This probably isn’t the first cold calling post you’ve read. There are TONS of sales tips and techniques all over the Internet about cold calling. In fact, try Googling “cold calling tips” to see what I mean. Millions of cold calling articles will appear. So why does the world need yet ANOTHER post on cold calling? […]
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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 […]
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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 […]
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I’ve had a blast watching our VP of Sales grow revenue faster than any SaaS company I know. Unfortunately, his results aren’t typical. Here’s what most VPs of Sales are in for: If this is your first crack at the VP of Sales job, bullseye is on your back. Fortunately, generating more revenue is simple. (Notice, I didn’t say easy.) […]
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Calculating the ROI of call coaching for your sales team seems hard to pin down at first. But it’s actually incredibly simple, and you may be surprised at just how lucrative call coaching can be. Where you might go wrong in your attempt to calculate ROI is by trying to tie it nebulous outcomes that have too many root causes […]
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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 […]
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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 […]
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Investing in ramping new sales hires faster is some of the strongest ROI you can generate as a sales leader. But somehow it often takes a back seat. Especially if sales enablement isn’t a dedicated function at your company. We know that ramping sales hires is probably important, but there are only so many hours […]
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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 […]
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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 […]
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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 […]
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Learning a few sales coaching tips might be the most important thing a sales manager can do today to improve their team’s performance. Seem like a bold claim? The numbers don’t lie. The better the sales coaching program, the better a team performs. Sales teams with the best sales coaching programs: Have better close rates: […]
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The VP of Sales’ average tenure has steadily declined the last seven years. Once standing at a healthy 26 months, it’s now just 19 months. 7 months of tenure have evaporated. 19 months on the job isn’t much time to make the impact you’re committed to making. This equates to a few quarters of getting […]
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The question “does that make sense?” generates some strong opinions in the sales world. Many sales pros loathe the phrase and avoid using it at all costs, while others pepper their sales calls with it religiously. The argument against the phrase is simple: It sounds like an overused, “salesy” thing to say that you might […]
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