Reveal: The Revenue AI Podcast by Gong

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 Takeaways

08:29 - 10:05 How to maximize your productivity with limited time

19:27 - 20:21 Data Breakout: Impacts of a break

20:47 - 23:26 How your sales team can start creating urgency in their sales

27:32 - 29:21 The key to effective selling is finding problems

34:12 - 36:53 The most effective sellers are ambiverts

42:05 - 42:58 Micro Action: Observe yourself

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 Daniel Pink: https://www.linkedin.com/in/danielpink/

Success in sales is all about the relationships you build, both with your buyers – and your team.Andrew Metz  knows the value of building authentic relationships and shares how it’s skyrocketed his career. 

Andrew is the VP of Sales at Zywave, a digital insurance agency platform overseeing over 75 sellers. We talk with Andrew about how you can get in the trenches with your sales team – by getting out of your comfort zone, being candid with your teams, and setting an example with your own actions and boundaries.

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KEY TAKEAWAYS:

[6:30-7:30] Seeking out opportunities for connection

[10:47-12:09] How to empower your teams to live a balanced life

[20:04-22:15] Justifying time for sales off-sites, even if it takes them off the sales floor

When all of your go-to-market teams are working together, your customers become raving fans. Eran Aloni, Chief Customer Officer at Gong, shares how he helps customers be successful–from long-term relationship building, to empathy, to simply listening to the customer. 

Eran believes that customers should be your raving fans–and on this episode, he shares exactly why you should work to achieve this, and the positive ripple effect it will have on every area of your organization–including your sales efforts.

KEY TAKEAWAYS:

[1:49-2:39] The dawn of the “raving fan” at Gong

[4:56-6:54] Why you should want to turn your customers into raving fans

[14:18-15:50] Metrics of customer success to focus on

Hannah Willson is the SVP of Sales at Modern Health, a platform that helps companies destigmatize mental health care, break down barriers to access, and give everyone the tools they need to get clinical support. 

Hannah shares her tips for exactly what your organization and you as a sales leader can do to better support your team’s mental health needs. She’s breaking down the landscape of mental health resources, and sharing her own perspective on how leaders can foster mental health awareness. 

KEY TAKEAWAYS:

[3:17-4:15] Why sales professionals need to focus on mental health

[12:07-13:52] How employee expectations for mental health support have changed

[17:32-18:11] How Modern Health approaches employee mental health

Susan Rothwell is CRO at Vericast, where she’s leading transformational initiatives on a daily basis. Her experience at Polaroid taught her about the importance of embracing change – and she’s here to share what she learned.

You’ll get actionable advice around how she empowers her sales team to embrace risk, and how to put data at the center of organizational change.

KEY TAKEAWAYS

[6:58-8:12] Prioritizing curiosity as a leader

[11:39-13:49] How to constantly evolve your organization

[23:11-23:55] Why there's more risk in not changing

Robert Cialdini is the godfather of the psychology. His book “Influence: The Psychology of Persuasion” has sold over 5 million copies and has helped countless salespeople learn the fundamentals of creating connections and influence in their sales efforts. 

His principles are the difference between going through the sales motion and actually persuading your buyer to make a purchase. In this episode, Robert joins Devin and Sheena to dive into some of the tenets of his book, and share his advice for ethical influence in selling.

KEY TAKEAWAYS:

[5:25-10:07] Robert's four principles of strong relationships

[15:22-18:05] How to engage prospects with reciprocity

[23:03-27:26] The power of co-creating with your prospect

If every revenue leader has a secret weapon and Ricky Sevta’s is data. Ricky Sevta is the CRO at simPRO software, where he leads his sales team to success by combining his engineering background with his love for data. 

In this episode, Ricky shares his insights as an engineer-turned-sales professional, his tips for keeping sales processes agile, and his experiences from the trenches of an organization that is in the midst of global expansion.

KEY TAKEAWAYS:

[4:21-6:06] Ricky's sales philosophy: peace, love, and data-driven decision making

[9:34-10:50] Bringing sales and engineering mindsets together for success

[19:59-20:55] Data-driven sales KPIs to focus on

Robert Graham is a guru of the art of the presentation. As a coach to hundreds of executives and sales professionals, he shares decades-worth of knowledge that will help you become a better presenter, communicator, and seller. 

In his conversation with Devin and Sheena, Robert talks about the importance of keeping your camera on (even when you don’t want to), why storytelling is a skill you need in your toolkit, and why you’re probably better at presenting than you think you are.

Carolyn Betts, CEO and Founder of Betts Recruiting, has purview into thousands of sales interviews, and advocates that mutual agreement is key to a successful sales recruiting process.

Carolyn shares her insights from X years in the recruiting space including what it takes to recruit and retain top sales talent, managing expectations in return-to-work conversations, and how GTM leaders can influence the employee experience – even if they’re not the ones calling the shots.

• [03:17-4:44] Today’s dynamic marketplace for talent 
• [5:09-6:27] Is it actually ‘harder than ever’ to hire?
• [10:51-12:28] What companies that are winning the talent game are doing 
• [20:21-20:55] How today’s top companies are using AI in recruiting

Ed McQuiston, EVP, Chief Commercial Officer at Hyland, will challenge you to think differently about your talent pool. He pushes back against the way we have traditionally thought about retaining top talent, gives tips for gathering feedback, and suggests creative ways to connect with your team.

Many job-hunters have a “the grass is always greener” mentality, and given the active job market, it’s more necessary than ever to make sure your company is ready to live up to expectations.

• [02:06-06:02] The effects of The Great Resignation 
• [06:20-08:11] How Hyland has adapted  
• [08:12-09:25] The importance of retention interviews 
• [09:55-12:22] How to hire in remote times 
• [12:49-14:02] Promoting mental wellness for his teams 
• [14:02-18:31] The small talk issue
• [19:31-22:28] Justifying the productivity loss of workplace camaraderie 
• [22:44-23:19] Following up on survey responses
• [23:42-14:02] Promoting mental wellness for his teams

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 James Burnette: https://www.linkedin.com/in/jamesburnette/