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Random Acts of Coaching (RAoC)

By Chris Orlob, May 10, 2017

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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[Infographic] The Science of Winning Sales Conversations

By Chris Orlob, April 10, 2017

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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How to Achieve the Golden Talk-to-Listen Ratio In Sales

By Chris Orlob, February 8, 2017

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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