Gong.io

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: <a href="https://hbr.org/2006/07/what-makes-a-good-salesman" rel="noopener noreferrer" target="_blank">Harvard Business Review</a> &amp; <a href="https://blog.hubspot.com/sales/mood-vs-sales-performance" rel="noopener noreferrer" target="_blank">HubSpot</a>

Mike Esterday

CEO of Integrity Solutions

First comes confidence, then comes revenue goals

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Reveal is for revenue leaders who want to reach their full potential.Every week we interview practitioners, leaders, and experts to explore how they use revenue intelligence – a new way of operating based on data instead of opinions – to win their market.You’ll hear candid stories of success (and failure), learn how to win with a data-first mentality, and get actionable insights you can implement today.Hosted by GTM enablement mastermind, Danny Wasserman.

Reveal: The Revenue Intelligence Podcast

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: &nbsp;<a href="https://www.linkedin.com/business/sales/blog/product-updates/what-is-relationship-explorer-linkedin-sales-navigator-and-how-to-use-it" rel="noopener noreferrer" target="_blank">LinkedIn Sales Navigator</a>

Shari Levitin

CEO & Founder at Shari Levitin Group

A revenue leader's secret weapons: take control of your earnings

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.&nbsp; 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.&nbsp; 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: <a href="https://www.mckinsey.com/~/media/mckinsey/featured%20insights/mckinsey%20global%20surveys/mckinsey-global-surveys-2021-a-year-in-review.pdf" rel="noopener noreferrer" target="_blank">McKinsey &amp; Company</a> &amp; <a href="https://www.newvantage.com/thoughtleadership" rel="noopener noreferrer" target="_blank">NewVantage Partners</a>

Mollie Bodensteiner

Head of Revenue Operations for Sound Agriculture

Why simple data and smart metrics are the winning revenue combo

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.&nbsp; Resource: <a href="https://www.gartner.com/en/articles/gartner-top-10-strategic-predictions-for-2023-and-beyond" rel="noopener noreferrer" target="_blank">Gartner</a>

Sarah Gross (Fricke)

VP Revenue Enablement at Procore Technologies

How to become an active and engaging meeting participant

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.&nbsp; 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.&nbsp; Resource: <a href="https://www.hubspot.com/marketing-statistics" rel="noopener noreferrer" target="_blank">HubSpot</a>, <a href="https://www.forrester.com/blogs/predictions-2022-the-pandemics-wake-drives-automation-trends/" rel="noopener noreferrer" target="_blank">Forrester</a>

Rachel Zweck  

Director of Sales Development at Flexera

Transform your sales with force manipulators AI and automation

Interested in striking that balance between true judgment and data-driven decision-making?&nbsp; 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: <a href="https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/by-the-numbers-what-drives-sales-growth-outperformance" rel="noopener noreferrer" target="_blank">McKinsey</a>, <a href="https://hbr.org/2020/01/when-data-creates-competitive-advantage" rel="noopener noreferrer" target="_blank">Harvard Business Review</a>

Dean Curtis

Chief Executive Officer - LexisNexis Risk Solutions

Why you can’t treat AI as a commodity

Want a recipe to increase your bottom line? Try this:&nbsp; 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.&nbsp; 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.&nbsp; 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.&nbsp; Resource: <a href="https://www.lxahub.com/stories/sales-and-marketing-alignment-stats-and-trends-2023#:~:text=Companies%20with%20%E2%80%9Ctightly%20aligned%E2%80%9D%20departments%20reach%2024%25%20faster,profitability%20when%20sales%20and%20marketing%20teams%20are%20aligned." rel="noopener noreferrer" target="_blank">Hubspot</a>

Recent Episodes

SEASON 1

A revenue leader's secret weapons: take control of your earnings

Why simple data and smart metrics are the winning revenue combo

How to become an active and engaging meeting participant

Transform your sales with force manipulators AI and automation

Why you can’t treat AI as a commodity

The perfect marketing and sales recipe to increase your bottom line

About The Show

Reveal: The Revenue Intelligence Podcast

Danny Wasserman

GTM Enablement