The hardest problems often lead to the biggest growth opportunities, but only if you’re willing to face them head-on. In this episode of Reveal, host Dana Feldman chats with Brian Fields , Chief Revenue Officer at Mindbody and ClassPass , to discuss how his passion for taking on challenges has shaped his career and leadership approach. Known for his supportive yet firm leadership, Brian shares insights on navigating high-stakes circumstances, empowering teams, and fostering resilience in times o...
Jan 19, 2025•27 min•Season 1Ep. 242
AI promises greater efficiency, but how are tech giants like Amazon, Workday, and LinkedIn integrating it into their strategies? In this special episode, recorded live at Gong's Celebrate event, Dana Feldman hosts a panel discussion with Kate Ahlering , Sara Anderson , and Jo Ann Bercot about how they’re using AI to transform sales enablement, streamline workflows and empower their teams to achieve more. If you’re ready to see how AI is shaping the future of sales at the world’s biggest organiza...
Dec 17, 2024•30 min•Season 1Ep. 241
Imagine leading a team where drive and accountability are the standard, not the exception. That’s the high-performance culture every leader dreams of. In this episode of Reveal, host Dana Feldman sits down with Alia Lamborghini , SVP of Global Revenue at Yahoo DSP , to explore what it takes to create a culture of growth and excellence. Alia shares her "Autonomous 11s" philosophy for building high-performing teams, the importance of stepping up for new challenges, and the role of direct communica...
Dec 09, 2024•32 min•Season 1Ep. 240
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 throughou...
Nov 10, 2024•32 min•Season 1Ep. 239
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...
Oct 13, 2024•42 min•Season 1Ep. 238
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 framework—comprised of five pivotal questions—essential for navigating today's changing market landscape. Hugo touches on the vital tools and strategies CROs ne...
Sep 16, 2024•30 min•Season 1Ep. 237
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 ...
Aug 12, 2024•37 min•Season 1Ep. 236
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 hab...
Jul 15, 2024•28 min•Season 1Ep. 235
The rules of the revenue leadership game have changed - are you keeping up? It’s a fair question, and—in a field that’s evolving daily—flexibility is your friend. In this episode of Reveal, host Dana Feldman sits down with a friend, colleague, and CRO at Gong Shane Evans ,– 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 ...
Jun 18, 2024•34 min•Season 1Ep. 234
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....
Jun 03, 2024•40 sec•Season 1Ep. 1
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 using t...
Feb 26, 2024•17 min•Season 1Ep. 232
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...
Feb 19, 2024•40 min•Season 1Ep. 231
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 and reve...
Feb 12, 2024•44 min•Season 1Ep. 230
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 impor...
Feb 05, 2024•45 min•Season 1Ep. 228
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 potential—all wi...
Jan 29, 2024•40 min•Season 1Ep. 227
Interested in taking your sales approach back to the basics? This time-tested recipe is still effective… Don’t overcomplicate things Weave storytelling into your sales strategy Fully 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 the...
Jan 22, 2024•38 min•Season 1Ep. 226
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 well-known...
Jan 15, 2024•44 min•Season 1Ep. 229
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 generating r...
Jan 08, 2024•32 min•Season 1Ep. 224
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 other if ...
Jan 01, 2024•44 min•Season 1Ep. 223
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/**...
Dec 25, 2023•19 min•Season 1Ep. 225
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 homework a...
Dec 18, 2023•38 min•Season 1Ep. 222
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 actual...
Dec 11, 2023•38 min•Season 1Ep. 221
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 your b...
Dec 04, 2023•30 min•Season 1Ep. 220
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 of pers...
Nov 27, 2023•50 min•Season 1Ep. 219
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 insights ...
Nov 20, 2023•38 min•Season 1Ep. 218
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 drive y...
Nov 13, 2023•37 min•Season 1Ep. 217
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 down wit...
Nov 06, 2023•33 min•Season 1Ep. 216
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 revenue ...
Oct 30, 2023•48 min•Season 1Ep. 215
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 sales. You’ll learn...
Oct 23, 2023•42 min•Season 1Ep. 214
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 conversation, Kyle ...
Oct 16, 2023•34 min•Season 1Ep. 213
