Sell Like A Leader – Episode 20

In this episode, we dive into: 

– Conversation Intelligence (CI) and Revenue Intelligence (RI): The origin story of business intelligence, Gong and conversation intelligence, the market pivot that made CI a necessity, the different adoption phases, how to assess basic adoption vs. applying a higher level of analysis, evaluating sales behaviors objectively, forecasting with lot more science than humans could, transforming pipeline reviews meetings, making coaching good for the seller and the manager, lifting win rates, internal and external obstacles to using CI tools, aligning the implementation of CI and RI tools with your organization’s cultural values to facilitate acceptance and utilization, and effective dashboard design.

– Rapid Fire Q&A

About Danny Wasserman

David Kreiger chats with Danny Wasserman, a former restaurateur turned Enterprise SaaS seller and currently a leader at Databricks. He has researched, architected, and delivered sales enablement content that globally serves SMB, Commercial, Enterprise, Partner, and Customer Success teams. Whether in front of the room facilitating, in the studio hosting a podcast, or in the back office ghostwriting communications for executives, Danny remains equally committed to always playing for the team and never losing sight of humility.

Podcast Key Takeaways

  • CI tools go beyond simple call tracking by identifying key behaviors, keywords, and conceptual articulation during sales interactions. This ensures that sales reps are applying new strategies as intended.
  • Leveraging CI data, revenue intelligence enhances deal reviews and forecasting by identifying successful opportunity elements like pain points and competitive factors. It streamlines decision-making, improving accuracy and efficiency.
  • CI tools highlight coaching opportunities, such as addressing gaps in budget discussions or engaging senior decision-makers, increasing the likelihood of closing deals.
  • Enhanced processes reduce wasted time in pipeline reviews, strengthen manager-rep relationships, and focus on strategy.

Connects

Connect with Danny Wasserman: https://www.linkedin.com/in/dannybwasserman/

Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger

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