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 […]
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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 outcomes using AI, then share the results to help you win more deals. Follow me to read upcoming research. “Maybe you should know something about our business before you continue.” I froze. I was […]
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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 […]
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“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 […]
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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 […]
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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 […]
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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 […]
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How do Gongsters use Gong? We get asked that question a lot. And it’s a fair question. As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. The people want to know: How do YOU (Gong) use YOUR PRODUCT (Gong)? Spoiler Alert: […]
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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 […]
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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 […]
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No one said sales was fair. Actually, it’s pretty darn unfair. AND: it just got worse. Why? Because the questions sales leaders had all-but-written-off as impossible to answer. Well, they just became answer-able. And some sales leaders (1000 of them, give or take) are already getting ahead. Questions like: Which competitors are really coming up […]
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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 […]
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