Episodios
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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.
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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.
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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 frameworkâcomprised of five pivotal questionsâessential 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 youâre not leading with meaning, then youâre not leading at all.
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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.
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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 wonât want to miss it.
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The rules of the revenue leadership game have changed - are you keeping up?
Itâs a fair question, andâin a field thatâs evolving dailyâflexibility is your friend.
In this episode of Reveal, host Dana Feldman sits down with a friend, colleague, and CRO at Gong Shane Evans,â 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.
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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.
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Looking to boost your win rates?
Itâs doableâbut leaders can't comprehend or prepare for a deal's components without high-quality data.
And you canât 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.
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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
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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 todayâs show, @Dan Fougere, Director of @HomesForOurTroops and former Chief Revenue Officer of @Datadog, has perfected both of these steps. Heâs here to share his journey and reveal how innovative cultures that yield and foster outcomes will thrive.
Resources: Boston Consulting Group & Forrester Research
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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 donât have to just imagine itâyou 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 thatâs an environment that will cause people to stick around.
Resources: Harvard Business Review
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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 productivityâŠ
âŠas long as they donât 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 potentialâall with an involvement of human touch.
Whether it's generative AI or RevOps, weâve got to embrace change to grow.
Resources: McKinsey & Company
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Interested in taking your sales approach back to the basics?
This time-tested recipe is still effectiveâŠ
Donât overcomplicate thingsWeave storytelling into your sales strategyFully understand the âwhyâ 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
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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 thingsâunderstanding 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
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Weâre 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 repâs 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.
Letâs see how Kyle suggests reps approach thisâŠ
Resources: Salesforce & McKinsey
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Marketing frames the message and story that sales reps receive as they go out into the wild.
But alsoâŠsalespeople must actively engage with the market and produce leads, not only relying on marketing.
Itâs 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
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If at first you donât succeedâŠaudit 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/**
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Making choices that are in the best interest of the buyer rather than the vendor is what a successful sales approach is all about.
Thatâs 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
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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
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Entering sales with a negative mindset puts you behind.
Thatâs 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
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