REVENUE INTELLIGENCE BLOG

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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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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These “Hidden” Persuasive Language Techniques Are Used by Top Sales Reps

By Chris Orlob, July 12, 2018

Highly successful salespeople deploy tiny persuasive language techniques to sell more. Some of these techniques are so subtle, they’re barely perceptible: Like using “I” or “we” language at the right time. It’s a small switch, but these two first-person language types create completely different dynamics in your sales conversation. When you predominantly use “we” language (referring to your company rather than […]

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The Impact of GDPR on Sales Could Cut Your Pipeline in Half—Here’s What You Can Do About It

By Chris Orlob, May 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant […]

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