Perception versus reality in the consumer world

Sales excellence today relies on data. That’s why we asked Frank Cespedes, Senior Lecturer at Harvard Business school and the author of Sales Management That Works, to join Reveal. His newest research outlines how you can improve your sales model by focusing on facts instead of assumptions. You’ll also hear tips for better hiring, myths regarding sales, and ideas for evolving your sales model for today’s market.Key Takeaways:06:12 - What Inspired Frank to Write His Book11:47 - Unexamined Assumptions with Sales13:43 - Data Break Out15:34 - The Buyer is the Most Important Thing17:02 - Buy As You Operate Now22:06 - The Domino Effect26:45 - What Do We Need to Measure?32:56 - Hire For the Task35:42 - Frank's Advice About Hiring41:34 - This Week's Micro ActionWant 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 Frank Cespedes: https://www.linkedin.com/in/frankcespedes/

Om Podcasten

The best sales leaders in the world are revealing their points of view, playbooks, and tried and true tactics...only on Reveal: The Revenue AI Podcast by Gong.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.Dana Feldman is the VP of Enterprise Sales at Gong, where she’s building and scaling strategic sales. Before joining Gong, Dana led Amazon's Enterprise & Mid-Market Sales team on the Amazon Business side for over three years. Her extensive experience also includes serving as the Head of Enterprise, Sales Solutions (A/NZ) at LinkedIn, and as a Sales Manager for the Financial Services Vertical at Salesforce.Dana's professional passion lies in disruptive technologies and guiding customers to those transformative "aha moments" that showcase the power of great technology in revolutionizing their businesses. She is dedicated to leading high-performing teams and empowering them to exceed customer expectations. Additionally, Dana is an advocate for women in the workplace, actively promoting diversity and inclusion.