For any sales rep, picking up the phone to perform a discovery call is daunting. Even the most experienced reps consider discovery calls to be redundant, and sometimes awkward. But because discovery calls are a critical part of the sales process, it’s important to know what to say, and what to avoid. Our data team […]

Sales influencers have hypothesized about every phase of the sales cycle. They’ve come up with lots of tips and tricks over the years, mostly based on personal experience. But none of those influencers had access to the AI-driven sales analytics we use here at Gong.io. They tell us exactly what works and what doesn’t on […]

Selling is a zero-sum game. While you’re popping a champagne bottle because you know how to sell against the competition, your competitor is downing cheap whiskey to mourn their loss. Either way, when the drinks are done, you’ll both go back to square one with the same goal: Sending your competitors home with their tails between […]

At the end of the day, call data goes deeper than just the sales cycle. Here at Gong, the entire Customer Success (CS) org is dependant on AI for customer support to make sure our team, and more importantly, our customers are successful. How? Let me explain… 1. Seamless Account Handoffs by Having Instant Access […]

A brilliant sales presentation has a lot going for it. Unfortunately, the “best” ideas floating around the Internet will likely land you dead in the water. Why? They are based on intuition, rather than actual data. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform […]

More often than not, sales call steps are thought about in the wrong way. But compare them to a map that you would use while driving. When you’re going somewhere new, you almost always use maps to give you a plan and direction. Then, each proceeding time, you might use your directions a little less. […]

DISCLAIMER: The information provided on sales call recording laws is for informational purposes only and is not legal advice. If you have specific questions on compliance with any relevant laws, please consult your legal counsel.   One-party vs. Two-party Consent in the United States When it comes to sales and business call recording laws and […]

When we think of artificial intelligence (AI), it’s a very cool concept. Both Siri and Alexa live alongside us, performing Google searches and turning on our lights via voice, just like a human assistant would. Teslas are driving and parking themselves, and all this innovation raises eyebrows while making life easier. But if AI is […]

We’ve entered an era where how you sell has become just as important as what you sell. Here’s why… Every product category out there is exploding in competition. Customers have hundreds of choices for any category of product they want to buy. And all of them are more or less the same. Differentiation based on product features is short-lived at best, and non-existent […]

I recently got sucked into a heated LinkedIn debate about whether artificial intelligence (AI) will eventually displace the B2B sales profession. These discussions seem to be cropping up a lot lately. Many sales professionals and leaders believe it won’t happen; they predict that people will always want to buy from people and that relationships will […]

Productive sales conversations are the most important asset any sales rep owns. Person-to-person sales conversations have not been replaced by software, technology, or “scripts.” They are more important than ever. Why? The volumes of information and choices for buying products and services has complicated buyer’s decision making. These buyers need professional sales pros who engage […]