Reveal: The Revenue AI Podcast by Gong

Should you use slides on a discovery call? Choose wisely: it impacts your chances of booking the next meeting by 17%. On this episode of Opinions vs Reality with Bill and Bryan from The Advanced Selling Podcast, we share the data you need to close more deals.

9 Tips for crafting great sales decks: https://gongh.it/crafting-sales-decks-gong-asp

Key Takeaways:

01:01 - Myth bust: Should you use slides on your discovery call?

03:28 - The answer from Gong’s research

04:14 - Slides’ effect on question asking, monologuing, and listening

If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/pGK1YxqI

Want to explore Revenue Intelligence for your org? It starts here:

9 Tips for drafting great sales decks: https://gongh.it/crafting-sales-decks-gong-asp

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

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

Connect with Bryan Neale: https://www.linkedin.com/in/bryanneale/

Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/

The best way to level up? Surround yourself with A-players. To celebrate hitting 100 episodes, we’re sharing the top 10 insights that will inspire you to take your career to the next level. These tips come straight from the minds of Mark Roberge, Kevin Dorsey, Matt Rosenberg, Marjorie Janiewicz, and Dan Shapero (aka the sales leaders who are breaking the mold and winning their markets). Plus — if you’ve ever wondered what Chris Voss’s ringtone is… you’re going to need to tune in. This is one revenue-boosting countdown you don’t want to miss.

Key Takeaways:

05:00 - Ed Calnan - How important is the buyer's journey?

07:42 - Rakhi Voria - Attracting a diverse sales workforce

10:24 - Dana Feldman - Running effective 1:1s that drive revenue

13:20 - Mark Roberge - Deal momentum masters

18:35 - Kevin Dorsey - Deal signals that increase revenue

21:24 - Chris Voss - How to negotiate like a boss

23:47 - Matt Rosenberg - Why multi-level selling is critical for today's landscape

26:38 - Marjorie Janiewicz - How hackers are driving predictable revenue

29:18 - Jonathan Frick - What prevents B-players from becoming A-players

31:57 - Dan Shapero - Why a growth mindset is critical for your success

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/

“I need to think about it.” is the objection that makes every salesperson's skin crawl. But is it really the reason your deal didn’t close? On Opinions vs Reality, Bryan and Bill from the Advanced Selling Podcast join us to discuss how to overcome this all-to-common objection. Learn how to address any potential roadblock your seller might have. (Spoiler: It’s time to shift from sales to strategic advisor.)

Objection handling techniques: https://gongh.it/objection-handling-techniques-gong-asp

Key Takeaways:

2:06 - The perception of what “I need to think about it” has on closing a sale

4:13 -  Devin reveals what the data says

6:55 - Turning the date into action with successful follow-up strategies

9:20 - Shifting from sales professional to strategic advisor

If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/95cifrB2

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 Bryan Neale: https://www.linkedin.com/in/bryanneale/

Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/

Virtual selling. Hybrid selling. Remote selling. Whatever you call it, 92% of buyers prefer it — and it’s here to stay. David Deming, Partner at Bain & Co., is an expert in salesforce effectiveness that leads to profitable growth. In the episode, he dives into data-driven sales plays and how to retool your front line. Whether you’re fully remote or have a hybrid model, these insights will lead you to virtual sales success.

Key Takeaways:

07:14 - How to define virtual selling

09:12 - Buyers prefer virtual interactions

10:50 - The importance of digital footprint

12:59 - 5 ways you can contribute to successful virtual selling

16:33 - How to roll out new tools without overwhelming sales reps

18:22 - Data Breakout - Digital transformation acceleration

24:03 - How to best coach your sales reps in the new virtual world

28:31 - How you can be a better sales leader

30:19 - Micro Action - Assessing where you are with your virtual selling capabilities

Opinions vs reality: Do you curse in sales?: https://link.chtbl.com/RXCZTv0g

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 David Deming: https://www.linkedin.com/in/daviddeming/

Do you know the impact cursing has on your sales calls? Bryan and Bill from the Advanced Selling Podcast join us for Opinions vs Reality. This midweek bonus episode unpacks the unexpected impact cursing has. Do you think it shows authenticity or a lack of professionalism?

We reveal data that may make you rethink the words you use (and when).

Plus, there are 5 words that can make your sales calls even more persuasive. These are the words and phrases used by high-performing salespeople to close more deals. How many of these words do you use? Find out: https://gongh.it/words-that-sell-gong-asp/

Key Takeaways:

00:30 - To curse or not to curse, is that the question?

01:40 - Devin reveals what the data says

02:44 - The impact cursing has on your close rate

03:18 - Words of wisdom to live by

If you missed the Opinions portion of this podcast (aka the first half of the episode), you can listen here: https://link.chtbl.com/RXCZTv0g

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 Bryan Neale: https://www.linkedin.com/in/bryanneale/

Connect with Bill Caskey: https://www.linkedin.com/in/billcaskey/

Success in sales leaves clues that point to what works and what doesn’t. Are you tracking 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.

Key Takeaways:

06:59 - What are the patterns of my sales team?

13:22 - Develop people, manage processes

15:39 - The first deal warning: problem agreements

18:27 - Data Breakout: Plan your next steps...sometimes

25:14 - How skill-based metrics can help your sales team

32:30 - Listen to the language of your prospect

37:21 - Using your tools to make a change

41:18 - The psychology of sales.

43:44 - Micro-action: Make your own checklist

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/

HackerOne sells a slightly non-traditional product: hackers. Marjorie Janiewicz, Chief Revenue Officer at HackerOne, shares how she uses data to build and validate her go-to-market strategy. (Luckily, her tactics work regardless of what you sell.) Plus, you'll hear how she went from sales rep to c-suite. If you want to make moves in your career, this is for you.

Key Takeaways:

06:35 - Hiring people who want to build a company

08:55 - What metrics to use and why it's a continuous learning process

13:37 - Data Breakout - How sales leaders would describe their culture

17:01 - How to position yourself from running inside sales to all of sales

24:58 - Skills salespeople should focus on

26:25 - Micro Action - Focusing on execution

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 Marjorie Janiewicz: https://www.linkedin.com/in/marjorietoucas/

Your reps want to get better. You want to help them. The problem? Coaching has always been impossible to scale. Dana Feldman, Head of Enterprise and Mid-Market Sales at Amazon, and Bryan Tucker, Head of Mid-Market Sales at Gong, discuss all things coaching. From building a coaching culture to measuring the impact of your coaching strategy, learn how to increase revenue and turn mid-performers into top performers.

Key Takeaways:

10:01 - How to build coaching into your company culture

13:33 - Creating a framework for monitoring your coaching strategy

17:23 - Peer coaching - How to learn from one another

23:57 - Coaching top sellers using data

28:26 - Blindspots: Consistency is key

30:35 - Visibility: Where is coaching needed most?

38:55 - How to measure the impact of your coaching strategy

43:30 - Gong's Complete Coaching Suite

45:15 - Dana Feldman on Gong's new Complete Coaching Suite

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 Bryan Tucker: https://www.linkedin.com/in/bryandtucker/

Connect with Dana Feldman: https://www.linkedin.com/in/danafeldman/

Ready to bond with your prospects like never before? Jill Rowley spent 20 years in B2B SaaS with stints at Salesforce, Eloqua, and Marketo and is passionate about “knowing thy customer”. Widely-known as customer-centricity, this concept has the power to move the needle forward on mission-critical business metrics. Listen to the episode to learn the power of meeting your buyer where they are.

Key Takeaways:

05:19 - What a customer-focused organization looks like

14:41 - How being customer minded can give you an advantage

17:36 - Data Breakout: Providing relevant content and insights

18:56 - Social selling vs social networks

22:30 - Advice to sales leaders who want them and their team to be customer-focused

30:09 - Micro-action: How are you and your reps using social networks?

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 Jill Rowley: https://www.linkedin.com/in/jillrowley/

What's your company’s reason for being? Sam Myers, Managing Director at Rational 360, has a diverse background ranging from politics to business development to the agency world. The common factor he believes top organizations share? Purpose. In this episode, Sam shares why organizations don’t have to choose between profit and purpose — and why taking a stand benefits both your customers and employees.

Key Takeaways:

08:42 - What it means to be purpose driven

14:21 - Where does the purpose come from

19:26 - Data Breakout: Inclusive and diverse hiring practices

20:47 - Encouraging purpose driven behavior

28:08 - The responsibility of a sales team to advocate for purpose driven behavior

33:29 - Micro-Action: Take a look at the diversity on your own 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 Sam Myers: https://www.linkedin.com/in/sammyersjr/