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Sales Enablement

How Sales Enablement Managers Can Gain Credibility and Trust from Their Sales Team

By Chris Orlob, March 4, 2017

“Who the hell are you? “What’s your background in sales to be instructing me on how to sell?” This is a strong fear for many sales enablement managers: the fear that their sales team does not view them as a credible coach and lacks trust in their sales support efforts. Gaining your sales team’s trust […]

Selling Skills

How to Achieve the Golden Talk-to-Listen Ratio In Sales

By Chris Orlob, February 8, 2017

In November 2016, I wrote an article on SalesHacker called “We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered” If you haven’t read that article, I suggest doing that first. The first insights we discovered among the analysis were trends related to the “talk-to-listen” ratio. As it turned […]

Gong Labs

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, […]

Gong Labs

These Words & Phrases Are a Sign You’re Going to Close the Deal

By Chris Orlob, January 26, 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. . . . I was intimidated. Immediately upon starting my new position with Gong, I was asked to meet on-site with a prospect who was already well into a buying process […]

Gong Labs

How to Increase Sales Win-Rates By 32% Using “Risk-Reversal Language” – Backed by science

By Chris Orlob, January 22, 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. . . . As I stared intensely at the contract, a knot formed in my stomach. I was on the cusp of finalizing the purchase of some marketing technology for our […]

Gong Labs

Data Reveals How Your Sales Reps Should Talk about Pricing

By Chris Orlob, January 7, 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 technology is awesome. But how much does it cost?” demanded the prospect from the other side of the table. His eyebrows were furrowed, and I could tell […]

Gong Labs

Customer Talking Streaks: The Leading Indicator of Sales Call Success

By Chris Orlob, December 30, 2016

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. . . . “Mmhmmm…” “Mmhmmm…” It seemed like those were the only two words he uttered the entire phone call. I had just closed a chapter of my life running my […]

Gong Labs

Competitor Mentions: Science Uncovers How They Influence B2B Sales

By Chris Orlob, December 15, 2016

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. . . . I had to answer the question. What other choice did I have? Even though they were on the other side of the US, it felt like the four […]

Gong Labs

Is Talking About Your Company Hurting Your Sales? This Research Holds the Answer

By Chris Orlob, December 1, 2016

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. . . . “Now, a few things you need to know about us: we’ve been around for four years (this April will make five!) and we’ve raised a total of $33 […]

Gong Labs

The Highest Converting Talk-to-Listen Ratio in Sales, Based on 25,537 Sales Calls

By Chris Orlob, November 17, 2016

The Highest Converting Talk-to-Listen Ratio in Sales, Based on 25,537 Sales Calls 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. . . . How embarrassed can one guy be? One of the key reasons I was invited to join […]

Gong Labs

The Sales Conversation Science Manifesto

By Chris Orlob,

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. . . . Sales Has Been Partying Like It’s 1999 Think back to the mid-to-late 1990s. The status quo for the Internet marketer back then was one of guesswork. Marketing analytics […]