Chris Orlob's Articles

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Gong Labs

Here are 7 (unfair) ways to crush your competition in sales

By Chris Orlob, February 21, 2019

In the Gong Labs series, you get fresh research from the analysis of sales conversations with AI. Subscribe here to get insanely great sales tips. Tired of losing deals to your competition? Let’s fix that for good. You’re going to learn seven super-effective tactics for crushing your competition. The best part? None of them involve dropping your price. Each of […]

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Product Demo Header Image
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 […]

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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 […]

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Sales Management

Top 12 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 […]

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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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