Reveal: The Revenue AI Podcast by Gong

Chris Voss, negotiation master and best selling author of Never Split the Difference, dives deep into negotiation skills required for sales today. Topics discussed emotional intelligence, how to practice negotiating, and even how to hone your late-night radio voice just like Chris Voss.

Key Takeaways:

12:23 - Women Possess Natural Skills for Negotiation

13:38 - This Week's Data Breakout

22:02 - Yes Isn't Necessarily Success

27:50 - Demonstrating Understanding of the Other Side's Position

43:18 - Chris Helps Us Overcome Difficult Scenarios

51:25 - 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 Chris Voss: https://www.linkedin.com/in/christophervoss/

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.

Sales leaders are leaning on data to bridge the distance between them and their teams as we settle into remote selling. Dusty Bailey, Director Of Virtual Sales New Business West at Paychex, shares how he uses data to lead from the front, his formula for keeping a highly engaged and energized team culture, plus how you can allocate your time to consistently coach and elevate your team.

Key Takeaways:

12:36 - How Dusty Learned to Lead

22:07 - What to Focus on When New Reps Join the Team

23:40 - Patience is Key

28:39 - This Week's Data Break Out

33:46 - Consistent Commitment to the Process

39:58 - 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 Dusty Bailey: https://www.linkedin.com/in/dusty-bailey-90281962/

Have you ever been at a company that went from $0 to $60M ARR? Joubin Mirzadegan, Go To Market Partner at Kleiner Perkins shares how to design a winning culture by recognizing, empowering, and promoting from the bottom up. You'll learn why hiring great people and being prepared for change management is essential while climbing the ARR ladder.

Key Takeaways:

05:28 - Identify with the Voice of the Customer

13:33 - Innovate and Deliver to Drive Value

18:30 - This Week's Data Breakout

21:06 - Culture Ebbing Up

32:33 - Sales in One Word

34:17 - 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 Joubin Mirzadegan: https://www.linkedin.com/in/joubin-mirzadegan-66186854/

Sales excellence today relies on data. That’s why we asked Frank Cespedes, Senior Lecturer at Harvard Business school and the author of Sales Management That Works, to join Reveal. His newest research outlines how you can improve your sales model by focusing on facts instead of assumptions. You’ll also hear tips for better hiring, myths regarding sales, and ideas for evolving your sales model for today’s market.

Key Takeaways:

06:12 - What Inspired Frank to Write His Book

11:47 - Unexamined Assumptions with Sales

13:43 - Data Break Out

15:34 - The Buyer is the Most Important Thing

17:02 - Buy As You Operate Now

22:06 - The Domino Effect

26:45 - What Do We Need to Measure?

32:56 - Hire For the Task

35:42 - Frank's Advice About Hiring

41:34 - 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 Frank Cespedes: https://www.linkedin.com/in/frankcespedes/

Spotify is a leading music and podcast streaming service. This might be obvious because well, where are you listening to this podcast from? This week, Brian Berner, Spotify's Head of North America's Advertising Sales, discusses cultivating talent through training and creating consistency at scale. You'll listen to him go over his five step framework, Spotifive, a personalized onboarding people to go to market. The teachings include insights into intention, informed discovery, and a few other steps Brian thoroughly explains in today's show.

Key Takeaways:

11:41 - What Consumers Want

14:32 - The Challenge of Hypergrowth

16:08 - Tracking Mistakes or Make Goods

17:30 - Metrics Can Help Predict Future Success

22:22 - Spotifive Framework

28:15 - Insights to Solutions

30:44 - All True Leaders

33:57 - Make-up of a Strong Leader

37:51 - 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 Brian Berner: https://www.linkedin.com/in/brianberner/

Whether we like to admit it or not, most of us don't like change. We don't always like leaving our comfort zone because change can be scary, intimidating, and confusing. Barb McAteer, the Global Head of Sales Coaching & Enablement at Akamai Technologies, is with us this week to share how change within a company or organization, can be done in a less fearful fashion. You'll learn how authenticity in leadership is beneficial to the process, and how clarity, communication, and honesty help fuel a successful change management project.

Key Takeaways:

05:08 - Sales Organizations Inside Akamai

06:42 - Being Your Authentic Self as a Leader

08:59 - Defining Change Management

13:20 - Providing the "How?"

16:38 - Alignment During Change Management

19:53 - A Clear Vision

29:10 - Evolve Your Metrics

34:35 - 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 Barb McAteer: https://www.linkedin.com/in/barbmcateer/

This week on the Reveal podcast, Timea Bara, Head of Sales Enablement at Nextdoor, makes a business case for learning. After spending years in sales management, Timea shares her passion for personal development, and offers insights about why learning is important in the sales field, how to build it into your company culture, and when to devote time to learning. Join us this week, and get a few tips for developing good habits that ensure your personal development is on track. You never know, you might...learn something.

We've all heard of companies having "core values," but, how do you make sure that they don't become just words on a wall? This week, Kelly Wright, seasoned board director and former EVP of sales at Tableau, discusses the power of staying true to your company's core mission statement. From hiring the right candidates to achieving long term goals, learn how developing a mission-centered culture can chart a company's path to success.

How many of us ignore salesy, impersonal emails, and unprepared cold calls—only to turn around and use the same approach with our own prospects? If it doesn’t work on us, why do we think it will work on them? David Priemer, Founder and Chief Sales Scientist at Cerebral Selling, shares how to sell the way you buy. You’ll learn how to take the buyer’s perspective, build trust more quickly, and sell in a way that aligns with what really drives people to action.