What do sales and hostage negotiations have in common?  Turns out, a lot more than you’d think. The stakes in a sales deal may not literally be life or death. But success in any negotiation depends on knowing what you’re doing every step of the way.  Know who’s top dog in that realm? Chris Voss […]

Confession: Before COVID, I had to stop going to Costco. The free samples were amazing and they made me buy more. (And more. And more.) Well played, Costco. Well played. When you conduct a demo, you want the same thing to happen. You want the product to sell itself with just one taste. Your goal […]

Data means the world to us here at Gong. It’s our everything — our differentiator and our prized product offering. So when we conduct any type of self assessment, we use a numbers-backed approach. We’ve talked in previous posts about our recent hiring hub in Atlanta and our DEI programs and surveys. This time around, […]

We’re taught to believe that everything we see is ‘real’. After all, our senses wouldn’t lie to us, would they?  Typically the stories our brains generate match the real world — but not always.  The human brain unconsciously makes our perception of reality meet our desires and expectations.  A recent article by Vox tests our […]

Gong Labs’ previous research shows that it’s not a great idea to send executives cold emails with lofty ROI promises (see chart below for a sneak peek). How on earth can that be a bad idea, when all customers care about is ROI? Picture this: You’re a software sales rep and you gave a stellar […]

“A region of spacetime where gravity is so strong that nothing — no particles or even electromagnetic radiation such as light — can escape from it” (Wikipedia). A black hole. Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. The antidote? Game tape. Professional athletes review past […]

If you’ve been following our podcast journey, then you’ll know that we launched ‘Reveal: The Revenue Intelligence Podcast’ back in 2019. Since our debut, we’ve had conversations with 49 revenue thought leaders across all industries and have explored how they use revenue intelligence – a new way of operating based on data instead of opinions […]

Sales prospecting is dead. *Dramatic pause* Kidding (obviously). Deals don’t just fall into your lap – if they do, tell me how. Prospecting is an essential part of your process.  Without it, you’re stuck waiting for things to happen. And that’s not a strategy, that’s just dumb luck. That’s why I stole these 10 prospecting […]

HubSpot Reps Increase Productivity and Ramp Faster with Gong Gong Gives Genesys Sales Managers The Ability to “Ride Shotgun” With Any Deal Shopify Creates a Learning Environment for Their Sales Team The above are 3 actual headlines from Gong case studies. The one thing they all have in common? Each tells a story about how […]

If you are in sales, you know what the word negotiation means.  Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. They understand the art of making a deal. They are well-versed in the […]

All sales organizations are masters of sales tactics.  We know what opening lines to use on a cold call.  We know what questions to use in a discovery call.  We know how to lock down next steps or overcome the next objection. And while tactics are important, a sound sales strategy is critical to improving […]