Gong.io

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.&nbsp; In this episode of Reveal, host Dana Feldman sits down with a friend, colleague, and CRO at Gong <a href="https://www.linkedin.com/in/shanegevans/" rel="noopener noreferrer" target="_blank">Shane Evans</a>,– to discuss top tactics for successfully navigating this new landscape.&nbsp; 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.

Shane Evans

CRO at Gong

Staying flexible in an evolving revenue leadership game with Gong's CRO Shane Evans

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.&nbsp; 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.

Udi Ledergor

Chief Evangelist at Gong

Why revenue forecasting should go beyond your CRM

Building relationships with experienced sales reps is key to enablement.&nbsp; 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: <a href="https://www.forrester.com/blogs/use-science-to-improve-sales-productivity/" rel="noopener noreferrer" target="_blank">Forrester</a> &amp; <a href="https://www.linkedin.com/pulse/chatbots-ai-future-customer-interaction-brainerhub-solutions/?trk=article-ssr-frontend-pulse_more-articles_related-content-card" rel="noopener noreferrer" target="_blank">Gartner</a>

Devon McDermott

Head of Enablement at Dandy

Don’t be a Yes Person—Ask “why” to qualify leads

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.&nbsp; Resources: <a href="https://www.bcg.com/publications/2023/innovation-culture-strategy-that-gets-results" rel="noopener noreferrer" target="_blank">Boston Consulting Group</a> &amp; <a href="https://www.brightspot.com/forrester-consulting-study-2023-search?utm_term=forrester%20research&amp;utm_campaign=SEA-2023-01-Forrester-Study&amp;utm_source=google&amp;utm_medium=cpc&amp;hsa_acc=9194893936&amp;hsa_cam=18528431478&amp;hsa_grp=142329794305&amp;hsa_ad=644084356223&amp;hsa_src=g&amp;hsa_tgt=kwd-297096309799&amp;hsa_kw=forrester%20research&amp;hsa_mt=p&amp;hsa_net=adwords&amp;hsa_ver=3&amp;gad_source=1&amp;gclid=CjwKCAiA1MCrBhAoEiwAC2d64cJ4FR1qeP4CbIVTR9N_ROxWCmcsYdsNAY2Yf2SxW7j-3a-uOTmdgBoCRxkQAvD_BwE" rel="noopener noreferrer" target="_blank">Forrester Research</a>&nbsp;

Dan Fougere

Director of Homes For Our Troops

It’s no one-size-fits-all—tailor each inbound and outbound sales method

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.&nbsp;Listen to this episode for tips on thriving with a healthy balance of data literacy and story fluency. Resources: <a href="https://www.blog.thebrandshopbw.com/brand-storytelling-statistics-and-trends/#:~:text=55%25%20of%20consumers%20are%20more,a%20branded%20social%20media%20video." rel="noopener noreferrer" target="_blank">Marketing Words Blog</a>, <a href="https://userism.agency/articles/brands-increase-sales-through-storytelling#:~:text=A%20case%20study%20supported%20by,as%20an%20effective%20marketing%20tactic." rel="noopener noreferrer" target="_blank">Search Engine Watch</a>, &amp; <a href="https://www.rainsalestraining.com/blog/challenges-of-sales-and-enablement-leaders" rel="noopener noreferrer" target="_blank">RAIN Group, 2020</a>

Amit Bendov

CEO and Co-Founder at Gong.io

Michael Lewis

Financial journalist and publisher

Knowledge is power: it’s time to learn the story behind the numbers

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: <a href="https://hbr.org/2023/06/7-ways-to-make-employees-feel-respected-according-to-research" rel="noopener noreferrer" target="_blank">Harvard Business Review</a>

Chris Degnan

Chief Revenue Officer at Snowflake

How to foster a feedback-friendly company culture

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.&nbsp; Our guest, @Rajesh Bhattad, Former Head of RevOps Strategy &amp; 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: <a href="https://www.mckinsey.com/capabilities/people-and-organizational-performance/our-insights/generative-ai-and-the-future-of-hr" rel="noopener noreferrer" target="_blank">McKinsey &amp; Company</a>

Rajesh Bhattad

Former Head of RevOps Strategy & Solutions at RevSure AI

How to become one with technology and marry it with human capability

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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.Dana Feldman is the VP of Enterprise Sales at Gong, where she’s building and scaling strategic sales. Before joining Gong, Dana led Amazon's Enterprise &amp; Mid-Market Sales team on the Amazon Business side for over three years. Her extensive experience also includes serving as the Head of Enterprise, Sales Solutions (A/NZ) at LinkedIn, and as a Sales Manager for the Financial Services Vertical at Salesforce.Dana's professional passion lies in disruptive technologies and guiding customers to those transformative "aha moments" that showcase the power of great technology in revolutionizing their businesses. She is dedicated to leading high-performing teams and empowering them to exceed customer expectations. Additionally, Dana is an advocate for women in the workplace, actively promoting diversity and inclusion.

Staying flexible in an evolving revenue leadership game with Gong's CRO Shane Evans

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Today's Host

Dana Feldman

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Shane Evans

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