The mission of sales enablement can be summed up in one sentence: To help the sales team sell better from the time each sales rep is brought on board, to the time they decide to leave the company. That mission is best measured in maximizing revenue per rep. Although we can summarize sales enablement in one […]
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Scaling the effectiveness of your sales conversations is what we aim to do here at Gong. That’s why we’re excited to formally announce our integration with SalesLoft, the sales engagement platform: They’ll scale the number of conversations you’re having; we’ll scale their effectiveness. This partnership started with mutual customers requesting that we integrate the two […]
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Much of my job comes down to interviewing sales leaders so we can understand how to help them do their jobs better. Especially when it comes to call coaching and scaling the effectiveness of sales conversations. In the last six weeks, I’ve interviewed 36 of them. As you can imagine, I was able to pinpoint […]
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In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . The best way to build rapport in sales changes from situation to situation. What works in one case actively causes failure in another. Winning strategies have a way […]
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When sales managers come to the realization they need to take coaching seriously by instituting systematic coaching programs, they have taken a huge step in becoming true professional sales leaders. But knowing where to start (and how to do) sales coaching can be overwhelming, especially if you don’t already have the “muscle memory” of implementing […]
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Productive sales conversations are the most important asset any sales rep owns. Person-to-person sales conversations have not been replaced by software, technology, or “scripts.” They are more important than ever. Why? The volumes of information and choices for buying products and services has complicated buyer’s decision making. These buyers need professional sales pros who engage […]
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When your sales coaching activities are done in a random, ad-hoc fashion, moving the needle become stubbornly difficult. I call this “Random Acts of Coaching” (RAoC). The idea is to turn your sales coaching efforts into a steady, systematic, programmatic set of activities. When this is done, win rates trend upward. While this article won’t […]
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In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . A VP of Sales recently told me he has automatic alerts set up each time his competition is mentioned on a sales call. He then went on to […]
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Artificial Intelligence (AI), or the ability of computers to analyze information, accomplish tasks and make decisions like a person would, is changing our world. Take, for example, the phenomena of self-driving cars. Google’s self-driving prototypes have long been seen parading the streets of Silicon Valley, and if Elon Musk has his way, your Tesla will […]
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Focusing on the middle of the pack is where sales coaching has its impact. Unless it’s done randomly. Star account executives will exceed their quota pretty much no matter what you do as a sales manager. And the awful account executives will eventually find a new career. It’s the middle ground, the “good but not […]
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In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . A couple months ago I asked a question on LinkedIn that stirred a debate… Should account executives combine discovery calls and demos in the same call, or separate […]
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For Sales Leaders, Increasing your B2B sales team’s conversion rates on opportunities is a tricky task, but can be broken down logically. Any set of activities that has an output can be viewed as if it were a manufacturing process. We start with inputs. Those inputs go into a “black box” where they interact with […]
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If you’ve ever read a transcript of an average conversation, you know that it’s often a jumble of words that bounces all over the place. I wish I could say that this is different for sales conversations, but very often, it’s not. Those who excel in leading effective sales conversations are those who approach the […]
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In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . Research has shown that overusing “filler words” creates a slightly negative perception of the speaker. But do filler words actually have a meaningful impact on sales outcomes? As […]
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