying, and how to sustainably hire and retain top talent across the board. Sign up for the Edge newsletter: https://www.gong.io/the-edge/

It’s no secret that when times get tough, your sales strategy must pivot. But what about the ways you motivate and interact with your sales team? In this Celebrate session replay, Kathy O’Donnell, Director at EMEA Marketing, sits down with Atossa Vaziri, VP of Sales Enablement at Dataiku, and Paul Albert, SVP at Payhawk to explore their POV on how to move the needle in a down market. Keeping your team motivated and staying connected to them is at the core of beating any change the market throws your way. Listen in to hear how they are staying ahead of the curve with motivation hacks.

The number one way to boost your bottom line? According to Andrew Criezis, it’s all about alignment. He’s sharing how you can align your product, marketing, and sales teams to take your revenue to new heights. Andrew is the GM of SMB at NielsenIQ, a global measurement and data analytics company focused on the CPG industry. Listen now to hear not only the “why” behind getting aligned, but the “how”.