Gong.io

Joe Marcin, CRO at Kyriba, reveals a turning point in his career that led him to discover the triangulation of bringing experience, data, and the art of selling together to help him make great business decisions. Early in his career, Joe feared a career in sales meant schmoozing prospects on a golf course. But then he discovered sales was really about processes he could learn, repeat, and scale. Joe breaks down the science of selling and shares stories illustrating how data combined with experience can drive record-setting business outcomes.

“Good selling is about the art; exceptional selling is about the science”. For more than 20 years, I have been privileged to lead Enterprise and Cloud software sales organizations across 6 continents and more than 4 dozen countries. As the CRO of Kyriba, my primary focus is to consistently exceed revenue growth targets while ensuring outstanding customer experiences and delivering positive business outcomes.

Joe Marcin

CRO, Kyriba

REPLAY: Mastering the science of selling

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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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.

REPLAY: Mastering the science of selling

DESCRIPTION

Today's Host

Danny Wasserman

Today's Guests

Joe Marcin

Recent Episodes

REPLAY: Mastering the science of selling

DESCRIPTION

Today's Host

Danny Wasserman

Today's Guests

Joe Marcin

Related Resources

Recent Episodes

Why revenue forecasting should go beyond your CRM

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

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

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

How to foster a feedback-friendly company culture

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