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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Choosing a conversation intelligence platform can be confusing, which is why we just launched a short buyer’s guide to help you make sense of your options. Even though the space is young, it has blown up with competing products and alternatives. Many of these options are designed for completely different types of sales organizations and […]
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I’m kicking myself. I forgot to include an incredible piece of data in our last post: According to new data, superstar sales reps are bombarded with questions during their demos compared to their peers. In the last post, we revealed hard data that said having business value conversations is a hallmark of a superstar sales […]
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We’ve entered an era where how you sell has become just as important as what you sell. Here’s why… Every product category out there is exploding in competition. Customers have hundreds of choices for any category of product they want to buy. And all of them are more or less the same. Differentiation based on product features is short-lived at best, and non-existent […]
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Sales reps at the top of the leaderboard talk about the business value of their offerings far more than product features or technical details. That’s no secret. What’s less known is that coaching a struggling rep to go from one to the other is the most decisive factor in helping them rise through the ranks. It’s the most […]
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Get your ears on every call, from wherever you are, with the Gong.io Mobile App It’s Saturday night as I write this and my wife is not impressed. I’ve been listening to call recordings on Gong’s brand new Mobile App for two hours straight! Yep… it’s here. Say goodbye to listening to podcasts and audiobooks […]
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The next time your sales manager joins one of your sales calls or demos for the sake of “team selling,” be sure to thank him or her. You may be 258% more likely to close that deal than if you flew solo. The Gong.io data science team is at it again. We analyzed 21,392 B2B sales […]
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Getting visibility into your team’s sales conversations is the single best way to eliminate the “performance gap” between your few star salespeople and the rest of your team. But there are a few ways to go about doing that. The best way for you is going to depend on a few variables, such as the […]
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The key ingredient that makes all of your sales effectiveness programs generate strong returns comes down to this: Visibility into your team’s sales conversations. Understanding this concept is critical to avoiding wasted time, effort, and money with your company’s sales effectiveness programs. If you’ve been following this series, then you’ve learned two things: The #1 […]
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The difference between your star salespeople and your “middle-of-the-pack” reps comes down to ONE thing: Their sales conversations. Being “sold” on this fact is the first step to closing the sales performance gap between your best reps and the rest of your team. As of this writing, our data science team at Gong.io has analyzed over […]
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It’s not a lack of leads. It’s not inefficiency. It’s not even sales effectiveness (at least, as it’s generically defined). It’s more specific than that. It’s the “Sales Performance Gap.” This is the (vastly misunderstood) delta that separates the top 20% of your sales force from everyone else, creating a performance bell curve that looks like […]
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A few weeks ago we published an article called These Are the Worst 13 Words to Use During Sales Calls, According to New Data. There are hundreds of articles that recommend the vocabulary to avoid in sales, but this was the first one to have hard data behind it. I sense that’s what made the […]
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“Part of what it means to have a powerful personality is that you can draw others into your own rhythms and dictate the terms of the interaction.” -Malcom Gladwell A new study on the science of sales conversations shows that “average” salespeople actively seek rapport with their buyers, while top salespeople pull buyers to seek […]
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