COLD EMAIL. an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling Wikipedia nails it; however, the Urban Dictionary definition is (unfortunately) sometimes more accurate. But just blasting out cold email after cold email without a plan, without direction, without heeding our advice (based on data), would […]

“Winning isn’t everything; it’s the only thing.” That famous quote is (maybe incorrectly?) attributed to Vince Lombardi. No matter who said it, it’s spot on, especially for those of us in the sales world. Winning in sales is kinda sorta VERY important. If you are not winning (closing deals, for example) in sales, your sales […]

The best reps ask the best questions. Asking questions is good for your brand and your career, according to this Forbes article. “The research shows that asking more questions builds emotional intelligence.” It turns out, asking (more, better) questions also translates well to the most successful reps. Ask questions, yes, but know where the sweet […]

Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. But first, a quick scenario: Here’s […]

Stratton Oakmont, Inc.* was a Long Island, New York, “over-the-counter” brokerage house founded in 1989 by Jordan Belfort and Danny Porush. It defrauded many shareholders, leading to the arrest and incarceration of several executives and the closing of the firm in 1996 (Wikipedia). The 5-time Academy Award-nominated 2013 film, The Wolf of Wall Street, was […]

Unlike bottom performers, superstar reps get bombarded with questions during sales demos. And that changes everything. Once buyers understand the value they sprint through the sales cycle. That means: Faster deal cycles. Better win rates. Higher ACV. And bigger commission. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to […]

I used to hate the waiting game. Refreshing my inbox. Checking phone notifications. Hoping for a sign of life – anything to know my deal was still on track. That was before I leveled up my email follow up game (no following up, circling back, or touching base). These 6 sales follow up emails are […]

If you have more leads than you can manage, this isn’t for you. However: If pipeline coverage is low, this is exactly what you need. Our data team analyzed thousands of cold calls to get these cold call stats. Next stop: Meetings booked. Let’s go. Stat #1: Successful cold calls last 2x longer The second […]

Your deal is so close, you can almost taste it. But there are still freakishly-common closing pitfalls waiting to derail your deal. Read this before your next closing call. It has everything we think we know the data tells us. Here’s how to add some serious horsepower to your sales proposals: #1: DON’T Save The […]

If you’ve been keeping up with Gong Labs (where we publish data on millions of sales calls) you already know this: Deals are 127% more likely to close when video is used at any point during the sales process. That’s up from a 41% in 2018 when we first ran this analysis. Work-the-zoom is the […]

7 seconds is all you get on a cold call. And that’s on a good day. That’s why I put together these 6 cold calling examples. The first two examples are like a one-two punch. Hit your prospect with them inside of 7 seconds and you’ll grab their attention from “hello” until “speak to you […]