The Revenue Intelligence Blog

"#1 blog on the Internet for sales."
Sign up today and you'll feel the same way!

blog/Gong-Blog-Hero-sm.png
Allobject(WP_Term)#3778 (11) { ["term_id"]=> int(29) ["name"]=> string(9) "Gong Labs" ["slug"]=> string(8) "research" ["term_group"]=> int(0) ["term_taxonomy_id"]=> int(29) ["taxonomy"]=> string(8) "category" ["description"]=> string(0) "" ["parent"]=> int(0) ["count"]=> int(80) ["filter"]=> string(3) "raw" ["term_order"]=> string(1) "1" } Gong Labsobject(WP_Term)#3852 (11) { ["term_id"]=> int(6020) ["name"]=> string(6) "Videos" ["slug"]=> string(6) "videos" ["term_group"]=> int(0) ["term_taxonomy_id"]=> int(6020) ["taxonomy"]=> string(8) "category" ["description"]=> string(0) "" ["parent"]=> int(0) ["count"]=> int(6) ["filter"]=> string(3) "raw" ["term_order"]=> string(1) "0" } Videosobject(WP_Term)#3850 (11) { ["term_id"]=> int(381) ["name"]=> string(16) "Customer Stories" ["slug"]=> string(16) "customer-stories" ["term_group"]=> int(0) ["term_taxonomy_id"]=> int(381) ["taxonomy"]=> string(8) "category" ["description"]=> string(0) "" ["parent"]=> int(0) ["count"]=> int(3) ["filter"]=> string(3) "raw" ["term_order"]=> string(1) "0" } Customer Storiesobject(WP_Term)#3848 (11) { ["term_id"]=> int(35) ["name"]=> string(12) "Product News" ["slug"]=> string(12) "product-news" ["term_group"]=> int(0) ["term_taxonomy_id"]=> int(35) ["taxonomy"]=> string(8) "category" ["description"]=> string(38) "Gong product release and company news." ["parent"]=> int(0) ["count"]=> int(13) ["filter"]=> string(3) "raw" ["term_order"]=> string(1) "6" } Product Newsobject(WP_Term)#3846 (11) { ["term_id"]=> int(30) ["name"]=> string(16) "Sales Management" ["slug"]=> string(13) "sales-leaders" ["term_group"]=> int(0) ["term_taxonomy_id"]=> int(30) ["taxonomy"]=> string(8) "category" ["description"]=> string(0) "" ["parent"]=> int(0) ["count"]=> int(50) ["filter"]=> string(3) "raw" ["term_order"]=> string(1) "2" } Sales Managementobject(WP_Term)#3844 (11) { ["term_id"]=> int(1) ["name"]=> string(14) "Selling Skills" ["slug"]=> string(3) "aes" ["term_group"]=> int(0) ["term_taxonomy_id"]=> int(1) ["taxonomy"]=> string(8) "category" ["description"]=> string(0) "" ["parent"]=> int(0) ["count"]=> int(64) ["filter"]=> string(3) "raw" ["term_order"]=> string(1) "3" } Selling Skillsobject(WP_Term)#3843 (11) { ["term_id"]=> int(6042) ["name"]=> string(7) "Company" ["slug"]=> string(7) "company" ["term_group"]=> int(0) ["term_taxonomy_id"]=> int(6042) ["taxonomy"]=> string(8) "category" ["description"]=> string(0) "" ["parent"]=> int(0) ["count"]=> int(1) ["filter"]=> string(3) "raw" ["term_order"]=> string(1) "0" } Company

The 12 Best Objection Handling Skills for Sales You’ll Ever Read

By Chris Orlob, April 27, 2018

Objection handling techniques are all over the Internet. What makes this (one of) the BEST posts on objection handling you’ll read this year? It’s the only one that involves hard data. We studied 67,149 sales meetings from our database of five million recorded calls. The team analyzed them with AI to identify what that correlates with success, based on […]

Read More

Cold Calling Is Dead, Unless You Follow These Rules

By Chris Orlob, March 29, 2018

Is cold calling dead? No. But it is a game of inequality. On paper, the average success rate is dismal (as low as 1.48%*). As a result, many people conclude that cold calling is dead. But averages often obscure what’s really going on. Here’s the reality… Most salespeople are failing miserably at cold calling. Much […]

Read More

This Bad Habit Keeps Your “Average Reps” Below Quota

By Chris Orlob, February 27, 2018

The key difference between your superstar sales reps and your average reps comes down to sales conversations. But… how exactly are their sales conversations different? Dozens of ways. Many of which are specific to you and your team. But here’s one BIG difference we found through our data analysis research: Superstar reps have business- and […]

Read More

This Is the Secret to Rising Through the Sales Leaderboard

By Chris Orlob, December 19, 2017

Sales reps at the top of the leaderboard talk about the business value of their offerings far more than product features or technical details. That’s no secret. What’s less known is that coaching a struggling rep to go from one to the other is the most decisive factor in helping them rise through the ranks. It’s the most […]

Read More

These 7 Words Are Guaranteed To Make A Sale

By Chris Orlob, October 16, 2017

A few weeks ago we published an article called These Are the Worst 13 Words to Use During Sales Calls, According to New Data. There are hundreds of articles that recommend the vocabulary to avoid in sales, but this was the first one to have hard data behind it. I sense that’s what made the […]

Read More

This Is the Worst Way to Build Rapport, According to New Data

By Chris Orlob, September 26, 2017

“Part of what it means to have a powerful personality is that you can draw others into your own rhythms and dictate the terms of the interaction.” -Malcom Gladwell A new study on the science of sales conversations shows that “average” salespeople actively seek rapport with their buyers, while top salespeople pull buyers to seek […]

Read More