I have some bad news — by the time you try those slick closing techniques you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision […]

Objection handling techniques are all over the Internet. What makes this (one of) the BEST posts on objection handling you’ll read this year? It’s the only one that involves hard data. We studied 67,149 sales meetings from our database of five million recorded calls. The team analyzed them with AI to identify what that correlates with success, based on […]

Many salespeople swear this is one of the best cold call opening lines: “Did I catch you at a bad time?” At one point, they were right to think so. Here’s the theory behind it: People like to say “no.” It makes them feel in control. So when you ask “Did I catch you at a […]

Is cold calling dead? No. But it is a game of inequality. On paper, the average success rate is dismal (as low as 1.48%*). As a result, many people conclude that cold calling is dead. But averages often obscure what’s really going on. Here’s the reality… Most salespeople are failing miserably at cold calling. Much […]

In the Gong Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for future research. — Successful sales reps do six things differently when handling objections. Five of them are intuitive. The sixth one, not so much. Let me explain. We pulled 67,149 call recordings from our […]

The key difference between your superstar sales reps and your average reps comes down to sales conversations. But… how exactly are their sales conversations different? Dozens of ways. Many of which are specific to you and your team. But here’s one BIG difference we found through our data analysis research: Superstar reps have business- and […]

Following a structured sales call process is vital to your success. Outsiders of the sales profession often believe that salespeople are “fly by the seat of your pants” types. The mental image they carry of salespeople is they are the type who “wing it.” They think salespeople are improvisers. But according to some compelling new […]

Sales conversations are what make your top-performing reps so good at selling. But not everyone is clear on that. Maybe you assume they’re just naturally talented. That the best salespeople are born, not made — which is great news for them, but not so good for your B and C players (or for you, unless you […]