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Closing Techniques In Sales are Dead — This Data Explains Why

By Chris Orlob, May 24, 2018

I have some bad news — by the time you try those slick closing techniques you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision […]

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The Impact of GDPR on Sales Could Cut Your Pipeline in Half—Here’s What You Can Do About It

By Chris Orlob, May 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant […]

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9 Sales Presentation Tips that Win Deals, According to New Data

A brilliant sales presentation has a lot going for it. Unfortunately, the “best” ideas floating around the Internet will likely land you dead in the water. Why? They are based on intuition, rather than actual data. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform […]

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The 14 Best Cold Calling Tips of All Time for Salespeople

By Gabby Hughes, May 3, 2018

Try googling cold calling tips and see what happens. Thousands of articles will appear. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? Simple: They are based on real data, not intuition. Let us explain. At Gong.io, we have the largest database of […]

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The 12 Best Objection Handling Techniques for Sales You’ll Ever Read

By Gabby Hughes, April 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? Simple: it’s the only one based on hard data. Our team at Gong.io studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. We only included […]

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7 Sales Call Steps That Lead to Closed Deals

More often than not, sales call steps are thought about in the wrong way. But compare them to a map that you would use while driving. When you’re going somewhere new, you almost always use maps to give you a plan and direction. Then, each proceeding time, you might use your directions a little less. […]

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Cloudinary’s SDR Team Increases Meeting Conversion Rates with Gong.io

By Gabby Hughes, April 20, 2018

Offering the most feature-rich, online image and video management solution available, Cloudinary is the media management platform for developers and marketers. More than 5,000 customers and 300,000 users around the world rely on its cloud-based software to cover their every image- and video-related need. Garrett Serviss is the Director of Global Sales Development for Cloudinary. […]

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Cold Call Opening Lines that Work, According to New Data

By Chris Orlob, April 19, 2018

Many salespeople swear this is one of the best cold call opening lines: “Did I catch you at a bad time?” At one point, they were right to think so. Here’s the theory behind it: People like to say “no.” It makes them feel in control. So when you ask “Did I catch you at a […]

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VP of Sales Success Comes Down to These Two Levers

By Chris Orlob, April 10, 2018

I’ve had a blast watching our VP of Sales grow revenue faster than any SaaS company I know. Unfortunately, his results aren’t typical. Here’s what most VPs of Sales are in for: If this is your first crack at the VP of Sales job, bullseye is on your back. Fortunately, generating more revenue is simple. (Notice, I didn’t say easy.) […]

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The ROI of Call Coaching In Sales

By Chris Orlob, April 9, 2018

Calculating the ROI of call coaching for your sales team seems hard to pin down at first. But it’s actually incredibly simple, and you may be surprised at just how lucrative call coaching can be. Where you might go wrong in your attempt to calculate ROI is by trying to tie it nebulous outcomes that have too many root causes […]

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3 Ways To Achieve Repeatable Quota Attainment

By Gabby Hughes, March 30, 2018

You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. But with any sales machine, you should consistently to check see if all the moving parts are working and repeatable. How? There are hundreds of ways to measure sales performance, so be sure to choose wisely. But, […]

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Cold Calling Is Dead, Unless You Follow These Rules

By Chris Orlob, March 29, 2018

Is cold calling dead? No. But it is a game of inequality. On paper, the average success rate is dismal (as low as 1.48%*). As a result, many people conclude that cold calling is dead. But averages often obscure what’s really going on. Here’s the reality… Most salespeople are failing miserably at cold calling. Much […]

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Implementing a Quota Structure That Works

Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is […]

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How Your Sales Process Impacts Quota Attainment

By Gabby Hughes, March 28, 2018

If you are managing a sales team, your job depends on whether or not your reps hit their number. But what if your team is made up of just average performers? How do you move those in the middle-of-the-pack to the top? Or, what if you’ve hired a bunch of new reps? How do you […]

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