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How to Use Social Proof to Close More Sales

By Chris Orlob, January 11, 2019

Social proof can be one of your most powerful sales techniques. If used the right way. Many of the top sales methodologies include its use at some phase or another. But unfortunately, it’s often misapplied. And when it’s misapplied, it creates some formidable sales objections that you’ll need to handle. Let me walk you through […]

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Top 10 Sales Methodologies: How to Choose the Right One (And Ensure It’s Adopted)

By Chris Orlob, January 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. You often have to reverse your prior sales methodologies, even if they were once successful. For too long, […]

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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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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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