Reveal: The Revenue AI Podcast by Gong

Ah, the all-important fork-in-the-road moment: choosing a go-to-market motion. To settle the debate once and for all, we brought on Zhenya Loginov, CRO of Miro. 

He’s seen GTM motions in action at Dropbox, Segment, and Miro. And has just the perspective you need to get this major decision right. In this episode of Reveal, Zhenya talks through how leaders should think about engineering and product, the important choice between a PLG and enterprise sales motion, and creating incentives to hire the absolute best talent.

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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.

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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.

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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.

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.

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. 

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. 

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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

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. 

Quarterly business reviews are critical moments for feedback, upsell, and relationship building with your customer. Nick Mehta, CEO of customer success platform Gainsight, has the proven playbook to ensure your business reviews wow your customers and impact the bottom line.

In this episode, Nick shares his step-by-step advice on getting executives in the room, how to kick off an effective meeting, and how to use tools like chat to effectively engage and smoothly run a meeting that will keep even the high-expectation executives happy.

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KEY TAKEAWAYS

[03:54] - Wait…should QBRs be EBRs?

[11:21] - Nick’s tips for 30 minutes with an executive

[20:59] - How to teach and hold your CSMs accountable

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.