90 episodes

Reveal is for revenue leaders who want to reach their fullest potential.
Every week we interview sales 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), how to win with a data-first mentality, plus you’ll take home a micro action you can use today.
Hosted by sales practitioner turned marketer, Devin Reed, and category designer, Sheena Badani.

Reveal: The Revenue Intelligence Podcast Gong

    • Business
    • 5.0 • 3 Ratings

Reveal is for revenue leaders who want to reach their fullest potential.
Every week we interview sales 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), how to win with a data-first mentality, plus you’ll take home a micro action you can use today.
Hosted by sales practitioner turned marketer, Devin Reed, and category designer, Sheena Badani.

    Escaping sales purgatory with an NFL umpire

    Escaping sales purgatory with an NFL umpire

    Deal stuck in limbo? If you’ve ever debated reviving a sale or cutting your losses and walking away, this episode is for you. Bryan Neale, Founder at Blind Zebra and NFL umpire, walks us through the phenomenon he calls “sales purgatory”. We discuss what sales purgatory is, how deals get there, and (most importantly) how to avoid it. This episode is packed with ways to Marie Kondo your pipeline.

    • 32 min
    The power of planning: How sales leaders strategize for success

    The power of planning: How sales leaders strategize for success

    They say, “life is what happens when you’re busy making plans”, but business is no different. As Chief Sales Officer at Compass, Chris Aker understands the need for thorough yet flexible strategies. Change is inevitable and how your company reacts makes all the difference. In this episode, Chris shares how data influences his biggest decisions. And with two IPOs under his belt, you might want to take notes. This inspiring episode will have you planning in no time.

    Key Takeaways:
    11:31 - Core ideas to focus on when planning
    16:41 - Data Breakout: Using data to improve sales planning
    19:27 - Ensuring you don't lose sight of the customer throughout the planning period
    21:11 - How to prepare a large team of sellers
    25:46 - When is it okay to change your plan?
    30:01 - Lessons in financial planning
    34:28 - Micro Action: Communicating the why of your sales strategy to your team

    Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
    Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
    Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
    Connect with Wendy Harris: https://www.linkedin.com/in/wendyharrisirl/

    • 35 min
    Lessons from LinkedIn: How to sell with a buyer-first mentality

    Lessons from LinkedIn: How to sell with a buyer-first mentality

    Sellers often think they are putting their buyer first. However, only 23% of buyers agree. In this episode, Jonathan Lister, VP of Global Sales at LinkedIn, dives into what buyer-first selling really is and why it’s essential today. You’ll learn how to use buyer-first behavior to build strong relationships that drive value across every stage of the buying process. This new mentality will be a win for you and your buyer.

    Key Takeaways:
    05:49 - Gong's Celebrate Together is Almost Here
    14:41 - How the increase in job postings on LinkedIn has affected Jonathan's business
    25:08 - Solving the trust gap between buyers and sellers
    26:16 - Data Breakout: Adapting how you sell to the way buyers want to be sold to
    27:49 - Examples of what buyers may consider deal killers
    32:20 - How to use data to measure how you're putting buyers first
    36:44 - Pieces of data that Jonathan leverages which might surprise sales leaders
    39:20 - Sales is value
    40:47 - Micro action: How can you put your buyers first

    Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
    Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
    Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
    Connect with Wendy Harris: https://www.linkedin.com/in/wendyharrisirl/

    • 42 min
    European markets: What to know before you expand

    European markets: What to know before you expand

    For many companies, expanding into the European market is not a straightforward transition. Wendy Harris previously led European expansion at CarGurus, Dropbox, and AdRoll, and is now Head of EMEA at Gong. In this episode, Wendy shares what it takes to successfully take on European markets, tackle privacy, and executive buy-in. You'll learn how to scale across segments, and build teams that succeed in new markets. If you’ve ever tried to sell into a new geography, this is one you won’t want to miss.

    Key Takeaways:
    12:45 - Why it's so hard to break into EMEA
    14:51 - How to measure traction in a new geo
    16:36 - Data Breakout: Traits that helped companies expand globally
    20:44 - Advice on how to influence product roadmap
    32:50 - Tactical guidance for organizing rules of engagement
    37:00 - Micro action: Questions worth considering when expanding globally

    Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
    Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
    Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
    Connect with Wendy Harris: https://www.linkedin.com/in/wendyharrisirl/

    • 38 min
    [Replay] Tim Riesterer: Speak to the deciding journey, not your sales process

    [Replay] Tim Riesterer: Speak to the deciding journey, not your sales process

    The way you articulate your sales messaging matters. Tim Riester joins the show to discuss how research on decision-making psychology can elevate your customer conversations. Tim, Chief Strategy Officer of Corporate Visions, has studied the neuroscience and cognitive psychology behind how people make choices. In this episode, you'll learn how the science behind messages can help you successfully frame your strategies.

    Key Takeaways:
    06:37 - Tips for A Sales Rep Trying to Empathize with the Customer
    08:02 - Data Breakout: Creating Your Value with Powerful Messaging
    11:21 - The Way You Approach A Prospect vs. Expanding an Existing Customer
    17:57 - Measuring the Impact of Different Messaging Strategies
    27:55 - Tim Describes Sales in One Word
    28:27 - Micro Action: Rallying Your Sales Teams Around New Initiatives

    Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
    Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
    Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
    Connect with Tim Riesterer: https://www.linkedin.com/in/tim-riesterer/

    • 30 min
    The price is right: How to package for growth

    The price is right: How to package for growth

    Your pricing strategy might not feel urgent, but it's the most impactful way to increase revenue overnight. As an operating partner at OpenView, Kyle Poyar specializes in pricing and packaging. He’s responsible for advising executive teams on strategies that drive revenue growth and lead businesses to dominate their markets. In this episode, you'll learn why pricing lays the foundation for growth and how to navigate the challenges that pricing adjustments bring.

    Key Takeaways:
    11:44 - How to Communicate Price Updates
    19:22 - Data-Driven Pricing Strategy to Help Drive Revenue
    21:05 - How You Can Involve Sales in Pricing Strategies
    27:44 - Should You Make Pricing Visible On Your Website?
    36:15 - Pricing is a Judgment on How Much Value You're Creating
    38:59 - This Week's Micro-action

    Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/
    Connect with Devin Reed: https://www.linkedin.com/in/devinreed/
    Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/
    Connect with Wendy Harris: https://www.linkedin.com/in/wendyharrisirl/

    • 40 min

Customer Reviews

5.0 out of 5
3 Ratings

3 Ratings

shapesinaframe ,

Straight out of the gate with quality

Only five episodes in, so far so good. Looking forward to more!

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