The key difference between your superstar sales reps and your average reps comes down to sales conversations. But… how exactly are their sales conversations different? Dozens of ways. Many of which are specific to you and your team. But here’s one BIG difference we found through our data analysis research: Superstar reps have business- and […]
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Following a structured sales call process is vital to your success. Outsiders of the sales profession often believe that salespeople are “fly by the seat of your pants” types. The mental image they carry of salespeople is they are the type who “wing it.” They think salespeople are improvisers. But according to some compelling new […]
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Sales conversations are what make your top-performing reps so good at selling. But not everyone is clear on that. Maybe you assume they’re just naturally talented. That the best salespeople are born, not made — which is great news for them, but not so good for your B and C players (or for you, unless you […]
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Learning a few sales coaching tips might be the most important thing a sales manager can do today to improve their team’s performance. Seem like a bold claim? The numbers don’t lie. The better the sales coaching program, the better a team performs. Sales teams with the best sales coaching programs: Have better close rates: […]
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The VP of Sales’ average tenure has steadily declined the last seven years. Once standing at a healthy 26 months, it’s now just 19 months. 7 months of tenure have evaporated. 19 months on the job isn’t much time to make the impact you’re committed to making. This equates to a few quarters of getting […]
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When we think of artificial intelligence (AI), it’s a very cool concept. Both Siri and Alexa live alongside us, performing Google searches and turning on our lights via voice, just like a human assistant would. Teslas are driving and parking themselves, and all this innovation raises eyebrows while making life easier. But if AI is […]
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The question “does that make sense?” generates some strong opinions in the sales world. Many sales pros loathe the phrase and avoid using it at all costs, while others pepper their sales calls with it religiously. The argument against the phrase is simple: It sounds like an overused, “salesy” thing to say that you might […]
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Choosing a conversation intelligence platform can be confusing, which is why we just launched a short buyer’s guide to help you make sense of your options. Even though the space is young, it has blown up with competing products and alternatives. Many of these options are designed for completely different types of sales organizations and […]
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I’m kicking myself. I forgot to include an incredible piece of data in our last post: According to new data, superstar sales reps are bombarded with questions during their demos compared to their peers. In the last post, we revealed hard data that said having business value conversations is a hallmark of a superstar sales […]
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We’ve entered an era where how you sell has become just as important as what you sell. Here’s why… Every product category out there is exploding in competition. Customers have hundreds of choices for any category of product they want to buy. And all of them are more or less the same. Differentiation based on product features is short-lived at best, and non-existent […]
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You don’t need to read a blog post to know that technology is changing the world — you’re living the experience. Whether you’ve been in the workforces for two years or two decades, you’ve likely felt the impact. And while we can’t necessarily predict what technology will rise to the top of its industry 10 […]
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Sales reps at the top of the leaderboard talk about the business value of their offerings far more than product features or technical details. That’s no secret. What’s less known is that coaching a struggling rep to go from one to the other is the most decisive factor in helping them rise through the ranks. It’s the most […]
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Get your ears on every call, from wherever you are, with the Gong.io Mobile App It’s Saturday night as I write this and my wife is not impressed. I’ve been listening to call recordings on Gong’s brand new Mobile App for two hours straight! Yep… it’s here. Say goodbye to listening to podcasts and audiobooks […]
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The next time your sales manager joins one of your sales calls or demos for the sake of “team selling,” be sure to thank him or her. You may be 258% more likely to close that deal than if you flew solo. The Gong.io data science team is at it again. We analyzed 21,392 B2B sales […]
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