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. In this episode, we dive into: Conversation Intelligence (CI) and Revenue Intelligence (RI): the origin story of business intelligence, Gong and CI, 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 a 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 Connect with Danny Wasserman: https://www.linkedin.com/in/dannybwasserman/ Connect with David Kreiger: https://www.linkedin.com/in/davidkreiger https://salesroads.com/ Subscribe to the podcast and follow our Podcast LinkedIn page so you don’t miss any episodes! https://www.linkedin.com/company/sell-like-a-leader-podcast/

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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