Reveal: The Revenue Intelligence Podcast

Leading with meaning can be difficult in today's business world. But what if we told you that there is a playbook for this?

In this episode of Reveal, host Dana Feldman chats with Hugo Malan, President at Kelly Services, about how the modern workforce's desire for meaningful work reshapes leadership strategies. 

Hugo shares his strategic framework—comprised of five pivotal questions—essential for navigating today's changing market landscape. 

Hugo touches on the vital tools and strategies CROs need to stay ahead, from innovative uses of AI in digital transformation to a practical approach for aligning metrics with business decisions. 

Because at the end of the day, if you’re not leading with meaning, then you’re not leading at all.

Do you have what it takes to scale globally? 

In this episode of Reveal, host Dana Feldman sits down with Amanda Vining, Global Chief Sales and Customer Officer at Corporate Traveler, to discuss leadership in diverse and complex international markets.

Throughout the conversation, Amanda highlights the importance of communication, empathy, and connection. 

She discusses the challenges of managing teams across borders and her strategies for fostering a customer-centric approach, integrating sales and customer success, and achieving revenue goals.

Is your sales team truly set up for success? 

In this episode of Reveal, host Dana Feldman sits down with Paul Santarelli, Chief Sales Officer at PitchBook Data, to discuss his processes for empowering reps and driving real growth.

Throughout the conversation, Paul shares pivotal points in his career journey and how those have informed the way he leads and trains at PitchBook. 

He also discusses the importance of solid processes for frontline managers, practicing proactivity, committing to a habit of hearing, and staying nimble in a fast-paced industry. 

You won’t want to miss it.

The rules of the revenue leadership game have changed - are you keeping up?

It’s a fair question, and—in a field that’s evolving daily—flexibility is your friend. 

In this episode of Reveal, host Dana Feldman sits down with a friend, colleague, and CRO at Gong Shane Evans,– to discuss top tactics for successfully navigating this new landscape. 

Throughout the conversation, Shane discusses the power of pivoting in real time, why constant curiosity is a must, and the role AI can play in opening up space for deeper connection and redefined growth. He also shares his own framework for maintaining an efficiency mindset and predictions for revenue teams moving forward.

The best sales leaders in the world are revealing their points of view, playbooks, and tried and true tactics...only on Reveal: The Revenue Intelligence Podcast.

Join us each month as host Dana Feldman digs deep into the world of the sales leaders she admires and aspires to be from some of the largest and most prominent organizations. 

Whether you're a CRO or aspiring to be one, these conversations will help you lead teams well, surpass revenue goals, and stay ahead of industry trends.

Looking to boost your win rates?

It’s doable—but leaders can't comprehend or prepare for a deal's components without high-quality data.

And you can’t just rely on your CRM alone.

Our guest, @Udi Ledergor, Chief Evangelist at @Gong and five-time Marketing leader at B2B start-ups, helps us understand that, unlike CRM data, conversation intelligence may identify purchase signals in sales calls and emails at a higher success rate. 

As a result, deal outcomes and win rates can be influenced by using the right type of conversation intelligence.

Listen to this episode to see how first-party consumer data can take your forecasting and overall business to the next level.

Building relationships with experienced sales reps is key to enablement. 

In turn, when reps feel that investment in their role, they will create a more consistent customer journey, leading to more revenue.

How's that for an easy formula to follow?

@Devon McDermott, Head of Enablement at @Dandy and a razzle-dazzle enablement leader with a proven track record enabling colleagues, clients, and partners, sat down with us to share the efficiency of leaders highlighting their reps and serving from the back row themselves.

Devon's insights will improve your strategy, efficiency, and growth, regardless of your enabling experience.

Resources: Forrester & Gartner

All companies want long-term success, but do they know what it takes to actually achieve it?

First, start with leaders who remember their humanity, humility, and kindness.

Next, understand that creativity is key and one-size-fits-all approaches fail. All inbound and outbound sales methods must be tailored.

Our guest on today’s show, @Dan Fougere, Director of @HomesForOurTroops and former Chief Revenue Officer of @Datadog, has perfected both of these steps. He’s here to share his journey and reveal how innovative cultures that yield and foster outcomes will thrive. 

Resources: Boston Consulting Group & Forrester Research 

When you are enthusiastic and receptive to feedback, excellent conversations occur.

And according to @Chris Degnan, Chief Revenue Officer at @Snowflake Computing, conflict in the workplace can be constructive rather than destructive when it's delivered in a respectful, curious way.

Imagine that!

But you don’t have to just imagine it—you can live in that world.

"The Humility Essential for Success: You're part of that rocket ship, but you're not the rocket ship," says Degnan.

He stressed the importance of maintaining humility, regardless of position, which will create an open, feedback-friendly culture. And that’s an environment that will cause people to stick around.

Resources: Harvard Business Review

Are you looking for the perfect marriage between technology and human intuition?

Sales executives who use new methods and technologies in their job procedures will see an increase in efficiency and productivity…

…as long as they don’t overlook the human intuition piece. 

Our guest, @Rajesh Bhattad, Former Head of RevOps Strategy & Solutions at @RevSure AI, shares his take on how to welcome the technology change, introduce AI, and determine how RevOps can use it to its fullest potential—all with an involvement of human touch.

Whether it's generative AI or RevOps, we’ve got to embrace change to grow.

Resources: McKinsey & Company