I think playing it safe is the riskiest thing you can do as a business leader—and being subtle is boring. Customers don’t pick up on subtleties. They’re bombarded with too many types of messages and ads every day to notice you if you’re doing what everyone else is doing. Which means, if you want to […]
Read More
I used to hate the waiting game. Refreshing my inbox. Checking phone notifications. Hoping for a sign of life – anything to know my deal was still on track. That was before I leveled up my email follow up game (no following up, circling back, or touching base). These 6 sales follow up emails are […]
Read More
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here and follow me to read upcoming research. Three days ago, I sent a flawless cold prospecting email. It was personalized, to-the-point, and had […]
Read More
What is call recording? How can I set it up? Does it even work?? Spoiler: It does. Big time. We’ve put together the all-time, most-asked questions about sales call recording. And are giving you answers so you know exactly what to expect if you bring call recording software into your team. Let’s dive in. Question […]
Read More
Why half the ‘Forbes Cloud 100’ list uses Gong for growth How does Forbes find upcoming leaders for its annual Cloud 100 list, which ranks the world’s top private cloud companies? It evaluates numbers in market leadership, operating metrics, valuation, and company culture. Gong is honored to be on the 2021 Forbes Cloud 100 list, […]
Read More
“See results, attached. It’s pretty straightforward: The client’s team reports a large gap given the time they spent selling, but nothing out of the ordinary. I think there’s a lot of overlap from the last study we ran, but let me know if you have any questions.” At my previous organization, I sent that type […]
Read More
If you have more leads than you can manage, this isn’t for you. However: If pipeline coverage is low, this is exactly what you need. Our data team analyzed thousands of cold calls to get these cold call stats. Next stop: Meetings booked. Let’s go. Stat #1: Successful cold calls last 2x longer The second […]
Read More
Your deal is so close, you can almost taste it. But there are still freakishly-common closing pitfalls waiting to derail your deal. Read this before your next closing call. It has everything we think we know the data tells us. Here’s how to add some serious horsepower to your sales proposals: #1: DON’T Save The […]
Read More
If you’ve been keeping up with Gong Labs (where we publish data on millions of sales calls) you already know this: Deals are 127% more likely to close when video is used at any point during the sales process. That’s up from a 41% in 2018 when we first ran this analysis. Work-the-zoom is the […]
Read More
7 seconds is all you get on a cold call. And that’s on a good day. That’s why I put together these 6 cold calling examples. The first two examples are like a one-two punch. Hit your prospect with them inside of 7 seconds and you’ll grab their attention from “hello” until “speak to you […]
Read More
Back in the 1960s, Artificial Intelligence (AI) was believed to be right around the corner. Significant funds were invested. Systems were built. But, results were disappointing and interest faded for a long period. Today, in 2021, AI can do much more. It evolves quickly, and can now recognize faces, transcribe speech, detect anomalies, and more. […]
Read More
Where should I focus my coaching? How am I supposed to make time to do more coaching? Is it even working?? Most sales managers don’t get the full ROI from their coaching. But top sales managers drive maximum impact by focusing their coaching on high-leverage areas. Coaching opportunities are everywhere, you just need to know […]
Read More
When you have a top-notch sales battle card, it can feel like cheating. You have the edge, the upper hand when a buyer tells you about a competitor. You handle objections like swatting flies out of the air — one comes at you, and you squash it immediately. The best sales battle cards have the […]
Read More
Growing your sales team is incredibly exciting. But moving from, “You’re hired!” to “You hit quota!” never comes fast enough. On average, it takes three months to prepare a new hire to interact with buyers, nine months until they perform competently, and 15 months for them to become a top performer (RAIN Group). There are […]
Read More