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REVENUE INTELLIGENCE BLOG

11 Surefire Ways to Shorten Your Sales Cycle

By Kyle Brown, June 18, 2018

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 […]

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The Impact of GDPR on Sales Could Cut Your Pipeline in Half—Here’s What You Can Do About It

By Chris Orlob, May 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant […]

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“How” You Sell Is As Important As “What” You Sell – Here’s Why

By Chris Orlob, January 4, 2018

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 […]

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How to Predict If Your B2B Sales Job Will Survive AI

By Chris Orlob, August 9, 2017

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 […]

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Focus the Sales Conversation On Them, Or Keep Your Mouth Shut

By Nancy Bleeke, May 22, 2017

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 Person-to-person sales conversations have not been replaced by software, technology, or “scripts.”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 […]

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