It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. While B2C unicorns like Netflix and Uber can take a product-led approach and drive sales using organic consumer hype, we B2B reps need to be a bit more strategic and methodical […]
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Beating customer churn is how the best-of-the-best Customer Success orgs shine. And it all starts with their onboarding experience. No matter how intuitive and well-designed your product is, you can’t expect your buyers to know how to use it. They need some hand holding to help them become proficient. So how can you help your […]
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It’s more cost-effective to hold onto a customer than it is to gain a new one. That’s why companies today are so focused on retaining the customers they already have (i.e. churn reduction). This is especially true for subscription-based SaaS companies that base their entire business model on recurring revenue. No matter what kind of […]
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In an ideal world, every single buyer that interacts with your business would be an instant superfan, so enamored with your product and their purchase experience that they’d be singing your praises from the rooftops. Unfortunately, we don’t live in a fantasy world (otherwise, you’d probably be off on some beach somewhere sipping cocktails, not […]
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Providing a product is not enough. You need to enable your customers to master it. Google’s Adwords certification was a game-changer for advertising careers. Why? Because it enabled users to wield Adwords with mastery—not just proficiency. There’s a world of difference between proficiency and mastery. Adwords created masters, leveled up careers, and let employers see […]
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Consider a relay race. For each team, four runners run 100-meter legs. If one team’s runners each take 10 seconds to run their leg of the race, they get a cumulative 40-second time. If each of another team’s runners are 10% faster than the first team, taking 9 seconds to complete their legs, that team […]
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Is an abbreviation enough to save your sales team? This one just might be. Meet the MEDDIC sales process. If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. How? It helps you qualify buyers so the right […]
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We are passionate about our mission to unlock reality to help people and companies reach their full potential. We are proud of the revenue intelligence category and The Reality Platform™ we’ve built. We love that we have raving fans. As the Chief People Officer at Gong, it’s imperative to me that all employees feel valued, […]
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Your team has been working remotely for 2+ years, and you are ready to bring them back to the office. But are they ready? Do you have a plan? Do you know what your staff is really thinking? Do they want to come back in person? And if so, every day or more of a […]
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“Adapt or die.” In the 2011 movie Moneyball, Oakland A’s manager, Billy Bean, tells his lead baseball scout (a 29-year veteran in the industry) to “adapt or die.” The scout complained that Bean was “discounting what scouts had done for 150 years” in favor of a “kid who has an economics degree from Yale.” Bean, […]
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All businesspeople get them. They are usually bad to very bad (to awful). Often they are automated. They rarely include any customization or personalization. Cold emails. If I had a dollar for every terrible cold email I’ve received in my business career, well, let’s just say I would not be writing this article now. But […]
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Sometimes a flashy sales presentation will not get the job done. Depending on your product/service or who you are speaking with, you may need to get more technical in your sales approach. This is where a sales engineer becomes a huge asset to your team. A sales engineer is like a player-coach — one part […]
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The SPIN Selling Methodology is similar to Solution Selling. It relies on great sales discovery and question-asking to help customers understand their problems, how impactful they are, and what the best solution might look like. The sales world is not short on sales methodologies. We blogged about what we believe are the top 12. Clearly, […]
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sImagine a world where you had a single, full, real-time, unfiltered, unopinionated source of truth. Let’s break down those “sources of truth”: Single: No silos. No need to pull go to sales and marketing and customer success to retrieve relevant data. Full: No “partial truths.” Not a slice of reality. Not a few recorded calls […]
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