Reveal: The Revenue AI Podcast by Gong

Are you a revenue leader wanting to learn how to mix human connection with technology?

Many are doing it, but few are successful. 

Kyle Asay, an accomplished revenue leader, and RVP at MongoDB, joins the show to discuss the value of the human element in sales interactions and why AI shouldn’t be added to everything. 

Even though AI can quickly produce results and get you further faster, the primary basis for building relationships is by getting personal, by being human. In this conversation, Kyle touches on the delicate balance between technology and human connection, and you’ll learn why understanding and leveraging the emotional elements of sales conversations can be the key differentiator in closing deals successfully. 

Resource: Salesforce State of the Connected Customer Report 2022

Have you ever heard of trenches within a startup? Maybe you’re in the midst of them currently. 

Either way, in this episode, we dive into the dynamic world of startups, growth, and the intriguing synergy between sales and marketing.

We’ll discuss the bonds that form during the scrappy startup grind and how these connections can shape your journey and lead to remarkable insights.

Our guest, Adam Aarons, Chief Revenue Officer at Drata, spills the secrets of successful sales and marketing collaboration within the startup world. 

Because in the trenches of startups, where growth and innovation collide, it's the collaboration and connections between sales and marketing that lead to success.

To hear more from Adam, tune in to this week's episode.

Resource: FounderJar

What if you aren’t using the right kind of selling? The type of selling that will lead you to a deal valued at $5 billion or more? We’re talking mega deals. 

Jamal Reimer, Founder of Enterprise Sellers, has finessed the ‘right’ kind of selling through dogged research, perseverance, and a lot of grit. And guess what? He shares all of his tactical strategies in this episode.

Click play to hear the exact strategies that propelled him to the forefront of the industry with a staggering $160 million in ARR. 

Get a free copy of Jamal’s book: bit.ly/MDSfreebook

Click here to check out Jamal’s coaching program: megadealsecrets.com

Resource: McKinsey

Let’s face it. There are a lot of myths and misconceptions about the importance of pre-sales. Do we need it, or do we not? Is it important, or is it insignificant?

What if we told you that companies with solid pre-sales capabilities consistently achieve 40-50% win rates in new business and 80-90% in renewal business?

So, what's the secret to a solid pre-sales process? 

Our guest, Adam Freeman, Buyer Enablement Director at The Access Group, explores the misguided beliefs around pre-sales. Through the conversation, he reveals how pre-sales can be the deciding factor in turning indecisive prospects into enthusiastic customers. Additionally, Adam explores how he finessed the pre-sales process at The Access Group and how it led the company to success.

Resources: LinkedIn

What happens when executive leadership and operational teams work together harmoniously? How can a successful duet between these two important roles drive business growth?

Well, it creates a dynamic and efficient working environment. Collaboration and communication become seamless, resulting in increased productivity, effectiveness, and ultimately, business growth.

In this episode, Richard De Veer and Imad Qutob, from Just Eat Takeaway, join us as we explore their journey of bringing Just Eat Takeaway to businesses in Europe, while uncovering the secrets to their thriving partnership. We’ll hear how they navigate the complexities of B2B sales, the importance of perseverance in the face of challenges, and the power of constructive feedback in driving innovation. Let’s dive in.

Resources: The Center For Sales Strategy

How do you navigate the challenges of growth and evolution while maintaining alignment within an organization? What strategies need to be implemented to overcome alignment issues and ensure that teams are working towards the same objectives?

All of these can be answered through the power of effective leadership.

In this episode of Reveal: The Revenue Intelligence Podcast, we had the pleasure of welcoming Kevin Yuann, Chief Business Officer of NerdWallet, to the show. Kevin brings nearly a decade of experience leading the company through various phases, including its IPO. In this episode, Kevin shares his wisdom on the importance of delegation as a leader, the power of letting people take charge of their own decisions as a learning curve, how to build a durable business through leadership, effective decision-making, and more. 

Resources: Consumer Content Report

It’s no surprise… The advent of AI has sparked a rapid pace of innovation and businesses are leveraging this technology to solve their most pressing challenges and goals.

But what if we told you that it’s not just the AI technology itself that is leading to growth? Plot twist: It's about taking a customer-centric approach and focusing on the business need.

In this episode of Reveal: The Revenue Intelligence Podcast, Craig Hanson, the Senior Director of Go-to-Market Strategy Enablement at Gong, shares his wealth of knowledge and experience in M&A, venture capital, and tech entrepreneurship. He discusses why adapting and optimizing the revenue organization is crucial in a changing market environment for sales organizations, why consolidation is key for business growth, and how advancements in technology are now helping sales leaders measure efficacy of enablement investments.

Resources: McKinsey

As sales leaders, we all want to strive to tap into the true power and potential of our sales team. Why? To build better relationships and drive results. 

But what are the secrets to effectively coaching a sales team? Sarah Bedwell knows them all and wants to share them specifically with you. Here are the key things you’ll learn in this episode:

1. Why coaching is a crucial tool for sales leaders to improve sales performance.
2. The importance of prioritizing coaching activities.
3. The need for a strategic and effective go-to-market strategy.

In this episode of Reveal: The Revenue Intelligence Podcast, Sarah Bedwell, Founder of Sarah Bedwell LLC, shares why sales leaders should make time for coaching activities and prioritize sales performance improvement, the importance of understanding the difference between coaching, teaching, and directing, and why you should focus on go-to-market strategy and sequencing.

Resources: LinkedIn

What the hell does revenue intelligence mean and why should we give a damn about it?  

Well, Reveal is due for a new era…

An era of doubling down on revenue intelligence - diving into the nitty gritty of what it is and how to use it to your advantage.

As we embark on this journey, we’re going to cover what the hell revenue intelligence actually means and why you should, and need to, give a damn about it. And we're dedicated to providing you with novel, creative content that inspires you to optimize, reimagine your approach to business, and make your job even easier.

So fasten your seatbelts and get ready for a podcast journey that explores the cutting edge of revenue intelligence and brings diverse perspectives to the table. Let's get this train moving.

In this week's episode, we're coming to you from our latest Celebrate Session, featuring Dan Morgese, Sr. Manager of Thought Leadership at Gong. Dan walks us though the latest Gong Labs data that unlocks the reality of how to make your team’s activity as impactful as possible. He also reveals data around how context, prioritization, and automation can help your team win more deals.