Topic #1

Driving predictable revenue is the number one priority for all sales leaders. Yet, the sales forecasting process makes accurate revenue predictability nothing more than guesswork… What are reps forecasting, and which deals are involved? What deals are at risk? What’s the manager predicting, and is it different from the reps’ forecast? It’s time to ditch the guesswork.

On your podcast, Paul can share why forecasting based on historic performance is not effective, why trusting your sales rep’s gut feeling is not a good idea, and many other reasons why 79% of sales teams miss their forecast by more than 10%. On top of that, Udi will talk about how–after years of research–Gong figured out the way to forecast with confidence by capturing and analyzing what customers are actually saying, and knowing the business impact of every buyer interaction.

Topic #2

Sales professionals have historically relied on intuition to close deals. The same is true of sales leaders, who rely on the opinions of their sales reps to understand pipeline health, objections, competitive pressures, and what customers and prospects are saying. As a result, sales teams are often left with the trial and error approach which causes them to waste hours reviewing CRM notes that are incomplete and subjective, move slowly, spend less time with customers, and miss revenue targets.

On your podcast, Udi can share data-backed lessons from capturing and analyzing over a billion sales-customer interactions. Your listeners will find out how to spot early economic warning signs, why women are often better sales professionals than men, or even how to swear during sales calls can increase win rates by up to 9%.

Topic #3

The intersection between sales and marketing is more critical than ever. Companies navigate the economic downturn and focus their efforts on generating new business, minimizing churn/downgrades, and improving operating efficiency throughout their GTM motions.

On your podcast, Udi can share why without Sales & Marketing alignment, it’s not possible to become a hyper-growth company. Specifically, he’ll talk about how he navigated this challenge at Gong and created a well-oiled inbound and outbound marketing engine, which creates thousands of sales-qualified opportunities each quarter.

Topic #4

If there is a specific topic you would like Paul to focus on during the interview that is not listed here, please do let us know. We would be more than happy to run this by Paul.