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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 an award-winning account-based marketer, Corrina Owens, and GTM enablement ma ...
 
Welcome to Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast for revenue leaders in yes, sales, marketing and customer success. Because we all share the same goal: revenue growth. Always more. Always faster. We’ll learn how to drive revenue as we examine real-life insights from multiple angles with human flavor since “people buy from people”. Hosted by Mariana Cogan and Art Harding.
 
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show series
 
The vast majority of sales leaders don’t trust the numbers their reps are forecasting. So, how do we fix this major trust gap? Dan Morgese is on the case. Dan is the Senior Manager of Thought Leadership at Gong, and he’s coming into the Reveal-sphere hot off the heels of publishing The Reality of Sales Forecasting Report. On this episode, he’s chat…
 
Mike is a professional technology, business process, relationship building, and sales enthusiast, passionate about solving business challenges by connecting customers to the right solution. Before Rent Dynamics, he held several roles at G5 and Nike. Mike is also the host of Modern Multifamily Podcast, where he interviews experts in the multifamily …
 
“Keep learning, keep serving” is the motto of this episode’s guest—but with his incredible track record as a sales enablement leader, we’ll amend that motto to include: “keep winning”. Nate Vogel is the VP of GTM Enablement at Gong, and on this episode, he’s joining Danny and Corrina for a masterclass on servant leadership—and, how you can train yo…
 
The Bezos “question mark emails” now live in infamy…so imagine being on the receiving end of one. Dave Stone was—and he’s bringing all of his lessons learned from his years at tech giant Amazon to Reveal. Dave currently is the Senior Transportation Manager at Ryder Systems Inc., a logistics and transport company. Join Dave and Danny for a conversat…
 
Shianne Sampson, author of the book Triage Sales Coaching and Global V.P. of Inside Sales & Sales Development at New Relic, a data platform for software engineers, joins Danny Wasserman for a conversation on the do’s and don’t’s of building a stellar sales team. In this episode, you’ll hear Shianne’s expertise on how to hire the right fit every tim…
 
Peter is a B2B Marketing executive passionate about digital and content marketing and known for building brands and marketing organizations that deliver superior results. In his Chief Marketing Officer role, Peter leads the marketing strategy and operations in partnership with the sales team. They cover: 👉 [05:40 - 07:38] Getting to know your custo…
 
Field sales is undergoing a major shift right now as we enter into a digital-first selling landscape…so, does that mean the role is going extinct? Absolutely not, according to this episode’s guest! Frank Pinder is the EVP of Digital Transformation Services at Corporate Visions, a science-backed consulting service for high-performing sales teams. In…
 
Over the last few years, we have observed a significant digital transformation and modernization of sales, marketing, and services. One of the specific stats is the increasing number of buyers that prefer to engage with sellers digitally versus in-person. So why do we see that shift towards digital? In this episode of Hidden in Plain Sight: The Ent…
 
Gone are the days of wine-ing and dining to close every deal — and we have digital sales to thank. Chris Kingman heads up the digital sales enablement team at TransUnion where he has been working to perfect the art and science that is digital selling. In the episode, Chris divulges his secrets to creating high-performing digital sellers, gives his …
 
Kimberly Dieter, LinkedIn’s VP of Sales Solutions wants you to make the right hire every time. Here are the surefire tips for identifying incredible candidates, right off the bat. Kimberly shares tactical insights from LinkedIn’s 2022 Global State of Sales report and her personal experience as a sales leader at a forward-thinking company.…
 
“Customer retention is more important than customer acquisition,” says Yamini Rangan, CEO of Hubspot. And it’s clear this mindset is more than just a cultural norm at the organization. In case you don’t know the name, Yamini went from Chief Customer Officer to Chief Executive Officer at Hubspot in late 2021. Her ‘customer first’ mentality creates a…
 
In the first episode of Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast, Kathy Chou, Senior Vice President of SaaS Engineering at Nutanix, joins Art Harding to discuss how salespeople can ensure a great customer experience. Kathy has over twenty years of experience in sales, strategy, and operations. She currently works in three …
 
A statistic shows that: 86% of sales professionals have lost or stalled a deal in the last twelve months based on decision-makers changing roles. What does that mean for your sales process? In this episode of Hidden in Plain Sight, Lorena Morales, Director of Global Digital Marketing Revenue Operations at JLL, joins Mariana Cogan to identify the re…
 
Sales enablement teams look different in every organization, but our guest is sure of one thing: they should be the driver of consistency, efficiency, and predictability. Marcela Piñeros is the Global Head of Sales Enablement at Stripe, a financial infrastructure platform for businesses. In this episode, Marcela shares her philosophy on hiring for …
 
Your number one competitor? Indecision. Best-selling author of The Challenger Sale, Matt Dixon, shares his groundbreaking recent research on the indecision epidemic that’s sweeping the world and impacting your bottom line. You’ll get a research-backed play-by-play on how your teams can JOLT your customer out of their indecisive state, so you can cl…
 
If your SDRs are struggling to put up impressive numbers, it’s likely that there’s one culprit: data. Or more specifically, the lack of it. Quality, accessible data equals better time management, better coaching, and ultimately more wins for your whole team. Lily Youn Jaroszewski knows this well. She’s the head of growth at Gradient Works—a sales b…
 
Diverse teams perform better. But what does a high-performing, diverse sales team look like? Arwa Kaddoura has firsthand knowledge to spare. She knows how to recruit, serve, and motivate record-breaking sales teams – who just happen to be diverse. Arwa is the Chief Revenue Officer at InfluxData, the purpose-built open source time series platform ma…
 
It’s no secret that when times get tough, your sales strategy must pivot. But what about the ways you motivate and interact with your sales team? In this Celebrate session replay, Kathy O’Donnell, Director at EMEA Marketing, sits down with Atossa Vaziri, VP of Sales Enablement at Dataiku, and Paul Albert, SVP at Payhawk to explore their POV on how …
 
The number one way to boost your bottom line? According to Andrew Criezis, it’s all about alignment. He’s sharing how you can align your product, marketing, and sales teams to take your revenue to new heights. Andrew is the GM of SMB at NielsenIQ, a global measurement and data analytics company focused on the CPG industry. Listen now to hear not on…
 
Sheena joins Chris Cassarino, AVP and Global Lead of Business Enablement at SoftServe, and Kim Walsh, SVP at Apollo.io, in New York City for an honest conversation about what leaders can do to optimize and motivate their teams in these challenging times. In this Celebrate session replay, these two leaders share their practical insights on how to an…
 
The world is always changing — but does that mean your messaging should too? Tony Granados joins us for a step-by-step guide in creating, getting buy-in, and rolling out new sales materials to your teams that actually move the needle. Tony is the Senior Director of Go To Market Strategy and Revenue at Airtable—a no-code workflows platform, AND he’s…
 
In this Celebrate session replay, Sheena sits down IRL with Juniper’s VP of Global Revenue Enablement, Hang Black, and Sequoia Capital Partner, Carl Eschenbach to explore their perspectives on the market trends sales leaders need to know. The best-of-the-best sales leaders are already adjusting their strategies to account for these trends. Because …
 
Graham Collins, Chief of Staff at QuotaPath, knows how to create compensation plans that are simple, logical, and fair. He’s breaking down why your comp plan is broken (and what you can do to fix it). Graham is sharing his tips around how you can effectively create, communicate, and scale your comp plans in a way that will keep your reps involved, …
 
Every great sales leader has a plan. But best ones? They’ve got a whole playbook. Carsten Haagensen, Chief Commercial Officer at Famly, shares his undisputed playbook for “how to get out of the gutter”. Its consistently led his team to an over 40% win rate, in good times and in bad. Learn how you can craft your own bulletproof sales plays and under…
 
Samantha McKenna is the industry’s go-to source for sales leadership. With over 38K followers on LinkedIn, Samantha is the founder of #SamSales, a consulting service that helps sales and marketing teams win. Sam shares her playbook for being a sales leader worth following and breaks down the pillars of world-class leadership. Consider this your cra…
 
Accurate forecasts are core to running a successful business. Yet more often than not, forecasting is rarely that... accurate. When John Lorenc, Vice President of Sales Operations, joined Point Click Care they didn’t really have a sales operations function. Today, the company operates a data-fueled forecasting approach putting them within 3% of acc…
 
What do sales and soccer have in common? Coaching. And Jason Hawes, UK Sales Director of Culture Amp, knows what it takes to create a winning culture because he learned most of it from his soccer days. Jason shares how his experiences as an underdog collegiate soccer player made him a better sales leader, and why he thinks vulnerability and play sh…
 
Joseph Fuerst, VP of Sales at Base AI, is passionate about customer-led growth, and he knows that to grow successfully, you have to start by humanizing the people you’re selling to. So stop calling them leads. Stop calling them targets. In fact, stop calling them anything but “people”—because that’s what they are! Sit in on this masterclass for tac…
 
Ah, the all-important fork-in-the-road moment: choosing a go-to-market motion. To settle the debate once and for all, we brought on Zhenya Loginov, CRO of Miro. He’s seen GTM motions in action at Dropbox, Segment, and Miro. And has just the perspective you need to get this major decision right. In this episode of Reveal, Zhenya talks through how le…
 
From his time at Nike and now Rent Dynamics, Chief Revenue Officer Mike Wolber has learned that the first step in increasing revenue is deeply understanding your customer. This might include listening to your team, seeking feedback from the market, and architecting a GTM experience playbook to truly source revenue.Listen to this episode of Reveal t…
 
Without go-to-market alignment, things start to fall apart. Your business won’t be able to scale and inefficiencies will hold you back from growth. So, how can you guarantee alignment? This is a job for RevOps. On this episode, Liz Christo, partner and GTM advisor at VC firm Stage 2 Capital, breaks down the Rev Ops function–what it is, where its im…
 
When you enter a phase hypergrowth, certain things get harder to scale. Like hiring the best sales talent, and ensuring they find meaning in their work. Luckily Andy is revealing exactly how he’s growing a team that loves working for him and at unicorn status startup – Esusu. As Director of Sales, he’s used these principles to increase ARR over 500…
 
It’s Asian American and Pacific Islander Heritage month so for this bonus episode, we’re celebrating by sharing the stories and experiences of 3 Asian American sales leaders. Gong’s Chief People Officer Sandi Kochhar leads this insightful conversation with Paul Park, CRO at Sparrow, and Tammy Aguillon, VP Commercial Sales at Docusign. Gain valuable…
 
Knowing thy customer is everything. Take it from Judi Hand, CRO at TTEC, a customer experience as a service platform that is behind some of the world’s largest brands. She joins Devin to break down the customer experience (CX) trends every leader should be aware of. These are the trends impacting your bottom line, and your customer retention and sa…
 
Enterprise selling is a team sport. In order to win bigger, you have to get more people involved, which means longer deal cycles and deeper relationships. Learn how to handle complex deals with ease, according to Will Urban–CRO at Flexport, a supply chain and logistics organization. In this episode, he’s sharing how despite pandemic challenges like…
 
Warning: POWERFUL conversation ahead. And we couldn't be more thrilled to share it with you. Hang Black, VP of Revenue Enablement at Juniper Networks, tells her childhood story as a Vietnamese refugee, and how it drives her mission to help others overcome adversity. She shares her unique perspective on diversity, resilience, and breaking out of the…
 
Quarterly business reviews are critical moments for feedback, upsell, and relationship building with your customer. Nick Mehta, CEO of customer success platform Gainsight, has the proven playbook to ensure your business reviews wow your customers and impact the bottom line. In this episode, Nick shares his step-by-step advice on getting executives …
 
Did you know nearly 50% of sales reps miss their annual quota? If you want to avoid that fate in 2022, there’s good news: these tips are your one way ticket to quota-attainment. Gong Labs analyzed 140,566 sales opportunities and found mind-boggling data to help you stay ahead of the curve (and the competition). Devin covers everything from negotiat…
 
Leading sales professionals is challenging. There are many best practices available, we all possess one thing that can give us a massive competitive edge — time. Daniel Pink, #1 New York Times bestselling author, reveals the secrets revenue leaders need to know to drive maximum impact. These insights will leave you with a straightforward approach t…
 
Success in sales is all about the relationships you build, both with your buyers – and your team.Andrew Metz knows the value of building authentic relationships and shares how it’s skyrocketed his career. Andrew is the VP of Sales at Zywave, a digital insurance agency platform overseeing over 75 sellers. We talk with Andrew about how you can get in…
 
When all of your go-to-market teams are working together, your customers become raving fans. Eran Aloni, Chief Customer Officer at Gong, shares how he helps customers be successful–from long-term relationship building, to empathy, to simply listening to the customer. Eran believes that customers should be your raving fans–and on this episode, he sh…
 
Hannah Willson is the SVP of Sales at Modern Health, a platform that helps companies destigmatize mental health care, break down barriers to access, and give everyone the tools they need to get clinical support. Hannah shares her tips for exactly what your organization and you as a sales leader can do to better support your team’s mental health nee…
 
Susan Rothwell is CRO at Vericast, where she’s leading transformational initiatives on a daily basis. Her experience at Polaroid taught her about the importance of embracing change – and she’s here to share what she learned. You’ll get actionable advice around how she empowers her sales team to embrace risk, and how to put data at the center of org…
 
Robert Cialdini is the godfather of the psychology. His book “Influence: The Psychology of Persuasion” has sold over 5 million copies and has helped countless salespeople learn the fundamentals of creating connections and influence in their sales efforts. His principles are the difference between going through the sales motion and actually persuadi…
 
If every revenue leader has a secret weapon and Ricky Sevta’s is data. Ricky Sevta is the CRO at simPRO software, where he leads his sales team to success by combining his engineering background with his love for data. In this episode, Ricky shares his insights as an engineer-turned-sales professional, his tips for keeping sales processes agile, an…
 
Robert Graham is a guru of the art of the presentation. As a coach to hundreds of executives and sales professionals, he shares decades-worth of knowledge that will help you become a better presenter, communicator, and seller. In his conversation with Devin and Sheena, Robert talks about the importance of keeping your camera on (even when you don’t…
 
Carolyn Betts, CEO and Founder of Betts Recruiting, has purview into thousands of sales interviews, and advocates that mutual agreement is key to a successful sales recruiting process. Carolyn shares her insights from X years in the recruiting space including what it takes to recruit and retain top sales talent, managing expectations in return-to-w…
 
Ed McQuiston, EVP, Chief Commercial Officer at Hyland, will challenge you to think differently about your talent pool. He pushes back against the way we have traditionally thought about retaining top talent, gives tips for gathering feedback, and suggests creative ways to connect with your team. Many job-hunters have a “the grass is always greener”…
 
Brandon Fluharty, VP of Sales at LivePerson, was fully bought into hustle culture. He drank tons of coffee. Pulled all-nighters. And thought more work = better results. Then one day, the constant grind led to serious medical conditions–depression, panic attacks, and even a stroke at age 34. Flash forward to today and Brandon is happier, healthier, …
 
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