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Here’s Why Your “Sure Thing” Deal Didn’t Close (And What to Do Next Time)

By Chris Orlob, August 1, 2017

New research confirms that “happy ears” in sales isn’t just some cynical phrase that grizzled sales veterans toss around to poke fun at rookies–it’s actually a real phenomenon, now validated by data (see below). The data illustrates that when buyers respond to your sales presentation a little too enthusiastically (with few objections raised), they are […]

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This Is How Gender Affects Close Rates In Sales

By Chris Orlob, July 26, 2017

Even though the B2B sales world is dominated by men, salesmen selling to men buyers kills more deals than any other buyer/seller gender combination. Just as interesting: saleswomen selling to woman buyers brings more deals across the finish line than the other gender combos. Four months ago I wrote an article titled Women Break the […]

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The 7 Best Discovery Call Tips for Sales You’ll Ever Read

By Chris Orlob, July 5, 2017

Running an effective discovery call often means the difference between winning and losing a sale. Your discovery call sets the trajectory of the deal. It dictates how you present, what objection handling scenarios you’ll run into, and how much negotiation leverage you find yourself with at the end of the sales process. So, what makes […]

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4 Tips for Nailing Your Sales Discovery Calls

By Chris Orlob, June 18, 2017

In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . A new batch of sales conversation data confirms what some of us know at a gut-level: A key difference between the sales rep who goes to President’s Club […]

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How to Hack Rapport Building In Sales with This New Data

By Chris Orlob, May 24, 2017

In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . The best way to build rapport in sales changes from situation to situation. What works in one case actively causes failure in another. Winning strategies have a way […]

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[Infographic] The Science of Winning Sales Conversations

By Chris Orlob, April 10, 2017

In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . Every word and phrase uttered on a B2B sales call influences the outcome of that deal. Sales conversations are what drive revenue. But until now, they’ve been guesswork. […]

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How AI is Taking the Guesswork Out of Sales Call Effectiveness

By Chris Orlob, February 6, 2017

This article was originally published on ThinkGrowth.org Think about the mid-to-late 90’s. What was the status quo for the Internet marketer? Guesswork. Marketing analytics technologies had not yet emerged as a tool-of-the-trade, so marketers would create their online campaigns and hope they worked. Today that would be unheard of. Any marketer operating without analytics, measurement, […]

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