Reveal: The Revenue AI Podcast by Gong

Lou Shipley, investor, lecturer, and previous CEO of Black Duck Security, shares how he used the "farm model" to develop his sales force, plus details sales enablement's role in delivering sales excellence and an effective new hire onboarding experience.

Related article: “The Sales Learning Curve” by Mark Leslie

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

David Katz, VP Global Sales at Tessian, has an interesting take on mentality, specifically a "me" vs "company" mindset, and how it impacts his hiring process. He also shares his advice on how to tell if you're ready for your next chapter in your career, or if you should stay put.

Featured article: “ROI is Dead. Great Sales People Are Doing This Now Instead” by Chris Orlob

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Angelique Slagle, RVP of Sales at SAP, shares how she uses data from preventing her competitors from stealing clients, and why her "straight talk, no BS" coaching style works for her enterprise sales team.

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Josh Allen, CRO at Drift, is all about getting comfortable being uncomfortable. Hear how grit and the ability to overcome adversity is key to his team's success, why he and the Drift sales leaders completed a CrossFit-like workout for a team-building exercise (pun intended).

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Harish Mohan, VP of Global Revenue Operations at Pendo, jumped back into SaaS (and pants) after 10+ years at Netsuite. He joins Reveal and dives into his philosophy for driving revenue with a land and expand model, plus shines a light on how Rev Ops is a change in mentality from the standard sales operations function.

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Marjorie Janiewicz, SVP Global Sales at HackerOne, shares how she uses data to build and iterate her go-to-market strategy, plus what she says is the number one mistake made at annual sales kickoffs (SKO).

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Geoffrey Moore, Tech Advisor and author of "Crossing the Chasm," joins Reveal to explain what crossing the chasm means – and why your strategy depends on knowing where you are in the journey. 

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Lekha Doshi, VP Global Operations at LinkedIn, shares why alignment is the core of LinkedIn's success, plus how it's been critical for scaling their SDR org of 350+ reps.

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Tim Riester, Chief Strategy Officer at Corporate Visions, drops by to share how research on decision-making psychology is more important than your sales messaging.

For more detail on the Corporate Vision research shared during the show, check out their Research Brief - Unconsidered Needs Effect  PDF.

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Scott Leese, previous SVP Sales at Qualia, shares why simplifying your sales messaging is crucial, how to use data to iterate your strategy, and why vulnerability is the missing link for most sales leaders.

Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/