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Larry Long Jr. wants you to know that he gives a damn. In fact, he gives a lot more than that in this episode. In his conversation with Corrina, Larry shares how intentionality and mindset make all the difference in sales leadership.  As coach, trainer, and author, Larry shares his advice for overcoming self-doubt in sales and how to use authenticity for the highest impact possible. And, we’re honored to hear his take on being a black man in sales as we celebrate Black History Month. 

What do the most successful tech unicorns have in common? They use these 8 predictable elements in their sales pitch. And, Brendan Dell took notes so you don’t have to. In this episode, Corrina is joined by Brendan—podcast host, GTM advisor, and founder of his course “The Billion Dollar Pitch Masterclass”. He’s sharing what the biggest tech unicorns do differently – and how you can implement these proven winning strategies today. Data Breakout: Value Selling Connect with Brendan: https://www.linkedin.com/in/brendandell/ Sign up for The Edge Newsletter: https://www.gong.io/the-edge/

Product-led growth. Is it just a “freemium” model? Is it only for scrappy startups? Dave Boyce joins the pod to debunk and demystify all things PLG. Dave is the Product-led Growth Practice Lead at Winning By Design, a global B2B consultancy – and is a self-proclaimed PLG advocate. In his conversation with Corrina and Danny, he shares how you can transform trust by adopting a PLG selling model, Plus: he’s sharing all of his best tips for starting small with PLG, and seeing big results within your organization. Data Breakout: Gartner article Connect with Dave: https://www.linkedin.com/in/boycedave/

If at first you don’t succeed…audit the heck out of your processes.  Leigh Ann Harris, Group VP of Strategy and Business Development at Oracle, joins Corrina to share her goldmine of insights from her experience leading 500+ outbound BDRs. Plus: Hear her passionate stance around how data and AI can be game changers in blocking out your competition and maximizing lead quality.  Data Breakout: https://www.gong.io/blog/sales-artificial-intelligence/

With many teams strapped for resources – leaders are turning to seller efficiency. Kyle Healy is the SVP of Sales Enablement at NFP, a leading insurance broker and consultancy. And he’s breaking down how to scale results (AKA revenue) without hiring new headcount. In this conversation with Danny and Corrina, Kyle dives into his philosophy on how to build the most efficient sales team ever and insights into NFP’s “propensity to win” model. Data Breakout: HubSpot article

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 can help your team win more deals.

In this week's episode, we're coming to you from our latest Celebrate Session, featuring Eric Gilpin, Chief Sales Officer at Upwork. Eric shares how his team turns customer insights into better revenue results by improving deal execution, strategic initiatives, and coaching.

Joe Marcin, CRO at Kyriba, reveals a turning point in his career that led him to discover the triangulation of bringing experience, data, and the art of selling together to help him make great business decisions. Early in his career, Joe feared a career in sales meant schmoozing prospects on a golf course. But then he discovered sales was really about processes he could learn, repeat, and scale. Joe breaks down the science of selling and shares stories illustrating how data combined with experience can drive record-setting business outcomes.

We all know that marketing and sales teams need to be aligned. (Tale as old as time.) But how are world-class organizations actually making it happen? Latané Conant knows how. She’s sharing all of her secrets. Latané is the Chief Market Officer at 6Sense, a data-driven B2B marketing platform, and author of the popular business book “No Forms. No Spam. No Cold Calls”. In this conversation with Danny and Corrina, Latané is sharing her secrets to total team alignment, as well as her perspective on why women — and diverse thinkers — deserve more seats in the C-suite. Resources: Data Breakout: https://www.salesforce.com/resources/articles/customer-expectations/?sfdc-redirect=369 Sign up for The Edge Newsletter: https://www.gong.io/the-edge/

Guy Raz is on Reveal. This is not a drill! Guy has hosted some of the most popular business podcasts of all time, including “How I Built This”. 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 noticed 3 x-factors that ALL wildly successful companies have in common. Tune in to hear what sets these winners apart.

The vast majority of sales leaders don’t trust the numbers their reps are forecasting. So, how do we fix this major trust gap? Dan Morgese is on the case. Dan is the Senior Manager of Thought Leadership at Gong, and he’s coming into the Reveal-sphere hot off the heels of publishing The Reality of Sales Forecasting Report. On this episode, he’s chatting with Danny and Corrina about how organizations can fix this forecasting gap, and achieve maximum accuracy for more wins. Resources: Reality of Sales Forecasting Report https://www.gong.io/content/reality-of-forecasting-report/

“Keep learning, keep serving” is the motto of this episode’s guest—but with his incredible track record as a sales enablement leader, we’ll amend that motto to include: “keep winning”. Nate Vogel is the VP of GTM Enablement at Gong, and on this episode, he’s joining Danny and Corrina for a masterclass on servant leadership—and, how you can train your teams to lead with their beliefs for more authentic experiences. Data Breakout: Brand Trust & the Coronavirus Pandemic: https://www.edelman.com/research/covid-19-brand-trust-report Sign up for The Edge Newsletter: https://www.gong.io/the-edge/

The Bezos “question mark emails” now live in infamy…so imagine being on the receiving end of one. Dave Stone was—and he’s bringing all of his lessons learned from his years at tech giant Amazon to Reveal. Dave currently is the Senior Transportation Manager at Ryder Systems Inc., a logistics and transport company. Join Dave and Danny for a conversation on company purpose, top-down leadership, building a high-performing inside sales team, and achieving operational excellence. Resources: Why Core Values Matter https://www.forbes.com/sites/brentgleeson/2021/03/30/why-core-values-matter-and-how-to-get-your-team-excited-about-them/?sh=1cb55e2b4afd Sign up for The Edge Newsletter https://www.gong.io/the-edge/

Shianne Sampson, author of the book Triage Sales Coaching and Global V.P. of Inside Sales & Sales Development at New Relic, a data platform for software engineers, joins Danny Wasserman for a conversation on the do’s and don’t’s of building a stellar sales team. In this episode, you’ll hear Shianne’s expertise on how to hire the right fit every time, and how to mold them into sales champions for your team. Join us for Celebrate Beyond '22: https://events.gong.io/celebrate-beyond22

Field sales is undergoing a major shift right now as we enter into a digital-first selling landscape…so, does that mean the role is going extinct? Absolutely not, according to this episode’s guest! Frank Pinder is the EVP of Digital Transformation Services at Corporate Visions, a science-backed consulting service for high-performing sales teams. In this conversation with Danny and Corrina, Frank is sharing exactly how to take your field sales teams into the digital-first future—all the while, maintaining your winning momentum. Save your seat for Celebrate Beyond 2022: https://events.gong.io/celebrate-beyond22

A big change is coming to the Reveal podcast…here’s what you can expect.

Gone are the days of wine-ing and dining to close every deal — and we have digital sales to thank. Chris Kingman heads up the digital sales enablement team at TransUnion where he has been working to perfect the art and science that is digital selling. In the episode, Chris divulges his secrets to creating high-performing digital sellers, gives his POV on the next generation of “field sales”, and shares his passion for quality over quantity when it comes to prospecting.

Kimberly Dieter, LinkedIn’s VP of Sales Solutions wants you to make the right hire every time. Here are the surefire tips for identifying incredible candidates, right off the bat.   Kimberly shares tactical insights from LinkedIn’s 2022 Global State of Sales report and her personal experience as a sales leader at a forward-thinking company.

“Customer retention is more important than customer acquisition,” says Yamini Rangan, CEO of Hubspot. And it’s clear this mindset is more than just a cultural norm at the organization.    In case you don’t know the name, Yamini went from Chief Customer Officer to Chief Executive Officer at Hubspot in late 2021. Her ‘customer first’ mentality creates a fundamental shift in the B2B space from the traditional funnel approach to a flywheel. Learn how to provide value, starting with the first sales conversation.

Sales enablement teams look different in every organization, but our guest is sure of one thing: they should be the driver of consistency, efficiency, and predictability. Marcela Piñeros is the Global Head of Sales Enablement at Stripe, a financial infrastructure platform for businesses.  In this episode, Marcela shares her philosophy on hiring for and building a world-class sales enablement team, and how you can ensure your sales enablement team becomes your predictability super power.