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REVENUE INTELLIGENCE BLOG

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 […]

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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 […]

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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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