You keep telling your reps to sell the benefits rather than the features. Yet you still hear them pitch the latest product feature on their sales calls. But what if there’s a sales methodology that forces them to sell the solution? Enter concept selling. Concept selling, or conceptual selling, uses the premise that customers buy […]

Excellent pipeline visibility can make sales managers feel like superheroes. It’s easy to swoop in and save the day when you can see which deals are at risk of stagnating. Being able to instantly tell executives the exact number and value of sales in your pipeline is like having spidey senses. Unfortunately, that’s not the […]

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 […]

Sales territories get a bad rep.  Reps moan that they’re unfair, especially if they get lumped with the Dakotas and Wyoming while their deskmate gets San Francisco.  But that’s not a problem with sales territories as a whole so much as it’s a problem with how those territories were created and assigned. When you create […]

A sales manager without sales reports is like an explorer without a map. It’s hard to understand where you’ve come from or where to go next.  While sales reports may seem like another task on your never-ending list of things to do as a sales manager, they offer amazing insights into your sales teams and […]

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 […]

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 […]

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 […]

Learn everything you need to know about the enterprise sales process and how you can improve it using Gong’s revenue intelligence software.

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 […]