112 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
    • 4.9 • 149 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.

    Finish-line coaching during crunch time with Mark McWatters, VP of Sales, Ambition

    Finish-line coaching during crunch time with Mark McWatters, VP of Sales, Ambition

    As the end of the year approaches, you’re probably feeling the pressure. Pressure to exceed quota, get the most out of your team, and end the year on a high note -- all while trying to avoid burnout. Mark McWatters, VP of Sales at Ambition, shares his advice for coaching your team across the finish line. His secret? Asking empowering questions and ridding yourself of the pressure to have all the answers.

    In this episode you’ll learn how to get your reps unstuck, shift your leadership approach, and scale a team to succeed without you.

    Key Takeaways:
    05:41 - 07:30 Lessons on coaching teams of A-players
    13:25 - 14:11 Data Breakout: End of month sales
    14:44 - 16:56 Developmental Coaching vs. Finish-line Coaching
    23:54 - 26:28 What sales leaders often get wrong
    29:10 - 30:04 Micro Action: Final round of 1:1s

    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 Mark McWatters: https://www.linkedin.com/in/mark-mcwatters-26539414/

    • 30 min
    Recruiting and retaining sales leaders with Jason Andrew, CRO, BMC Software

    Recruiting and retaining sales leaders with Jason Andrew, CRO, BMC Software

    How do you identify high-performing sales professionals? Jason Andrew, Chief Revenue Officer at BMC Software, shares his tried-and-true insights.

    His advice boils down to problem solving. It sounds simple but healing root causes (rather than symptoms) is key to success in sales leadership. Listen to hear more about why talent acquisition is so important and how you can retain your top people.

    Key Takeaways:
    07:39 - 10:26 Lessons from experience - What Jason wish he knew when starting at BMC
    12:26 - 13:18 Data Breakout: Sales employee turnover rate
    13:20 - 16:35 How to keep employees engaged long-term
    21:14 - 24:59 Identifying the right people for first-time leadership/seniority roles
    35:46 - 36:42 Micro Action: Giving people opportunities to grow

    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 Jason Andrew: https://www.linkedin.com/in/jasonwandrew/

    • 37 min
    Shifting from a funnel to a flywheel with Yamini Rangan, CEO, Hubspot

    Shifting from a funnel to a flywheel with Yamini Rangan, CEO, Hubspot

    “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 recently went from Chief Customer Officer to Chief Executive Officer at Hubspot. Her ‘customer first’ mentality creates a fundamental shift in the B2B space from the traditional funnel approach to a flywheel. Learn how to provide value, starting with the first sales conversation.

    Key Takeaways
    09:09 - 11:28 Why shifting to the flywheel view instead of the funnel view will benefit your business
    15:51 - 18:31 How to turn the flywheel vision into an actionable plan
    18:33 - 19:15 Data Breakout: Cost of acquiring a new customer vs retaining an existing customer
    21:37 - 23:40 Incentives shape behavior: Care about customer success
    31:03 - 32:00 Micro Action: Find when and why customers churn

    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 Yamini Rangan: https://www.linkedin.com/in/yaminirangan/

    • 32 min
    Stop best-guess forecasting with John Lorenc, Ph.D.

    Stop best-guess forecasting with John Lorenc, Ph.D.

    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 accuracy. Hear how they said good-bye to a “best-guess” model and get a crash course on how to set up a sales operations function that has massive impacts on the health of your organization.

    Key Takeaways:
    10:12 - Why it's so difficult to forecast the right way
    14:03 - Support your forecast with data
    16:19 - Tips for reps building their forecast bottoms up
    19:43 - Data Breakout: Forecasting accuracy
    20:43 - Crash course to build an accurate forecast
    29:43 - How to automate your forecasting
    34:22 - Micro Action: Building your idea forecasting process

    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 John Lorenc: https://www.linkedin.com/in/john-lorenc-ph-d-a1791345/

    • 35 min
    Why you don't need a title to be a mentor

    Why you don't need a title to be a mentor

    Being exceptional in sales isn’t a solo mission — it’s a team effort. To be successful in any revenue-generating function, you need mentorship. 

    Peter Kim, Chief Sales Officer at Relativity, shares how to budget time, intentionally seek out mentorship opportunities, and why mentors are key to developing the next generation of go-to-market leaders. This episode gives you the playbook you need to build career and life-changing relationships.

    Key Takeaways:
    08:51 - The building blocks to being a great leader
    15:22 - What mentorship actually looks like
    20:37 - How to know when a mentor/mentee relationship is working
    26:24 - Data Breakout: The power behind mentorship programs
    27:33 - How to become a more effective leader
    34:53 - Micro Action: Be intentional about creating a mentor relationship

    Save your seat for Celebrate: https://gongh.it/celebrate21-reveal
    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 Peter Kim: https://www.linkedin.com/in/peterxkim/

    • 36 min
    How to “know and grow” your largest accounts

    How to “know and grow” your largest accounts

    “Land and expand” is vendor-centric. “Know and grow” is customer-centric. There’s a difference. Daniela Becker, Area Vice President Major Accounts EMEA at DocuSign, shares her secrets to success in enterprise sales. Tune in to learn how to set massive deals up for long-term wins – including the tactics that lead to record-breaking upsells.

    Key Takeaways:
    07:01 - The 3 elements to being an impactful sales leader
    09:22 - What is "knowing and growing"?
    11:48 - How to ensure you have the right success metrics with your buyers
    18:25 - Criteria for entering a proof of concept
    20:19 - Data Breakout: Successful POCs
    24:33 - You're only as successful as your firs adoption
    30:51 - How to find your passion project within your organization
    43:58 - Micro Action: Land and expand KPIs

    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 Daniela Becker: https://www.linkedin.com/in/daniela-becker-8b41998/

    • 36 min

Customer Reviews

4.9 out of 5
149 Ratings

149 Ratings

AJPumo ,

Creating balance

I would have never known about this podcast if it wasn’t for the Advanced Selling Podcast with Bill & Bryan and I am glad I did! Their content is giving me an opportunity to balance out my field experience by being more mindful of how data plays a role in serving my customers and potential customers.

neabobea ,

Best resource for first time sales leaders.

I was the first sales rep at a SaaS consulting company 3 short years ago. Thanks to resources like the Gong Reveal podcast, co-host Devin Reed’s LinkedIn content, and the external resources shared within the podcast itself, I have been able to self-teach and grow into the revenue and sales leader of my company today. Our company is still justttttt a little small to use Gong’s product, but this podcast provides me with the tools to manage our growth and strategies until we get there.

No matter your company’s size, stage or industry, and no matter your own personal experience or leadership level, this podcast is a must-listen (or rather, a must-subscribe!). I’ve listened to nearly all of the top sales and business podcasts, and Gong’s Reveal is hands down the most useful one I’ve found for both my growth and my company’s growth.

Nine Mile Reggae ,

Excellent podcast, worth the listen.

Fun and engaging podcast. Big fan of Gong and eagerly look forward to future episodes.

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