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 […]

Most of what our aunts and uncles, friends and family members tell us about having a successful career is incorrect. “You should make an effort to progress in your career quickly.” “You should find a good profession for life.” “You should get a job that pays the most.” The problem with this advice, even though […]

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 […]

Never miss another money-making sales tip from Gong Labs: Subscribe to get the latest sales data to your inbox once a week. We’re serious about data. Hard-hitting sales stats. Our mantra is “Goodbye, opinions. Hello reality.” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats […]

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, […]