Reveal: The Revenue AI Podcast by Gong – Détails, épisodes et analyse

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.

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.

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 the importance of maintaining humility, regardless of position, which will create an open, feedback-friendly culture. And that’s an environment that will cause people to stick around.

Resources: Harvard Business Review

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 satisfaction rates. If you strive to enable your sales team to create memorable customer experiences, this episode is for you. 

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 longer sales cycles and more complexities, his team actually thrived. 

Sign up for The Edge newsletter.

KEY TAKEAWAYS

[7:50 - 8:25] How Flexport embraces the long game

[18:12-19:07] A dive into their "deep selling" process

[26:44-27:03] Empathy + flexibility = the long game secret

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 status quo. 

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 in the room, how to kick off an effective meeting, and how to use tools like chat to effectively engage and smoothly run a meeting that will keep even the high-expectation executives happy.

Sign up for The Edge newsletter: gong.io/the-edge

KEY TAKEAWAYS

[03:54] - Wait…should QBRs be EBRs?

[11:21] - Nick’s tips for 30 minutes with an executive

[20:59] - How to teach and hold your CSMs accountable

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 negotiation mistakes that cost you deals to “best practices” that actually tank your success – this bonus episode has it all.

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 to making the most out of your valuable asset.

Key Takeaways

08:29 - 10:05 How to maximize your productivity with limited time

19:27 - 20:21 Data Breakout: Impacts of a break

20:47 - 23:26 How your sales team can start creating urgency in their sales

27:32 - 29:21 The key to effective selling is finding problems

34:12 - 36:53 The most effective sellers are ambiverts

42:05 - 42:58 Micro Action: Observe yourself

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 Daniel Pink: https://www.linkedin.com/in/danielpink/

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 the trenches with your sales team – by getting out of your comfort zone, being candid with your teams, and setting an example with your own actions and boundaries.

Sign up for The Edge newsletter: gong.io/the-edge

KEY TAKEAWAYS:

[6:30-7:30] Seeking out opportunities for connection

[10:47-12:09] How to empower your teams to live a balanced life

[20:04-22:15] Justifying time for sales off-sites, even if it takes them off the sales floor