Reveal: The Revenue AI Podcast by Gong

What does a stellar RevOps + Sales partnership look like?

Well, from the RevOps perspective, RevOps should be like the “hidden DJ of a company,” as Rob Blomquist, VP of Revenue Operations at Cyncly, would call it - remixing strategies, removing friction, and pumping up the revenue beat to make customers groove to the rhythm of success. 

This one is going to be a hit for every sales or RevOps leader who wants to work better, together. Here are the key things you’ll learn in this episode:

1. How to understand your audience and tailor your pitch to their needs and pain points.
2. Using data and evidence to build credibility and support your claims.
3. The art of asking effective questions to uncover prospect's needs and objections, and addressing them in your pitch.

In this episode of Reveal: The Revenue Intelligence Podcast, host Danny Wasserman teams up with industry expert Rob Blomquist, VP of Revenue Operations at Cyncly, to uncover the secrets behind shaping corporate strategy. From Rob's impressive background at LinkedIn and as a strategy consultant, to his invaluable insights on RevOps and scaling up at Cyncly, this power-packed episode is a must-listen for anyone in sales, marketing, or revenue operations. Tune in and unlock the keys to optimizing efficiency, exceeding quotas, and creating an exceptional customer experience. Don't miss out on this dynamic duo's discussion that will leave you inspired and armed with the tools to run your revenue like a pro.

Resources: Think RevOps

Just like everything else, sales is constantly evolving. If we want to continue to grow, we need to know what the hell ops should actually be doing.

James Underhill, the Senior Director of Sales Operations and Strategy at MongoDB, has cracked the code - sharing his secrets to sales team effectiveness.

In this episode, James shares valuable insights and experiences throughout the episode, shedding light on the evolving nature of sales roles and the misconceptions surrounding technical knowledge. We learn that sales is about identifying business pains and providing technical solutions, rather than solely solving technical problems. James also emphasizes the qualities that make successful sales representatives, such as perseverance, skill in identifying business pains, and the ability to ask uncomfortable questions. 

Resources: Mckinsey & Company

We all know how much of an impact technology has on all areas of business. Focusing on sales, utilizing tech can be the breaking point for closing the deal, identifying pain points, and more.

In this episode, Mallory Lee, the VP of Operations at Nylas, explores how pain points differ at different levels of an organization and how saving time is a compelling message for individual contributors, while executives are more concerned with holistic business solutions. She discusses the significance of integration and personalization in prospecting emails and the fine line between highlighting problems and being overbearing while sharing her insights on revenue operations and the importance of finding the right painkiller product that makes a significant difference. 

Resources: Hubspot

Successful salespeople are those who are genuinely passionate about the solutions they are selling and truly believe in the value it brings to customers.  It is not just about making a sale, but about understanding the customer's needs and genuinely wanting to provide a solution that will benefit them. 

On this episode of Reveal: The Revenue Intelligence Podcast, our guest, Dan Storey, shares his journey from being introduced to mindset techniques through a CD, to applying those techniques in his work as a fitness professional, and eventually teaching them to salespeople. Dan delves into the concept of neuro linguistic programming (NLP) and how it can decode communication patterns, helping salespeople adapt their communication style to different preferences, while emphasizing the importance of self-awareness, goal setting, situational awareness, sensory acuity in sales, and more. Throughout the episode, Dan provides practical tips and insights to help salespeople succeed. 

Resources: McKinsey

How can customer success in sales be the pivot point for your company? Josh Vitello knows exactly how. 

Josh is a highly accomplished professional serving as the Chief Success Officer at Tableau, a leading data analytics and visualization company, and as a Customer Success & Sales Executive at Salesforce, a global leader in customer relationship management. With a strong focus on customer success, Josh brings extensive expertise in driving strategic growth and fostering strong client relationships. 

In this episode of Reveal: The Revenue Intelligence Podcast, Josh dives into his insights and experiences in operationalizing the customer success function, exploring the anatomy of successful and failing customers, and the commonalities between sales and customer success roles. They also discuss the impact of democratization of the analyst role and Tableau experience in elevating expertise to fill in critical customer engagement and participation spaces. Join us as we explore the maturation of customer success, career advancement opportunities, and the ultimate goal of solving problems through technology.

Resources: Harvard Business Review

Guy Raz is on Reveal. This is not a drill! Guy has hosted some of the most popular business podcasts including “How I Build This” of all time. But today? Danny and Corrina get the rare opportunity to turn the mic on him. 

In his 500+ conversations with the most influential entrepreneurs and leaders of our time, Guy has noticed 3 x-factors that all wildly successful companies have in common.

Kelly Lewis is a force to be reckoned with in the world of sales enablement and revenue growth. With her expertise and passion, she has transformed teams, processes, and strategies, driving remarkable success for organizations across the board. As the Vice President of Revenue Enablement at Highspot, a leading sales enablement platform, Kelly Lewis is responsible for architecting and executing world-class enablement strategies.

On this episode of Reveal: The Revenue Intelligence Podcast, Danny interviews Kelly Lewis, the VP of Revenue Enablement at Highspot who shares her unique background in experiencing 18 different M&A activities. She discusses the lessons she learned and how they influenced her approach to sales and enablement, emphasizing the importance of being a generalist during this time of market recovery. Kelly also touches on the importance of empathy and collaboration between enablement and other teams, sharing insights into Highspot's recent leadership summit for first-time managers and the importance of planning for recovery in order to scale enablement teams and achieve business impact. 

Resources: Training Industry

Bryan Bayless, the Vice President of Go-to-Market Operations at Gong, is a seasoned leader with a deep understanding of sales operations and strategy. With his extensive experience and expertise, Bryan has played a pivotal role in driving the success of Gong and its go-to-market initiatives. He brings a wealth of knowledge in sales operations, sales enablement, and analytics to his role. He leverages data-driven insights to identify areas for improvement, streamline workflows, and enable the sales team to deliver exceptional performance.

In this episode, Bryan discusses his approach to RevOps and how his focus on serving sellers and customers has been key to success. He stresses the importance of simplicity in processes and how to avoid internal complexity, while keeping the focus on the customer while emphasizing the importance of having a growth mindset, being gritty, and being in the know… all factors are the basis for awards at Gong and are key to building a great ops team. 

Resources: Wall Street Journal

From the basketball court to the sales workforce, it all boils down to fundamentals and managing the complexity you’re faced with.

Scott Gibbs, former basketball coach for Drew University and now the Senior Vice President of Global Enterprise, has experienced a huge amount of change in his career. But through it all, he managed to deal with the complexity and acquisitions he was faced with.

In this episode of Reveal: The Revenue Intelligence Podcast, Scott shares his non-negotiable, fundamental ‘coach G’ rules of sales fundamentals that has kept him balanced throughout the volatility he faced in the workforce. 

Resources: Sales Performance Management

Catherine Mangungu is the fearless, female start-up entrepreneur who founded Think RevOps - a leading revenue operations consultancy in the Tech & SaaS space with a mission to empower businesses to create the most impact in their customer journey and achieve repeatability, predictability and growth. She has been recognised as one of the UK top 100 female entrepreneurs by the Telegraph and Natwest and is also an advocate for empowering women in business and often mentors female founders as well as women interested in pursuing a career in RevOps.

In this episode, Catherine discusses the importance of Rev Ops, creating measurable business objectives and developing key KPIs to measure success, and the significance of centralizing data, seeking new skill sets, and always striving to improve.

Resources: McKinsey & Company