Ah. Sales scripts — the elusive and oft-discussed topic on every sales team’s agenda (or should be). Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script? Or how you could use a sales script to boost your conversion rates? As always […]
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When you have a top-notch sales battle card, it can feel like cheating. You have the edge, the upper hand when a buyer tells you about a competitor. You handle objections like swatting flies out of the air — one comes at you, and you squash it immediately. The best sales battle cards have the […]
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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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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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Faster sales onboarding is your lowest hanging fruit for generating more revenue. Unfortunately, onboarding new salespeople can be both time- and labor-intensive. The good news here? Sales onboarding is not table stakes. It is a revenue-driving activity and should be treated as such. What Is Sales Onboarding? Sales onboarding is the process companies follow to […]
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Calculating the ROI of call coaching for your sales team seems hard to pin down at first. But it’s actually incredibly simple, and you may be surprised at just how lucrative call coaching can be. Where you might go wrong in your attempt to calculate ROI is by trying to tie it nebulous outcomes that have too many root causes […]
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Investing in ramping new sales hires faster is some of the strongest ROI you can generate as a sales leader. But somehow it often takes a back seat. Especially if sales enablement isn’t a dedicated function at your company. We know that ramping sales hires is probably important, but there are only so many hours […]
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Choosing a conversation intelligence platform can be confusing, which is why we just launched a short buyer’s guide to help you make sense of your options. Even though the space is young, it has blown up with competing products and alternatives. Many of these options are designed for completely different types of sales organizations and […]
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Getting visibility into your team’s sales conversations is the single best way to eliminate the “performance gap” between your few star salespeople and the rest of your team. But there are a few ways to go about doing that. The best way for you is going to depend on a few variables, such as the […]
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Building a great sales team is an ongoing process and investment for any company. But some companies are better than others at getting new hires up to speed and starting to perform at plan. I fell into sales after realizing I wasn’t any good at my technical consulting job, which meant I had no sales […]
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The mission of sales enablement can be summed up in one sentence: To help the sales team sell better from the time each sales rep is brought on board, to the time they decide to leave the company. That mission is best measured in maximizing revenue per rep. Although we can summarize sales enablement in one […]
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When sales managers come to the realization they need to take coaching seriously by instituting systematic coaching programs, they have taken a huge step in becoming true professional sales leaders. But knowing where to start (and how to do) sales coaching can be overwhelming, especially if you don’t already have the “muscle memory” of implementing […]
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When your sales coaching activities are done in a random, ad-hoc fashion, moving the needle become stubbornly difficult. I call this “Random Acts of Coaching” (RAoC). The idea is to turn your sales coaching efforts into a steady, systematic, programmatic set of activities. When this is done, win rates trend upward. While this article won’t […]
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“What do you coach? You coach the gap. Build a bridge that takes your people from where they are today to where they want or need to be.” – Keith Rosen I love that quote. It brings a clear analogy to something that’s often vague: sales coaching. Almost every sales leader out there will agree […]
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