What skills make an exceptional CRO?In this episode of Reveal, host Dana Feldman sits down with Rob Rosenthal, Chief Revenue Officer at Udemy, to uncover the core skills and responsibilities expected of a great CRO. With a proven track record at companies like Adobe, SAP, and Bloomreach, Rob brings a wealth of knowledge to the table.Throughout the conversation, Rob shares his insights on staying customer-focused, building strong cross-functional alignment, and learning consistently throughout your career. Mastering these skills is essential for anyone striving to become a top-tier CRO.

Great leaders serve their teams, not the other way around.In this episode of Reveal, host Dana Feldman chats with Adam Carr, Head of Global Sales at Miro. Adam shares his journey from a solopreneur to leading a global sales team of over 300 people across 12 offices.Drawing from his own experience, Adam discusses how to effectively lead teams by building trust and encouraging a culture of experimentation. He also offers advice on advancing your career by making intentional moves that make you a well-rounded leader. At its core, leadership is about elevating others and driving results with purpose.

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

Interested in taking your sales approach back to the basics?This time-tested recipe is still effective…Don’t overcomplicate thingsWeave storytelling into your sales strategyFully understand the “why” behind your products and servicesFrom 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

Have you ever heard of trenches within a startup? Maybe you’re in the midst of them currently. Either way, in this episode, we dive into the dynamic world of startups, growth, and the intriguing synergy between sales and marketing.We’ll discuss the bonds that form during the scrappy startup grind and how these connections can shape your journey and lead to remarkable insights.Our guest, Adam Aarons, Chief Revenue Officer at Drata, spills the secrets of successful sales and marketing collaboration within the startup world. Because in the trenches of startups, where growth and innovation collide, it's the collaboration and connections between sales and marketing that lead to success.To hear more from Adam, tune in to this week's episode.Resource: FounderJar

What if you aren’t using the right kind of selling? The type of selling that will lead you to a deal valued at $5 billion or more? We’re talking mega deals. Jamal Reimer, Founder of Enterprise Sellers, has finessed the ‘right’ kind of selling through dogged research, perseverance, and a lot of grit. And guess what? He shares all of his tactical strategies in this episode.Click play to hear the exact strategies that propelled him to the forefront of the industry with a staggering $160 million in ARR. Get a free copy of Jamal’s book: bit.ly/MDSfreebookClick here to check out Jamal’s coaching program: megadealsecrets.comResource: McKinsey

Let’s face it. There are a lot of myths and misconceptions about the importance of pre-sales. Do we need it, or do we not? Is it important, or is it insignificant?What if we told you that companies with solid pre-sales capabilities consistently achieve 40-50% win rates in new business and 80-90% in renewal business?So, what's the secret to a solid pre-sales process? Our guest, Adam Freeman, Buyer Enablement Director at The Access Group, explores the misguided beliefs around pre-sales. Through the conversation, he reveals how pre-sales can be the deciding factor in turning indecisive prospects into enthusiastic customers. Additionally, Adam explores how he finessed the pre-sales process at The Access Group and how it led the company to success.Resources: LinkedIn

What happens when executive leadership and operational teams work together harmoniously? How can a successful duet between these two important roles drive business growth?Well, it creates a dynamic and efficient working environment. Collaboration and communication become seamless, resulting in increased productivity, effectiveness, and ultimately, business growth.In this episode, Richard De Veer and Imad Qutob, from Just Eat Takeaway, join us as we explore their journey of bringing Just Eat Takeaway to businesses in Europe, while uncovering the secrets to their thriving partnership. We’ll hear how they navigate the complexities of B2B sales, the importance of perseverance in the face of challenges, and the power of constructive feedback in driving innovation. Let’s dive in.Resources: The Center For Sales Strategy

How do you navigate the challenges of growth and evolution while maintaining alignment within an organization? What strategies need to be implemented to overcome alignment issues and ensure that teams are working towards the same objectives?All of these can be answered through the power of effective leadership.In this episode of Reveal: The Revenue Intelligence Podcast, we had the pleasure of welcoming Kevin Yuann, Chief Business Officer of NerdWallet, to the show. Kevin brings nearly a decade of experience leading the company through various phases, including its IPO. In this episode, Kevin shares his wisdom on the importance of delegation as a leader, the power of letting people take charge of their own decisions as a learning curve, how to build a durable business through leadership, effective decision-making, and more. Resources: Consumer Content Report

It’s no surprise… The advent of AI has sparked a rapid pace of innovation and businesses are leveraging this technology to solve their most pressing challenges and goals.But what if we told you that it’s not just the AI technology itself that is leading to growth? Plot twist: It's about taking a customer-centric approach and focusing on the business need.In this episode of Reveal: The Revenue Intelligence Podcast, Craig Hanson, the Senior Director of Go-to-Market Strategy Enablement at Gong, shares his wealth of knowledge and experience in M&A, venture capital, and tech entrepreneurship. He discusses why adapting and optimizing the revenue organization is crucial in a changing market environment for sales organizations, why consolidation is key for business growth, and how advancements in technology are now helping sales leaders measure efficacy of enablement investments.Resources: McKinsey

As sales leaders, we all want to strive to tap into the true power and potential of our sales team. Why? To build better relationships and drive results. But what are the secrets to effectively coaching a sales team? Sarah Bedwell knows them all and wants to share them specifically with you. Here are the key things you’ll learn in this episode:Why coaching is a crucial tool for sales leaders to improve sales performance.The importance of prioritizing coaching activities.The need for a strategic and effective go-to-market strategy.In this episode of Reveal: The Revenue Intelligence Podcast, Sarah Bedwell, Founder of Sarah Bedwell LLC, shares why sales leaders should make time for coaching activities and prioritize sales performance improvement, the importance of understanding the difference between coaching, teaching, and directing, and why you should focus on go-to-market strategy and sequencing.Resources: LinkedIn

What the hell does revenue intelligence mean and why should we give a damn about it?  Well, Reveal is due for a new era…An era of doubling down on revenue intelligence - diving into the nitty gritty of what it is and how to use it to your advantage.As we embark on this journey, we’re going to cover what the hell revenue intelligence actually means and why you should, and need to, give a damn about it. And we're dedicated to providing you with novel, creative content that inspires you to optimize, reimagine your approach to business, and make your job even easier.So fasten your seatbelts and get ready for a podcast journey that explores the cutting edge of revenue intelligence and brings diverse perspectives to the table. Let's get this train moving.

In this week's episode, we're coming to you from our latest Celebrate Session, featuring Dan Morgese, Sr. Manager of Thought Leadership at Gong. Dan walks us though the latest Gong Labs data that unlocks the reality of how to make your team’s activity as impactful as possible. He also reveals data around how context, prioritization, and automation can help your team win more deals.

What does a stellar RevOps + Sales partnership look like?Well, from the RevOps perspective, RevOps should be like the “hidden DJ of a company,” as Rob Blomquist, VP of Revenue Operations at Cyncly, would call it - remixing strategies, removing friction, and pumping up the revenue beat to make customers groove to the rhythm of success. This one is going to be a hit for every sales or RevOps leader who wants to work better, together. Here are the key things you’ll learn in this episode:How to understand your audience and tailor your pitch to their needs and pain points.Using data and evidence to build credibility and support your claims.The art of asking effective questions to uncover prospect's needs and objections, and addressing them in your pitch.In this episode of Reveal: The Revenue Intelligence Podcast, host Danny Wasserman teams up with industry expert Rob Blomquist, VP of Revenue Operations at Cyncly, to uncover the secrets behind shaping corporate strategy. From Rob's impressive background at LinkedIn and as a strategy consultant, to his invaluable insights on RevOps and scaling up at Cyncly, this power-packed episode is a must-listen for anyone in sales, marketing, or revenue operations. Tune in and unlock the keys to optimizing efficiency, exceeding quotas, and creating an exceptional customer experience. Don't miss out on this dynamic duo's discussion that will leave you inspired and armed with the tools to run your revenue like a pro.Resources: Think RevOps

Just like everything else, sales is constantly evolving. If we want to continue to grow, we need to know what the hell ops should actually be doing.James Underhill, the Senior Director of Sales Operations and Strategy at MongoDB, has cracked the code - sharing his secrets to sales team effectiveness.In this episode, James shares valuable insights and experiences throughout the episode, shedding light on the evolving nature of sales roles and the misconceptions surrounding technical knowledge. We learn that sales is about identifying business pains and providing technical solutions, rather than solely solving technical problems. James also emphasizes the qualities that make successful sales representatives, such as perseverance, skill in identifying business pains, and the ability to ask uncomfortable questions. Resources: Mckinsey & Company

We all know how much of an impact technology has on all areas of business. Focusing on sales, utilizing tech can be the breaking point for closing the deal, identifying pain points, and more.In this episode, Mallory Lee, the VP of Operations at Nylas, explores how pain points differ at different levels of an organization and how saving time is a compelling message for individual contributors, while executives are more concerned with holistic business solutions. She discusses the significance of integration and personalization in prospecting emails and the fine line between highlighting problems and being overbearing while sharing her insights on revenue operations and the importance of finding the right painkiller product that makes a significant difference. Resources: Hubspot

Successful salespeople are those who are genuinely passionate about the solutions they are selling and truly believe in the value it brings to customers.  It is not just about making a sale, but about understanding the customer's needs and genuinely wanting to provide a solution that will benefit them. On this episode of Reveal: The Revenue Intelligence Podcast, our guest, Dan Storey, shares his journey from being introduced to mindset techniques through a CD, to applying those techniques in his work as a fitness professional, and eventually teaching them to salespeople. Dan delves into the concept of neuro linguistic programming (NLP) and how it can decode communication patterns, helping salespeople adapt their communication style to different preferences, while emphasizing the importance of self-awareness, goal setting, situational awareness, sensory acuity in sales, and more. Throughout the episode, Dan provides practical tips and insights to help salespeople succeed. Resources: McKinsey

How can customer success in sales be the pivot point for your company? Josh Vitello knows exactly how. Josh is a highly accomplished professional serving as the Chief Success Officer at Tableau, a leading data analytics and visualization company, and as a Customer Success & Sales Executive at Salesforce, a global leader in customer relationship management. With a strong focus on customer success, Josh brings extensive expertise in driving strategic growth and fostering strong client relationships. In this episode of Reveal: The Revenue Intelligence Podcast, Josh dives into his insights and experiences in operationalizing the customer success function, exploring the anatomy of successful and failing customers, and the commonalities between sales and customer success roles. They also discuss the impact of democratization of the analyst role and Tableau experience in elevating expertise to fill in critical customer engagement and participation spaces. Join us as we explore the maturation of customer success, career advancement opportunities, and the ultimate goal of solving problems through technology.Resources: Harvard Business Review

Guy Raz is on Reveal. This is not a drill! Guy has hosted some of the most popular business podcasts including “How I Build This” of all time. But today? Danny and Corrina get the rare opportunity to turn the mic on him. In his 500+ conversations with the most influential entrepreneurs and leaders of our time, Guy has noticed 3 x-factors that all wildly successful companies have in common.

Kelly Lewis is a force to be reckoned with in the world of sales enablement and revenue growth. With her expertise and passion, she has transformed teams, processes, and strategies, driving remarkable success for organizations across the board. As the Vice President of Revenue Enablement at Highspot, a leading sales enablement platform, Kelly Lewis is responsible for architecting and executing world-class enablement strategies.On this episode of Reveal: The Revenue Intelligence Podcast, Danny interviews Kelly Lewis, the VP of Revenue Enablement at Highspot who shares her unique background in experiencing 18 different M&A activities. She discusses the lessons she learned and how they influenced her approach to sales and enablement, emphasizing the importance of being a generalist during this time of market recovery. Kelly also touches on the importance of empathy and collaboration between enablement and other teams, sharing insights into Highspot's recent leadership summit for first-time managers and the importance of planning for recovery in order to scale enablement teams and achieve business impact. Resources: Training Industry

Bryan Bayless, the Vice President of Go-to-Market Operations at Gong, is a seasoned leader with a deep understanding of sales operations and strategy. With his extensive experience and expertise, Bryan has played a pivotal role in driving the success of Gong and its go-to-market initiatives. He brings a wealth of knowledge in sales operations, sales enablement, and analytics to his role. He leverages data-driven insights to identify areas for improvement, streamline workflows, and enable the sales team to deliver exceptional performance.In this episode, Bryan discusses his approach to RevOps and how his focus on serving sellers and customers has been key to success. He stresses the importance of simplicity in processes and how to avoid internal complexity, while keeping the focus on the customer while emphasizing the importance of having a growth mindset, being gritty, and being in the know… all factors are the basis for awards at Gong and are key to building a great ops team. Resources: Wall Street Journal

From the basketball court to the sales workforce, it all boils down to fundamentals and managing the complexity you’re faced with.Scott Gibbs, former basketball coach for Drew University and now the Senior Vice President of Global Enterprise, has experienced a huge amount of change in his career. But through it all, he managed to deal with the complexity and acquisitions he was faced with.In this episode of Reveal: The Revenue Intelligence Podcast, Scott shares his non-negotiable, fundamental ‘coach G’ rules of sales fundamentals that has kept him balanced throughout the volatility he faced in the workforce. Resources: Sales Performance Management

Catherine Mangungu is the fearless, female start-up entrepreneur who founded Think RevOps - a leading revenue operations consultancy in the Tech & SaaS space with a mission to empower businesses to create the most impact in their customer journey and achieve repeatability, predictability and growth. She has been recognised as one of the UK top 100 female entrepreneurs by the Telegraph and Natwest and is also an advocate for empowering women in business and often mentors female founders as well as women interested in pursuing a career in RevOps.In this episode, Catherine discusses the importance of Rev Ops, creating measurable business objectives and developing key KPIs to measure success, and the significance of centralizing data, seeking new skill sets, and always striving to improve.Resources: McKinsey & Company

What does it take to succeed as a rising star or an established leader in the business world?Oliver Jay's impressive leadership as CRO of Asana catapulted the company's revenue from $20 million to over half a billion dollars. He spearheaded the company's expansion into nine countries, boosting international revenue contribution to over half of Asana's total revenue when the company went public. In this episode, Oliver shares invaluable insights from his treasure chest of knowledge and experience. He discusses the significance of finding supportive sponsors who can champion your cause, and the responsibility of sponsoring others and nurturing talent. He emphasizes the importance of problem-solving skills and empathy in achieving sales success, and shares his perspective on assessing candidates based on their potential rather than solely relying on experience. Lastly, he delves into the power of self-awareness, encouraging leaders to embrace their unique qualities.Resources: LinkedIn article

When Macy Tanking and Will Post combined their unique talents and passions, they found a powerful synergy that changed the course of their careers. Little did they know, their partnership would unlock the unexpected potential of their sales team, sparking a journey of accelerated business success. Macy is the Head of Sales Enablement and Will is the VP of Revenue, both at VidMob. In this episode, they talk about fostering trust within your sales enablement and revenue teams by utilizing collaboration, merging empathy, compassion, and technology to boost your business success rate, developing a unified sales approach to give your startup that sought-after competitive edge, the importance of vulnerability, risk-taking, and creativity when it comes to leadership and teamwork, and creating a psychologically safe working environment.Resources: The State of Sales Methodologies in B2B SaaS

Today's guest is Kelly Schuur, the startup sales expert and Co-Founder of Kanda Group. They're revolutionizing the way we approach sales enablement. With their wealth of knowledge and experience, they teach innovative techniques for maximizing your startup growth and share the secrets they've learned throughout their career. Kelly has worked for Google, Intercom, Box and has been in multiple sales roles that have shaped their knowledge on how to effectively lead sales teams.In this episode, Kelly shares how to maximize startup growth by implementing a repeatable sales motion for increased efficiency, shape an all-inclusive workplace by delving into company leadership diversity research, harness the power of emotional intelligence for thorough sales leadership development, nourish team motivation by creating psychologically secure work environments, and more.Resources: 360Learning