Some one-on-ones are so good that you walk out feeling motivated for the whole week. Others, not so much. We asked sales managers their secrets for running remote one-on-ones that leave reps craving more. The kind that deserve a hand-stinging, ear-ringing high five (except not right now because, you know, social-distancing). Put these 6 elements […]
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Career shift? New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch. And keep knocking your number out of the park. #1 Master the Online Demo It’s […]
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The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs […]
Read MoreWhat’s the future of sales training tech? How can sales leaders prepare for the CEO role? What does brutal honesty mean for sales leaders? On a recent episode of the Reveal podcast, we connected with Dave Mattson, CEO of Sandler Training, for answers to these and other questions that are top of mind for revenue […]
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Looking for a rich list of sales tips and techniques 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 quick […]
Read MoreWe all have ways to gauge whether or not a prospect is going to sign. You probably check your CRM, look for nonverbal clues, or maybe you trust your gut. But what if there was a data-backed way you could tell whether or not your deal was going to sign? There is. And it all […]
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How has the buyer’s journey evolved? What can modern revenue teams do to adapt and win in an ever-changing selling environment? Why is data more important than ever? On a recent episode of the Reveal podcast, we connected with Ed Calnan for answers to these and other questions that are top of mind for revenue […]
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At Gong’s #celebrate conference, sales leaders tackled three pillars: People Success, Deal Success, and Strategy Success. In the coming month, I’ll reveal golden nuggets from their talks. First up, People Success. “People Success” isn’t what you think. It’s not happiness, motivation, fulfillment, or other important personal metrics. People Success is where your business processes and people meet. It means hiring the right people, coaching everyone […]
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This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. You know that tingly feeling you get when your buyer has interest AND […]
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Why do so many sales messaging launches fail? An overload of product information. Reps rarely latch onto new stories, and that stops them from changing their behavior. To prevent them from focusing on features, you want to get them into customer-centric approaches as quickly as possible. Keep reading for the top 9 ways you can […]
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This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. How do you know whether your buyer is going to sign? Do you […]
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It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. Your team shuffles in reluctantly, yawning, coffee in hand. Within minutes, most of them are on their laptops or phones, zoned out and waiting to update you on their deals. Everyone rattles off the same thing: a list […]
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Are you looking for a rich list of sales questions you can use today? Sweet, because we have you covered. Not only that, but you’ll also learn how and when to use these questions. In fact, we’re going to start with that foundation. Master sales pros know that this skill is as important as what […]
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These 7 sales mistakes are just that: Horrifying. How many of them do YOU make? If you stop doing these, you’ll improve your calls. Big time. Once you read what NOT to do, I have something for you at the end of this post: What you SHOULD do to be successful instead. SALES MISTAKE #1: […]
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