Reveal: The Revenue Intelligence Podcast

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

Interested in taking your sales approach back to the basics? This time-tested recipe is still effective… From his experience in door-to-door sales to building an outbound call center and starting his own consultancy, our guest Jason Bay shares his experience in using these simple, approachable tactics in sales that make the customer feel good and understood. As the founder and CEO of Outbound Squad and the owner of Jason Bay Consulting, he successfully assists sales teams in converting total strangers into paying clients. Selling executives will learn about human stories and how a compelling "why" behind their projects, as Jason's tips, are sure to boost team performance and results. Resources: SAGE Encyclopedia of Communication Research Methods

Interested in finding that sweet spot where data literacy and narrative fluency meet? It's not always a sign of strength to use facts to support a new way of doing things—understanding the story they tell has importance, too. Get ready to feel empowered by the natural human draw to stories and the truth about how data can contradict people's beliefs. Therefore, using facts to promote a new approach isn't always the best option. We had the honor of sitting down with @Michael Lewis, the well-known financial journalist and publisher of many New York Times bestselling books, and @Amit Bendov, CEO and Co-Founder of @Gong.io., who both know that stories help us make sense of the world. They also know that when algorithms and AI join the ring, we will still depend on humans interpreting what data can't. Listen to this episode for tips on thriving with a healthy balance of data literacy and story fluency. Resources: Marketing Words Blog, Search Engine Watch, & RAIN Group, 2020

We’re hearing it from sales reps and even some sales leaders: enough of the juggling act regarding sales tools. Your sales force won't be able to perform at their best if they have to use too many different systems at once. Our guest, Kyle Lacy, CMO of Jellyfish and former SVP of Marketing at Seismic, shares his thoughts on how too many apps and systems can get in the way of rep’s selling. Kyle has extensive expertise in the rapidly expanding software sector, making him an expert at generating results and making an impression that lasts. But even though software offers amazing benefits in terms of efficiency, he challenges us to consider: When your tech stack becomes too complex or top-heavy, what happens? Numerous studies show that a salesperson's output and efficiency suffer when they try to sell too many different things simultaneously. Let’s see how Kyle suggests reps approach this… Resources: Salesforce & McKinsey

Marketing frames the message and story that sales reps receive as they go out into the wild. But also…salespeople must actively engage with the market and produce leads, not only relying on marketing. It’s a both/and situation. We sat down with @Jyllene Miller, President of Jyllene Miller Enterprises and a globally acclaimed two-time Female Executive of the Year award-winner. She shared her thoughts about the close link between selling and advertising and how they can benefit from each other if they trust each other. Additionally, she puts emphasis on the idea that each participant can gain from the other's experiences and insights. The healthier professionals are in mind and body, the better they will show up for each other on the job. Resources: Centers for Disease Control and Prevention

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

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