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...

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...

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...

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...

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...

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 services From 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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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....

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...