In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . A VP of Sales recently told me he has automatic alerts set up each time his competition is mentioned on a sales call. He then went on to […]
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Focusing on the middle of the pack is where sales coaching has its impact. Unless it’s done randomly. Star account executives will exceed their quota pretty much no matter what you do as a sales manager. And the awful account executives will eventually find a new career. It’s the middle ground, the “good but not […]
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In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . A couple months ago I asked a question on LinkedIn that stirred a debate… Should account executives combine discovery calls and demos in the same call, or separate […]
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For Sales Leaders, Increasing your B2B sales team’s conversion rates on opportunities is a tricky task, but can be broken down logically. Any set of activities that has an output can be viewed as if it were a manufacturing process. We start with inputs. Those inputs go into a “black box” where they interact with […]
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In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . Research has shown that overusing “filler words” creates a slightly negative perception of the speaker. But do filler words actually have a meaningful impact on sales outcomes? As […]
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In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . It was Monday, May 6, 2013. My first day as a sales rep at insidesales.com. I sat spellbound in an onboarding class watching the company’s founder – Ken […]
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“What do you coach? You coach the gap. Build a bridge that takes your people from where they are today to where they want or need to be.” – Keith Rosen I love that quote. It brings a clear analogy to something that’s often vague: sales coaching. Almost every sales leader out there will agree […]
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In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . Every word and phrase uttered on a B2B sales call influences the outcome of that deal. Sales conversations are what drive revenue. But until now, they’ve been guesswork. […]
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It’s rare that I can go a full week without seeing women in sales come up on social media. And rightly so. We need more women in sales. Especially in the male-dominated tech world. The “hotness” of this topic has provoked a new discussion among some opinionated people: Who sells better? Men or women? And […]
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Yesterday, I was driving to a conference with a friend of mine, who happens to be one of the smartest Internet marketers I know. We talked about the world I live in professionally – the B2B sales world. After listening intently to me for what must have been 20 minutes, he remarked… “Sales seems like […]
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I was writing so fast my hand started cramping. 23 minutes into an interview with Derek Grant on how they do their call coaching at SalesLoft, and I already had several pages of notes. While many B2B sales organizations record calls and demos, few know how to make use of them. Derek and his team […]
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You’re about to learn nine of the exact sales coaching habits and systems the world’s top B2B sales leaders follow to develop their sales teams successfully. This isn’t an anecdotal article. Seven of the nine habits I’ll talk about come from analyzing usage patterns of over 5,000 users in the Gong call coaching platform The […]
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“Who the hell are you? “What’s your background in sales to be instructing me on how to sell?” This is a strong fear for many sales enablement managers: the fear that their sales team does not view them as a credible coach and lacks trust in their sales support efforts. Gaining your sales team’s trust […]
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In November 2016, I wrote an article on SalesHacker called “We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered” If you haven’t read that article, I suggest doing that first. The first insights we discovered among the analysis were trends related to the “talk-to-listen” ratio. As it turned […]
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