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Gong Labs

This (Simple) Word Will Turn Your Deal Into a Nightmare

By Chris Orlob, November 12, 2018

In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Subscribe here to read upcoming research.   The words “list price” signal that your price is wobbly and movable. They telegraph that you have a fat margin with more than enough room to negotiate. When these words pass your lips, you’re practically begging your buyer to […]

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Sales Enablement, Sales Management

7 Ways to Accelerate Sales Onboarding

By Chris Orlob, October 9, 2018

Faster sales onboarding is your lowest hanging fruit for generating more revenue. Unfortunately, onboarding new salespeople can be both time- and labor-intensive. The good news here? Sales onboarding is not table stakes. It is a revenue-driving activity and should be treated as such. 7 Ways to Accelerate Sales Onboarding The sooner your new hires ramp […]

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7 Key Sales Skills
Sales Management, Selling Skills

7 Sales Skills You Can Dramatically Improve Using Gong.io

By Chris Orlob, September 10, 2018

Improving sales skills is one of the main reasons people use Gong.io. Think of your sales methodology as a race car — it’s the vehicle that brings you from first call to close.  Think of your sales skills fuel for that sales process. Without the right sales skills to fuel it, it’s just an expensive piece of metal. Sales skills (and specifically, effective sales […]

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Selling Skills

Competitive Advantage in Today’s Market Comes Down to This “Low Tech” Factor

By Chris Orlob, August 14, 2018

In Michael Porter’s seminal book Competitive Advantage, he highlights three core competitive strategies: Cost leadership Focus Differentiation Cost leadership is for the “Amazons of the world.” Their economies of scale allow them to reap insane profits despite charging razor thin prices. They “make it up in volume.” Focus is for companies that narrow in on a niche. While this is a great way […]

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Selling Skills

How AI Is Fueling Hyper-Effective Sales Teams

By Luciano Scala, August 3, 2018

This article was originally published on Forbes by Gong.io Account Executive, Luciano Scala Sales — an industry ruled by the numbers. Meet quotas, shorten the cycle and always, always, always be closing — even when there’s no time to do it. The breadth of articles, strategies and philosophies on the subject is seemingly endless. Some offer […]

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