Chris Orlob, Author at Gong

Chris Orlob's Articles

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Selling Skills

Sales Success 101: Here’s What Separates Crazy-Successful Salespeople

By Chris Orlob, June 10, 2019

Are you trying to take your sales success to the next level, but frustrated in your path to get there? If so, you’ve likely overlooked a simple concept: Sales success is a chain-link system. In a chain-link system, the performance of the whole is limited by the weakest link. When there is a weak link, the system […]

Selling Skills

Here’s how to get out of a slump in sales

By Chris Orlob, May 15, 2019

In the Gong Labs series, you get data-driven sales tips that illustrate how to get out of a slump. Subscribe here. I woke up in a cold sweat. The red numbers on my alarm clock glared back at me: 3:13 AM. I’d had a few bad months in a row and was on the verge of […]

Selling Skills

Sales AI will soon replace you, unless you follow these two rules

By Chris Orlob, April 23, 2019

Sales AI will replace some salespeople. No doubt about it. Want proof? I bet you’d HATE talking to a salesperson to buy a book on Amazon. You’d rather buy with “one-click” and be done! An Amazon book rep would introduce friction to an otherwise seamless buying process. It’s a simple buying decision and people want to […]

Sales Management

The Ultimate Guide to Sales Coaching In 2019

By Chris Orlob, April 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Then this is the most important thing you’ll read today. Let me guess: no one trained you for sales coaching. You’re “making it up as you go.” You’re simply doing your best to pass on what YOU know about sales to […]

Selling Skills

The 11 Best Discovery Call Tips for Sales You’ll Read This Year

By Chris Orlob, March 28, 2019

Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? 🔥 Well, this might be the most important thing you’ll read this year. You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners. You have to know the basics of good […]

Product News

Introducing Beat™ by Gong.io: Unparalleled Visibility into Sales Emails

By Chris Orlob, March 20, 2019

Visibility into phone calls and web meetings is powerful, but it doesn’t give you the whole picture. Your team closes deals through a series of conversations that include emails. Often dozens of them. Those email conversations are a big part of any sales cycle. If you’re a sales leader, you’re in the dark about what’s […]

Product News

Get Full Visibility Into Every Deal. Introducing Clari + Gong.io

By Chris Orlob, March 7, 2019

We’re thrilled to announce our integration with Clari’s Connected Revenue Operations platform. Clari helps increase win rates, shorten sales cycles, and improve forecast accuracy. How? It automatically captures and analyzes opportunity data and predicts which deals will close and which are at risk. Before now, Clari didn’t look inside sales conversations, let alone feed conversation […]

Gong Labs

ROI In Sales Is Dead. Great Salespeople Are Doing This Now Instead.

By Chris Orlob, February 27, 2019

My hands were sweating again. Of all the things I expected from this sales meeting, an “easy win” was not one of them. I spent six months working on a deal with four tough senior managers. Each of them voiced a flurry of objections at every turn. And now I had my shot with the […]

Selling Skills

18 Best Sales Blogs to Follow in 2019 (As Voted-for by 50+ Sales Leaders)

By Chris Orlob, February 12, 2019

Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. BUT, instead of making a list of my own favorite sales blogs, I did […]

Selling Skills

55 Sales Tips & Techniques That Work Like an Absolute Charm in 2019

By Chris Orlob, February 10, 2019

Sales Techniques Tips 1. Buy Time 2. State Full Name AND Company Name 3. Never Ask “Did I Catch You At A Bad Time?” 4. Always Ask “How’ve You Been?” 5. Immediately State Your Reason For Calling 6. Do Account Research 7. Do Personal Research 8. Avoid Too Much Discovery Early On 9. Pitch A […]

Gong Labs, Selling Skills

7 Elements of “Insanely” Persuasive Sales Product Demos

By Chris Orlob, February 1, 2019

If doing a sales product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a sales product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when […]

Sales Management

35 Sales Interview Questions to Hire the Best Salespeople

By Chris Orlob, January 25, 2019

You may want to bookmark this page for future interviews. Making a great hire comes down to the interview questions you ask your sales candidates. And so many sales leaders get them wrong. They stick with generic, run-of-the-mill questions such as “Why should I hire you?” Or they ask “creative questions” they’ve heard some tech […]

Gong Labs

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 […]

Sales Management

Top 11 Sales Methodologies: How to Choose the Right One

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 process 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 […]