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Reveal is for revenue leaders who want to reach their full potential. Every week we interview 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), learn how to win with a data-first mentality, and get actionable insights you can implement today. Hosted by GTM enablement mastermind, Danny Wasserman.
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Welcome to Hidden in Plain Sight: The Enterprise Revenue Intelligence Podcast for revenue leaders in yes, sales, marketing and customer success. Because we all share the same goal: revenue growth. Always more. Always faster. We’ll learn how to drive revenue as we examine real-life insights from multiple angles with human flavor since “people buy from people”. Hosted by Mariana Cogan and Art Harding.
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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 m…
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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 tra…
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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 today’s show, @Dan Fougere, D…
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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 don’t have to just imagine it—you can live in…
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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 productivity… …as long as they don’t overlook the human intuition piece. Our guest, @Rajesh Bhattad, Former Head of RevOps Strategy & Solutions at @RevS…
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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, …
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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 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 belief…
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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 sy…
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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 Executi…
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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…
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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. 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 insigh…
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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 …
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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…
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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 Sale…
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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. I…
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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…
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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 stra…
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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 a…
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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 mark…
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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 produc…
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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 an…
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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 str…
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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 soli…
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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,…
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How do you navigate the challenges of growth and evolution while maintaining alignment within an organization? What strategies need to be implemented to overcome alignment issues and ensure that teams are working towards the same objectives? All of these can be answered through the power of effective leadership. In this episode of Reveal: The Reven…
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It’s no surprise… The advent of AI has sparked a rapid pace of innovation and businesses are leveraging this technology to solve their most pressing challenges and goals. But what if we told you that it’s not just the AI technology itself that is leading to growth? Plot twist: It's about taking a customer-centric approach and focusing on the busine…
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As sales leaders, we all want to strive to tap into the true power and potential of our sales team. Why? To build better relationships and drive results. But what are the secrets to effectively coaching a sales team? Sarah Bedwell knows them all and wants to share them specifically with you. Here are the key things you’ll learn in this episode: Why…
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What the hell does revenue intelligence mean and why should we give a damn about it? Well, Reveal is due for a new era… An era of doubling down on revenue intelligence - diving into the nitty gritty of what it is and how to use it to your advantage. As we embark on this journey, we’re going to cover what the hell revenue intelligence actually means…
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In this week's episode, we're coming to you from our latest Celebrate Session, featuring Dan Morgese, Sr. Manager of Thought Leadership at Gong. Dan walks us though the latest Gong Labs data that unlocks the reality of how to make your team’s activity as impactful as possible. He also reveals data around how context, prioritization, and automation …
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What does a stellar RevOps + Sales partnership look like? Well, from the RevOps perspective, RevOps should be like the “hidden DJ of a company,” as Rob Blomquist, VP of Revenue Operations at Cyncly, would call it - remixing strategies, removing friction, and pumping up the revenue beat to make customers groove to the rhythm of success. This one is …
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Just like everything else, sales is constantly evolving. If we want to continue to grow, we need to know what the hell ops should actually be doing. James Underhill, the Senior Director of Sales Operations and Strategy at MongoDB, has cracked the code - sharing his secrets to sales team effectiveness. In this episode, James shares valuable insights…
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We all know how much of an impact technology has on all areas of business. Focusing on sales, utilizing tech can be the breaking point for closing the deal, identifying pain points, and more. In this episode, Mallory Lee, the VP of Operations at Nylas, explores how pain points differ at different levels of an organization and how saving time is a c…
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Successful salespeople are those who are genuinely passionate about the solutions they are selling and truly believe in the value it brings to customers. It is not just about making a sale, but about understanding the customer's needs and genuinely wanting to provide a solution that will benefit them. On this episode of Reveal: The Revenue Intellig…
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How can customer success in sales be the pivot point for your company? Josh Vitello knows exactly how. Josh is a highly accomplished professional serving as the Chief Success Officer at Tableau, a leading data analytics and visualization company, and as a Customer Success & Sales Executive at Salesforce, a global leader in customer relationship man…
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Guy Raz is on Reveal. This is not a drill! Guy has hosted some of the most popular business podcasts including “How I Build This” of all time. But today? Danny and Corrina get the rare opportunity to turn the mic on him. In his 500+ conversations with the most influential entrepreneurs and leaders of our time, Guy has noticed 3 x-factors that all w…
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Kelly Lewis is a force to be reckoned with in the world of sales enablement and revenue growth. With her expertise and passion, she has transformed teams, processes, and strategies, driving remarkable success for organizations across the board. As the Vice President of Revenue Enablement at Highspot, a leading sales enablement platform, Kelly Lewis…
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Bryan Bayless, the Vice President of Go-to-Market Operations at Gong, is a seasoned leader with a deep understanding of sales operations and strategy. With his extensive experience and expertise, Bryan has played a pivotal role in driving the success of Gong and its go-to-market initiatives. He brings a wealth of knowledge in sales operations, sale…
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From the basketball court to the sales workforce, it all boils down to fundamentals and managing the complexity you’re faced with. Scott Gibbs, former basketball coach for Drew University and now the Senior Vice President of Global Enterprise, has experienced a huge amount of change in his career. But through it all, he managed to deal with the com…
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Catherine Mangungu is the fearless, female start-up entrepreneur who founded Think RevOps - a leading revenue operations consultancy in the Tech & SaaS space with a mission to empower businesses to create the most impact in their customer journey and achieve repeatability, predictability and growth. She has been recognised as one of the UK top 100 …
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What does it take to succeed as a rising star or an established leader in the business world? Oliver Jay's impressive leadership as CRO of Asana catapulted the company's revenue from $20 million to over half a billion dollars. He spearheaded the company's expansion into nine countries, boosting international revenue contribution to over half of Asa…
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When Macy Tanking and Will Post combined their unique talents and passions, they found a powerful synergy that changed the course of their careers. Little did they know, their partnership would unlock the unexpected potential of their sales team, sparking a journey of accelerated business success. Macy is the Head of Sales Enablement and Will is th…
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Today's guest is Kelly Schuur, the startup sales expert and Co-Founder of Kanda Group. They're revolutionizing the way we approach sales enablement. With their wealth of knowledge and experience, they teach innovative techniques for maximizing your startup growth and share the secrets they've learned throughout their career. Kelly has worked for Go…
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In this episode, we’re taking a new spin on things and looking at sales through a B2C perspective. Alex Levin, CEO and Co-Founder of Regal.io, is leading conversations with people that help them hit their growth goals way faster through the power of a personal touch in an increasingly digital world. He grew up in New York, and received his BA from …
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Enablement works best when the sales leader and reps are working closely from day one. They understand, before a person comes in, what their background is and what they need to be most successful. Caroline Holt is a results-oriented leader with extensive experience reducing friction in the sales and renewal process for AMs, AEs and SDRs. She has a …
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Technology can be the one factor that can absolutely boost your sales team's success to gain a competitive advantage of up to a million dollars a year. Don’t believe it? Pere Codina did it. Pere Codina, CEO of Kompyte, joins Corrina to discuss how you can evolutionize your sales process and maximize ROI using AI-powered sales battle cards. He cover…
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Who wants to know the secrets of sales enablement success? It all starts with grit, grind, and a learners mindset. Doug Grigg, CRO of Showpad, has 15 years of experience in sales leadership and knows exactly how to transform sales processes and maximize ROI through the power of sales enablement. Doug Grigg had a long career in the tech world and sa…
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It’s okay to bring the “L” word into sales enablement…LOVE of course! Helen Fanucci, a best-selling author, sales leader, a team builder at Microsoft, and a walking treasure chest full of wisdom, shares her sales leader secrets with Danny on this episode of Reveal. She drops her top-tier wisdom on leading an effective sales team through our remote …
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Sales enablement is not a one-off gig. It’s all about reinforcement and accountability. Want to know how to build those 2 things into your enablement processes? You’ve come to the right episode. Brooke Bachesta, Head of Commercial learning design at JLL Technologies, joins Danny to share her expertise on how to build and sustain a knowledge-filled …
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If you’re contemplating making the shift from your current job to a sales position, you’re at the right place. Ernest Owusu, the Sales Development Leader at 6sense, shares his wild journey from being a former NFL player, to becoming a sales professional. He shares a how-to on providing the proper experience for your sales team, the opportunities ar…
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The secret to your bottom line success? Team buy-in. The secret to team buy-in? This episode’s guest has a pretty convincing argument for her best answer to that huge question. Jess Schultz, Founder and CEO of Amplify Group, shares her secret weapon for getting team buy-in, and the 3 foundational things every sales team needs in order to succeed—an…
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