When it comes to sales presentations, most sales leaders guess at what’s working. How could they know? Everyone in the organization is working from a different sales presentation. Some reps aren’t even using one at all. And when the PDF is actually sent off to a prospect? Who knows what happens. No wonder many sales […]

Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. BUT, instead of making a list of my own favorite sales blogs, I did […]

Looking for a rich list of sales techniques and tips you can use to close more deals? Look no further. We’ve pulled together a list of 55 sales techniques, tips, and tactics. Many of which we’ve proven with data. They’re split into sections from discovery call tips, to product demos, to objection handling, and more. Use the […]

Imagine you’re racing in the Grand Prix through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you barely move. It turns out, your wheels aren’t perfectly aligned. They’re each […]

These are the best sales books for your 2019 reading list. Throughout my career, I’ve been a voracious reader, and I credit that habit to much of the success I’ve been able to enjoy thus far. Of all the different types of books I read, sales books have probably been the most common (though I […]

In Michael Porter’s seminal book Competitive Advantage, he highlights three core competitive strategies: Cost leadership Focus Differentiation Cost leadership is for the “Amazons of the world.” Their economies of scale allow them to reap insane profits despite charging razor thin prices. They “make it up in volume.” Focus is for companies that narrow in on a niche. While this is a great way […]

This article was originally published on OpenView Labs Becoming the absolute leader in your market is not a luxury. It’s a necessity to survive. The old battlecry of “If we can get 1% of a $10 billion market, we’ll be rich!” is some of the biggest maladvice in business history. It sounds so good on paper (the young VCs always […]

This article was originally published on Forbes by Gong.io Account Executive, Luciano Scala Sales — an industry ruled by the numbers. Meet quotas, shorten the cycle and always, always, always be closing — even when there’s no time to do it. The breadth of articles, strategies and philosophies on the subject is seemingly endless. Some offer […]

Google “sales call tips.” In .43 seconds, you’ll see that the Internet has no shortage of articles about making better sales calls. And many — even most — of these articles are great. They have extremely solid advice. So what makes these the 21 best sales call tips you’ll ever read? That’s a high bar we’ve set for ourselves. […]

For any sales rep, picking up the phone to perform a discovery call is daunting. Even the most experienced reps consider discovery calls to be redundant, and sometimes awkward. But because discovery calls are a critical part of the sales process, it’s important to know what to say, and what to avoid. Our data team […]