Dinosaurs: Dead. Pagers: Dead. Charlie from Lost: Dead But you know what is NOT dead? COLD CALLING.  I know. I know. I know. I know what you are thinking. Cold calling never works. That’s a true statement IF you don’t listen to what the data tells you about cold calling. Speaking of data, Gong is […]

So you want to write better sales emails? Close more deals? Grow your career in sales (and top the leaderboard)? If that doesn’t describe you, maybe you should not be in sales? But if it sounds aligned with your goals, keep reading. The most successful salespeople send the best emails. They know that email is […]

Sales templates help guide new and seasoned salespeople If done well, they serve as a starting point for various steps along the sales process — incorporating best practices and often company and product-specific messaging. However, most sales templates are not backed by data and science. Good news: These are 100% backed by Gong sales stats. […]

Sales emails are easy. You’ve done it your entire life. You’ve got this. You craft that prospect email. You hit send.  You wait. And wait. And wait. 3 days go by. Crickets. Silence. Nada. Nothing. You send a follow-up email. THIS one will get them to open, click, and (maybe) even call you! Nope. Same […]

WARNING: THE FOLLOWING ARTICLE DEALS WITH PSYCHOLOGY, THE SCIENCE OF MIND AND BEHAVIOR.  Specifically, we’ll be diving into behavioral economics, “the study of psychology as it relates to the economic decision-making processes of individuals and institutions” (Investopedia). Buckle up. The headline kinda gives it away, but in case you missed it, today we’ll be talking […]

You venture out to your mailbox. It’s been a minute since you’ve visited the place that is usually filled with junk mail. But you don’t want it to overflow. And who knows, maybe there will be a check for a MILLION DOLLARS. Or maybe not. The first flyer you see is super-generic. It screams “mass […]

Who is this? What company are you calling from? Why are you calling me? No, thanks.  Not interested. Sorry, I’m too busy. Can you just email me some info? We already have something in place. Yeah, we don’t have a budget for this sort of thing. Objections. Objections. Objections. Cold call objections are par for […]

The moment a customer voices a sales objection, it’s tempting to do two things. Both of them are a bad idea. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!” Launch (knee-jerk styles) into a monologue about how their product solves the problem. We’re pulling the […]

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? Of course, you do. You are reading this blog post! To emulate what the top sales professionals do, you can:  Shadow them for a few weeks (months?) and hope “sales skills […]

“Every once in a while, a revolutionary product comes along that changes everything …”  Those were the now-iconic words spoken by then-Apple CEO Steve Jobs in his 2007 MacWorld keynote.  This talk — well worth the 80-minute watch — was Jobs’ introduction (cough cough SALES PITCH) for the OG iPhone (aka, iPhone … aka iPhone […]

When people want to learn a new topic, internet research alone is not enough. In Gong’s early days, one of our biggest hurdles was learning about speech-to-text technology. We knew we needed it to analyze phone and video conversations, but we had no idea where to start. Had we just typed “speech-to-text” into Google, we […]

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 […]