Chris Orlob's Articles
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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 […]Read More
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 […]Read More
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 […]Read More
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 […]Read More
Looking for a rich list of sales techniques and tips you can use to close more deals? Look no further. We’ve pulled together a list of 55 sales techniques, tips, and tactics. Many of which we’ve proven with data. They’re split into sections from discovery call tips, to product demos, to objection handling, and more. Use the […]Read More
If doing a 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 product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when you start your demo […]Read More
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 […]Read More
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 […]Read More
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, […]Read More
Whisper™ cracks the code on your top producers’ talk tracks and transforms average sellers into stars. We’re thrilled to bring you Whisper™ by Gong.io. It’s the holy grail for sales leaders. Whisper™ cracks the code on the talk tracks that lead to closed deals at every stage of your sales process. More reps on your […]Read More
In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Subscribe here to read upcoming research. Everything that follows is true. As far as I know. There was once a regional sales manager—a rising star in her company. Everyone knew she was destined to be crowned VP Sales. One of her […]Read More
In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Follow me to read upcoming research. I’m not a natural salesperson. I had to learn to sell manually. And I’m going to tell you about the time I went from good to great in sales. It happened in July 2014 during a one-on-one with […]Read More