Reveal: The Revenue AI Podcast by Gong

Curious reps uncover prospects’ real problems -- allowing them to close more deals. That’s why Kevin Young, Director of Sales at Metadata.io, is passionate about bringing customer voice to life. He does this by teaching his reps active listening and the power of pausing. In this episode, Kevin reminds us of a simple fact it’s easy to lose sight of: we are all selling to humans. This is the perspective you need to ensure your reps ace their next call.

Key Takeaways:

04:04 - "You Are Your Fiercest Advocate"

09:57 - Strategies to Help Align With the Customers Wants and Needs

12:06 - Data Breakout: Listening to the Customer Voice

21:51 - Leaving Space in Conversations to Actively Listen to Customers

28:14 - The Scientific Method of Sales

32:18 - Micro Action: Listening to the Customer Voice

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 Young: https://www.linkedin.com/in/directorofsales/

Data isn’t just for sales leaders. It’s also for reps. Monica Telles, VP of ZendeskSell, has a history of leading high-performance sales teams at Amazon and Oracle. Her secrets to success? Cross-functional alignment and democratizing data across the organization. With the right tools, you can empower your reps to leave their quotas in the dust.

Key Takeaways:

05:27 - 3 Tips for career trajectory

14:15 - Aligning all aspects of the company before going to market

15:57 - Data Breakout - Is alignment the biggest opportunity to improve your business?

18:58 - New business adoption vs. expansion within an existing customer base

25:57 - Data's role in partner sales and day-to-day decisions

30:15 - Micro Action - New ways to make space for regular and open communication throughout 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 Monica Telles: https://www.linkedin.com/in/monica-telles-9874494/

Deal stuck in limbo? If you’ve ever debated reviving a sale or cutting your losses and walking away, this episode is for you. Bryan Neale, Founder at Blind Zebra and NFL umpire, walks us through the phenomenon he calls “sales purgatory”. We discuss what sales purgatory is, how deals get there, and (most importantly) how to avoid it. This episode is packed with ways to Marie Kondo your pipeline.

Key Takeaways:

07:00 - What sales purgatory is to Bryan Neale

09:26 - How deals get into sales purgatory

14:48 - Data Breakout - Discussing next steps on your first call

18:45 - What you can do when you're stuck in purgatory

20:26 - Questions to ask when figuring out if a deal is in purgatory or not

25:06 - Measuring ambiguity

30:52 - Micro action - Identify opportunities that are stuck

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/

They say, “life is what happens when you’re busy making plans”, but business is no different. As Chief Sales Officer at Compass, Chris Aker understands the need for thorough yet flexible strategies. Change is inevitable and how your company reacts makes all the difference. In this episode, Chris shares how data influences his biggest decisions. And with two IPOs under his belt, you might want to take notes. This inspiring episode will have you planning in no time.

Key Takeaways:

11:31 - Core ideas to focus on when planning

16:41 - Data Breakout: Using data to improve sales planning

19:27 - Ensuring you don't lose sight of the customer throughout the planning period

21:11 - How to prepare a large team of sellers

25:46 - When is it okay to change your plan?

30:01 - Lessons in financial planning

34:28 - Micro Action: Communicating the why of your sales strategy to your 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 Chris Aker: https://www.linkedin.com/in/chrisaker/

Sellers often think they are putting their buyer first. However, only 23% of buyers agree. In this episode, Jonathan Lister, VP of Global Sales at LinkedIn, dives into what buyer-first selling really is and why it’s essential today. You’ll learn how to use buyer-first behavior to build strong relationships that drive value across every stage of the buying process. This new mentality will be a win for you and your buyer.

Key Takeaways:

05:49 - Gong's Celebrate Together is Almost Here

14:41 - How the increase in job postings on LinkedIn has affected Jonathan's business

25:08 - Solving the trust gap between buyers and sellers

26:16 - Data Breakout: Adapting how you sell to the way buyers want to be sold to

27:49 - Examples of what buyers may consider deal killers

32:20 - How to use data to measure how you're putting buyers first

36:44 - Pieces of data that Jonathan leverages which might surprise sales leaders

39:20 - Sales is value

40:47 - Micro action: How can you put your buyers first

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 Jonathan Lister: https://www.linkedin.com/in/jonathanlister/

For many companies, expanding into the European market is not a straightforward transition. Wendy Harris previously led European expansion at CarGurus, Dropbox, and AdRoll, and is now Head of EMEA at Gong. In this episode, Wendy shares what it takes to successfully take on European markets, tackle privacy, and executive buy-in. You'll learn how to scale across segments, and build teams that succeed in new markets. If you’ve ever tried to sell into a new geography, this is one you won’t want to miss.

Key Takeaways:

12:45 - Why it's so hard to break into EMEA

14:51 - How to measure traction in a new geo

16:36 - Data Breakout: Traits that helped companies expand globally

20:44 - Advice on how to influence product roadmap

32:50 - Tactical guidance for organizing rules of engagement

37:00 - Micro action: Questions worth considering when expanding globally

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 Wendy Harris: https://www.linkedin.com/in/wendyharrisirl/

The way you articulate your sales messaging matters. Tim Riester joins the show to discuss how research on decision-making psychology can elevate your customer conversations. Tim, Chief Strategy Officer of Corporate Visions, has studied the neuroscience and cognitive psychology behind how people make choices. In this episode, you'll learn how the science behind messages can help you successfully frame your strategies.

Key Takeaways:

06:37 - Tips for A Sales Rep Trying to Empathize with the Customer

08:02 - Data Breakout: Creating Your Value with Powerful Messaging

11:21 - The Way You Approach A Prospect vs. Expanding an Existing Customer

17:57 - Measuring the Impact of Different Messaging Strategies

27:55 - Tim Describes Sales in One Word

28:27 - Micro Action: Rallying Your Sales Teams Around New Initiatives

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 Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/

Your pricing strategy might not feel urgent, but it's the most impactful way to increase revenue overnight. As an operating partner at OpenView, Kyle Poyar specializes in pricing and packaging. He’s responsible for advising executive teams on strategies that drive revenue growth and lead businesses to dominate their markets. In this episode, you'll learn why pricing lays the foundation for growth and how to navigate the challenges that pricing adjustments bring.

Key Takeaways:

11:44 - How to Communicate Price Updates

19:22 - Data-Driven Pricing Strategy to Help Drive Revenue

21:05 - How You Can Involve Sales in Pricing Strategies

27:44 - Should You Make Pricing Visible On Your Website?

36:15 - Pricing is a Judgment on How Much Value You're Creating

38:59 - This Week's Micro-action

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 Kyle Poyar: https://www.linkedin.com/in/kyle-poyar/

Lasting relationships start by adding value. On this episode, we are joined by Mike Small, CEO of Sitel, to discuss how to build meaningful executive relationships that can last. Part of his philosophy is to build rapport with customers by aligning with their mindset. This starts with knowing how to identify the right stakeholders and deeply understanding their business. Get this right and you will have the tools to grow with your customers and continue to drive value along the way. Tune in to learn how you can build more impactful relationships with your customers.

Key Takeaways:

6:02 - Listening and Understanding Your Customers

11:52 - Building Up Mentees to a Better Version Their Mentors

18:23 - Meaningful Exec and Customer Relationships

21:12 - Identifying Innovators and Disruptors to Build a Relationship With

25:12 - 3 Tips for Customer Engagement

27:21 - Data Breakout - Promoting Exec Relationships with Clients and Prospects

35:56 - Salespeople Get Told "No" Often

38:21 - This Week's Micro-Action

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 Mike Small: https://www.linkedin.com/in/mikepsmall/

The time you get with a potential buyer is finite. Kris Wiig, VP of Partnerships at FreeWill, joins us to discuss how you can make the most of every second. After listening to the interview, you’ll be ready to capitalize on your interactions. Kris also lets us in on her go-to frameworks she uses to break down problems and drive urgency. Plus, we pay tribute to the best opening line she's ever heard on a cold call. Fun fact: the questions on this episode came straight from you — our sales community. Start listening now to get answers to your burning questions. Have a question you’d like to submit? Make sure you’re following Gong on LinkedIn.

Key Takeaways:

08:47 - Understanding Where You Are Most Impactful Within the Company

11:24 - Taking a Look at Coin Operated Reps and Renaissance Reps

17:59 - The Misalignment When Selling to the C-Suite

20:13 - Data Breakout - Key Ingredients to Drive a Successful Sales Team

23:23 - Goal Oriented Selling

29:27 - Getting the Extra 30 Seconds When Cold Calling

39:14 - This Week's Micro-Action

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 Kris Wiig: https://www.linkedin.com/in/kriswiig/