Reveal: The Revenue AI Podcast by Gong

If at first you don’t succeed…audit the heck out of your processes.

Leigh Ann Harris, Senior Vice President, Demand Services, North America Cloud Infrastructure at Oracle, joins Corrina to share her goldmine of insights from her experience leading 500+ outbound BDRs. Also, hear her passionate stance on how data and AI can block out your competition and maximize lead quality.

Resource: https://www.gong.io/blog/sales-artificial-intelligence/**

Making choices that are in the best interest of the buyer rather than the vendor is what a successful sales approach is all about.

That’s how Carole Mahoney, Founder of @Unbound Growth and author of the book Buyer First, has become a ringleader in sales growth. Spending time getting to know a buyer's preferred method of communication, asking insightful questions, and actively listening can go a long way toward establishing rapport and closing sales.

Listen here to learn how doing your homework and taking the time to invest in business relationships really matters.

Resources: LinkedIn & HubSpot

Want to reach a deeper level of customization?

Use a platform like LinkedIn to your advantage by sharing relevant content, sparking discussion, and showcasing individuality.

Our guest, Samantha McKenna, CEO of #samsales Consulting, an award-winning sales leader, and a brand ambassador for LinkedIn, shares her experience on how salespeople can keep up with the competition by utilizing LinkedIn's ever-evolving platform. 

She stresses that your ability to show your prospects and ICPs that you actually understand them is closely correlated with your level of hospitality and personalization. And that the most effective method is to talk about what you're thinking.

Resources: McKinsey & Company & Resultist Consulting

Entering sales with a negative mindset puts you behind.

That’s why @Mike Esterday, CEO at @Integrity Solutions and co-author of Listen to Sell, focuses on attitude and how it affects salespeople's confidence, resilience, and self-assurance.

Listen to gain the tools, strategies, and mindset to improve your self-confidence as a way to hit sales goals. Whether you're a seasoned revenue leader or an emerging sales professional, reminders about what a healthy dose of positive outlook can do to your business success are always valuable.

Resource: Harvard Business Review & HubSpot

Re-humanizing the sales process to increase win rates IS possible.

You’ve got to stand out and differentiate your offerings personally because it's hard for your clients to determine your products on their own.

Shari Levitin, CEO of The Shari Levitin Group, author of Heart and Sell, and a LinkedIn Top Voice among the top 50 Keynote Speakers in Sales, discusses the four pillars of sales training and coaching and how to re-humanize the sales process for success.

You’ll learn the importance of personalization, and how continuous sales training for your reps will help them achieve their sales goals. Listen to this episode to learn how education, entertainment, facilitation, and coaching will transform reps and how you should run your company.

Resources:  LinkedIn Sales Navigator

Raise your hand if you’re into the idea of boosting your bottom line through good data.

Standardized data you can gather because of the strong process you created first. 

If so, buckle up because our guest today, Mollie Bodensteiner, Head of Revenue Operations for Sound Agriculture, has a demonstrated history of leveraging data to produce results. In this episode, she’ll walk you through how to transform your organization by following the right sales process order and using the valuable insights that come from it. 

A part of this approach is focused on Sales Performance Incentive Fun (SPIFF) and how you can use it to honor reps for their good behavior, not simply their job duties. Listen in to learn how this reframe can enhance collaboration, drive performance, and achieve your revenue goals.

Resources: McKinsey & Company & NewVantage Partners

Do you want to know how to run effective meetings?

The kind where there is less passivity and more team participation.

Where a culture of open communication is created and nourished.

Sarah Gross (Fricke), Procore Technologies VP of Revenue Enablement, joins the show to discuss the importance of teamwork and open communication between enablement and operations.

The comfort of participation is built when human connections are made. Learn how the partnership of enablement and operations can drive your organization’s success, how asking about family vacations builds relationships, and much more.

Tune into this episode to learn the secrets of successful meetings and fostering open communication in your revenue teams. 

Resource: Gartner

Looking for the perfect formula to streamline and automate your efforts to increase sales?

Well then, get ready because Rachel Zweck will challenge your assumptions about inside sales. A seasoned revenue leader with over 20 years of experience, she’s on a mission to show that sales executives should consider fully committing to an inside sales strategy and leverage AI and automation. 

You'll discover the power of virtual selling, among other sales efficiency tips, as Danny Wasserman sits down with her on this week’s episode of Reveal. 

Resource: HubSpot, Forrester

Interested in striking that balance between true judgment and data-driven decision-making? 

Is the key to success combining data with a healthy dose of intuition?

Let’s just see.

Get ready to be empowered and inspired with our latest episode of Reveal with Dean Curtis, an expert in responsible AI principles and revenue optimization.

Dean covers it all: the important role of responsible AI principals and the significance of balancing opportunities and risks associated with AI while urging revenue leaders to take a proactive stance. Dean also has insight into the inner workings of human decision-making and the emotional components involved, debunking the notion of the assumption of perfect logic. You don’t want to miss out on this engaging and enlightening conversation that will empower you to make data-driven decisions, challenge assumptions, and embrace authenticity in your revenue strategies.

Resource: McKinsey, Harvard Business Review

Want a recipe to increase your bottom line? Try this: 

Uncover the juicy connection between marketing and sales teams, devise killer strategies to put customers first, build trust, and bridge the gap between these necessary departments. 

Our guest, Francisco Bram, Vice-President of Marketing at Albertsons Companies, shares his experience leading marketing teams at Siemens and Uber. He offers practical advice on overcoming the common finger-pointing dynamic between marketing and sales. 

You’ll learn the importance of customer-centric marketing and hear real-world examples of B2B to B2C marketing success. Listen to this episode for practical advice to revamp your revenue plans and foster a fruitful partnership between marketing and sales. 

Resource: Hubspot