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How to Secure Budget in the Age of COVID-19

By Devin Reed, April 3, 2020

COVID-19 has shaken up every aspect of our lives over the past few weeks.  And sales conversations are not immune.  The Corona Virus has been mentioned in 34% of Gong’s own sales calls in the past four weeks:  * Includes sales development, new business, and post-sales teams As a result, there’s been an increase in […]

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The Startling Truth: How Cursing Impacts Sales

By Devin Reed, March 12, 2020

60-something years ago, sales was a very different game.  Back then, salesmen – I mean salespeople (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis.  Back then, the customer was always right, and calling them “sir” or “ma’am” was the norm. Fast forward to […]

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Here are the 7 BEST Data-Backed Sales Tips of 2019

By Devin Reed, December 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Yeah. That’s 1.37 BILLION articles. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. Toss anecdotes and opinions out the window and let data tell the REAL […]

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The One Word to Avoid in Your Next Sales Pitch

By Devin Reed, December 3, 2019

Sorry! My bad! Forgive me!  These “apology” words and phrases are all too common on sales calls. Salespeople apologize All. The. Time. We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of […]

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7 Elements of “Insanely” Persuasive Sales Product Demos

By Chris Orlob, February 1, 2019

If doing a sales product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a sales product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo. That’s when […]

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How to Use Social Proof to Close More Sales

By Chris Orlob, January 11, 2019

Social proof can be one of your most powerful sales techniques. If used the right way. Many of the top sales methodologies include its use at some phase or another. But unfortunately, it’s often misapplied. And when it’s misapplied, it creates some formidable sales objections that you’ll need to handle. Let me walk you through […]

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This (Simple) Word Will Turn Your Deal Into a Nightmare

By Chris Orlob, November 12, 2018

In the Gong Labs series, we publish what we learn from analyzing sales conversations with AI. Subscribe here to read upcoming research.   The words “list price” signal that your price is wobbly and movable. They telegraph that you have a fat margin with more than enough room to negotiate. When these words pass your lips, you’re practically begging your buyer to […]

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