Reveal: The Revenue AI Podcast by Gong

Brandon Fluharty, VP of Sales at LivePerson, was fully bought into hustle culture. He drank tons of coffee. Pulled all-nighters. And thought more work = better results.

Then one day, the constant grind led to serious medical conditions–depression, panic attacks, and even a stroke at age 34. Flash forward to today and Brandon is happier, healthier, and more successful than ever before–and, he’s hustle-free.

Brandon reveals the secrets that allowed him to break free from hustle culture and thrive. He shares his frameworks for reaching holistic goals and shares steps you can take to follow in his footsteps.

Key Takeaways:

04:49 - 07:16 Where the shift to anti-hustle culture began

10:01 - 15:27 The anti-hustle personal operating system

19:15 - 21:35 How the anti-hustle approach can impact you

21:37 - 22:35 Data Breakout: How lack of sleep affects your cognitive performance

26:55 - 29:14 How to handle the pressures of being a high performer

30:58 - 31:36 Sales in one word

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/

James Burnette, Senior Director of Global Sales at LinkedIn, shares how to use technology to your advantage and thrive in a rapidly shifting environment. 

ICYMI: Your tech stack is only as good as the data that flows through it. James breaks down the tools you need to succeed and why real-time data matters more than you think.

Key Takeaways:

03:15 - 05:46 The core foundations of a tech stack

08:26 - 09:52 How to set your team up for success to utilize your tech stack

12:53 - 13:34 Data Breakout: Sales turnover in B2B

15:51 - 17:13 Where to start when reevaluating your tech stack

19:51 - 22:06 How data and insights can empower sales leaders

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/

Alex Shumway-Jones, AVP of Omni Channel Sales at AT&T, shares how to build a culture of experimentation informed by data. Knocking on doors was the most productive sales tactic but today, data is how teams blow past quota. Case in point: it completely revolutionized AT&T’s sales motion. Alex reveals the power of putting data directly into the hands of your sellers and explains how you can ensure your team is data literate.

Key Takeaways:

08:25 - 11:25 What drove Alex to join inside sales

11:52 - 15:52 How AT&T is leveraging data for productivity

21:51 - 22:34 Data Breakout: Data as a powerful asset

26:39 - 28:39 2022: More ideas, more innovation, more distribution

29:31 - 30:20 This week's micro-action: Putting data in the hands of your sellers

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 Alex Shumway-Jones: https://www.linkedin.com/in/alex-shumway-jones-3a04b016/

Joe Marcin, CRO at Kyriba, reveals a turning point in his career that led him to discover the triangulation of bringing experience, data, and the art of selling together to help him make great business decisions.

Early in his career, Joe feared a career in sales meant schmoozing prospects on a golf course. But then he discovered sales was really about processes he could learn, repeat, and scale. Joe breaks down the science of selling and shares stories illustrating how data combined with experience can drive record-setting business outcomes.

Key Takeaways:

04:57 - 05:54 Understanding the science of selling

09:07 - 10:02 How to get a team on board with the science of selling

13:33 - 14:26 Data Breakout: Metrics to influence the future

18:25 - 20:29 How to begin bringing the science into your sales process

23:59 - 24:47 Micro Action: Start bringing the science of selling to your organization

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 Joe Marcin: https://www.linkedin.com/in/jmarcin/

Dini Mehta, CRO at Lattice, specializes in sustainably building go-to-market engines and shares her secrets to set your organization up for success. 

She breaks hyper-scaling into three key areas: leaders scaling themselves, how leaders can scale their teams, and how leaders can scale revenue engines.

Key Takeaways:

04:14 - 05:49 What it means to sustainably build go-to-market engines

07:39 - 09:49 The challenges that come with hypergrowth

15:40 - 17:21 How leaders can scale themselves, their time, and their output

18:35 - 19:28 Data Breakout: Talent Development

25:05 - 27:02 How to scale your revenue engines

28:32 - 29:28 Micro Action: Pick 1 thing to say "no" to

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 Dini Mehta: https://www.linkedin.com/in/nandinimehta/

Want to know how Hootsuite, Indeed, and Drift successfully coach their sales teams at scale? Sadie McGraw, Manager of Commercial Sales at Gong, knows that sometimes even coaches need coaching. In this Celebrate replay, Sadie moderates a discussion with this highly-experienced panel of sales leaders:

• Niki Phillips, Director of Mid-Market at Hootsuite
• Nick Christolos, Senior Mid-Market Sales Manager at Drift
• Mona Sheth, Director of Learning and Development at Indeed

They teach us how to scale individualized, data-driven motivational coaching and cover both the challenges (and solutions) for experiencing success in coaching sales skills, deal execution, and motivation. If you’re a sales leader looking to level up your team in 2022, hit play now.

Key Takeaways:

04:04 - 06:24 Impactful stories about coaches throughout careers

09:02 - 10:16 How to individualize your coaching strategy for each of your reps

12:19 - 14:22 Coaching tips our experts swear by

17:35 - 20:23 How to detect deal risk before it's too late

23:51 - 26:14 Don't leave anything up to chance!

29:39 - 31:03 A key component to coaching is understanding each individual's motivators

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/

Craig Rosenberg, Distinguished VP, Analyst at Gartner, has been bringing products to market long enough to know the importance of advice from others who have been there -- done that. 

Craig helps bring that advice straight to you in a discussion with this panel of go-to-market leaders:

• Dannie Herzberg, Partner at Sequoia
• Olivia Nottebohm, CRO at Notion
• Kelly Wright, President & COO at Gong

This heavy-hitter panel shares tried and true principles with a focus on clarity, alignment, and data-informed decision making. Whether you’re scaling a start-up or leading a global team, these insights will allow you to unlock your potential.

Key Takeaways:

04:35 - 05:48 The fundamentals to scale a go-to-market organization

09:17 - 10:36 Challenges you might face when scaling your business

11:41 - 15:34 Best practices for those in leadership

16:56 - 20:21 4 Key components to take your career to the next level

20:35 - 23:48 Why your company should be data driven

26:48 - 30:13 Final thoughts for your go-to-market strategy

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/

Devin Reed, Head of Content Strategy at Gong, knows that quota never sleeps -- even during the holidays. In this Celebrate replay, he reveals three devastating end-of-quarter mistakes and how to avoid them. He also gives data-driven action steps proven to increase your win rate and shares value-selling prompts that you can implement today. If you want to spend your holiday season cozying up by the fire and not putting out fires, this episode is for you.

Key Takeaways:

02:37 - 03:04 The 3 deadly EOQ mistakes

06:04 - 06:46 How Gong unlocks reality

06:47 - 08:46 Mistake #1: Selling during "Dead Zones"

08:50 - 12:23 Mistake #2: Negotiating over email

12:34 - 15:59 Mistake #3: Relying too much on driving next steps

Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

Keep your deals on track during the coldest selling months: https://www.gong.io/content/holiday-selling-guide/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Inaccurate forecasts haunting you?

Diego Panama, Chief Commercial Officer at LiveRamp, has dialed in his team’s forecasting and they’re experiencing earth-shattering results. Before, forecasts were iffy at best, but now the team is able to predict the outcome of deals with incredible accuracy. Their key to success? Focusing on the customer journey. This means forecasting based on customer signals rather than the sales team’s actions.

Not only does this method center customers, but it also leads to more accurate forecasts. It helps your sales team direct their energy and allows your executives to plan more effectively.

Key Takeaways:

06:06 - 08:01 Why forecasting is important, and the risks that come along with it

09:16 - 12:35 3 Components to forecasting

16:04 - 18:36 The challenges in forecasting

19:26 - 19:59 Data Breakout: Forecast accuracy

20:13 - 21:27 How to increase your forecast accuracy

22:03 - 24:57 The importance of narrowing the gender gap in the workplace

26:36 - 27:30 Micro Action: Understanding your sales cycle

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 Diego Panama: https://www.linkedin.com/in/diegopanama/

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/