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7 Skills Every Sales Manager Needs

By Jonathan Costet, November 23, 2022

It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell.  But that doesn’t mean the best closer is guaranteed to make the best sales manager. While sales managers […]

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What Are the Stages of a Sales Pipeline?

Visibility is everything in sales. If you can’t see where each deal is in your sales process and how long it’s been there, you’ll struggle to improve it.  That’s why building and managing a sales pipeline is so important.  A well-defined sales pipeline makes your sales process transparent, allowing you to see your deals in […]

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Data shows these 3 seller mistakes are costing you time and money

By Dan Morgese, November 15, 2022

This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. Subscribe here to read upcoming research. “Do more, with less.” “Boost productivity.”  “Increase efficiency.” Those phrases […]

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The 7 Stages of the Sales Cycle Explained

By Jonathan Costet, November 9, 2022

You can’t build a successful sales team with poorly defined sales strategies.  Consistency is key if you want to meet revenue targets month after month, year after year. And nothing breeds consistency like a detailed, repeatable sales cycle.  By outlining the steps your reps need to take to move each deal from first contact to […]

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What You Need to Know About Complex Sales

By Jonathan Costet, November 7, 2022

Enterprise sales are a different beast than small to medium-sized business (SMB) transactions. They involve more decision-makers and have larger values. A strong sales process is crucial to navigate these deals successfully.  But how do you handle multiple decision-makers? How do you maintain deal momentum and keep large deals from “slipping”? Keep reading to find […]

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How Machine Learning Can Improve Sales

By Jonathan Costet, November 2, 2022

B2B sales is a rapidly evolving discipline. Boiler rooms are a thing of the past (largely). Modern initiatives focus heavily on relationship-building.  Take the rapid adoption of account-based marketing, for instance. A recent study found that 87% of businesses are putting a stronger focus on account-based strategies.   With this in mind, what place do progressive […]

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7 Ways to Increase Sales Productivity

By Jonathan Costet, October 19, 2022

How are your sales reps using their time? Are they spending most of their days hitting the phones, cold emailing prospects, and hosting product demos? Or are they losing the bulk of their time on non-sales tasks? If you’re like most sales organizations, the latter scenario probably rings a bell. Rest assured, you and your […]

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