Customer lifecycle. Someone’s got to own that motion. Someone’s got to understand what the outcomes of the strategy are, orchestrate all these different groups, and break the silos between all these different operational efficiencies that are being optimized within the silos. That someone? Revenue Operations (RevOps for short). But how is that different from what […]
Read More
Pipeline management is no easy task. Top managers are skeptical at every step of the sales cycle. It’s in their nature. It’s what makes them great at identifying risk in their pipeline and creating a contingency plan for each deal. And for good reason: they know that when it comes to pipeline, you’re often dealing […]
Read More
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here to read upcoming research. “Devin, I need to punt this. Let’s revisit in Q4.” Nooooooo! My jaw clenched. I […]
Read More
Taking time off can be difficult. In fact, according to a recent study, American workers left a record number of vacation days unused — 768 million of ‘em! No matter the number of vacation days you have allotted per year (we’re all looking at you with envy, Europe), people the world over still struggle to […]
Read More
Never miss another money-making sales tip from Gong Labs: Subscribe to get the latest sales data to your inbox once a week. We’re serious about data. Hard-hitting sales stats. Our mantra is “Goodbye, opinions. Hello reality.” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats […]
Read More
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and outcomes using AI, then share the results to help you win more deals. Follow me to read upcoming research. A CRM forecast is no crystal ball, but it’s the closest thing you’ve got. (That […]
Read More
What do sales and hostage negotiations have in common? Turns out, a lot more than you’d think. The stakes in a sales deal may not literally be life or death. But success in any negotiation depends on knowing what you’re doing every step of the way. Know who’s top dog in that realm? Chris Voss […]
Read More
Rapidly evolved into a strategic, go-to-market function That’s how Gartner describes the importance of sales enablement. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). In short, sales enablement is […]
Read More
We started Gong exactly five years ago. We dreamt of a future where businesses understand the true reality of their customers, instead of being guided by biased opinions. In this future, sales and service professionals are superheroes, solving their customer’s most critical problems. In this future, buyers are delighted in every interaction with their vendors. […]
Read More
Close more deals. Increase revenue. Improve win rates. Meet Exceed sales goals. Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. It leads your sales reps through various […]
Read More
Confession: Before COVID, I had to stop going to Costco. The free samples were amazing and they made me buy more. (And more. And more.) Well played, Costco. Well played. When you conduct a demo, you want the same thing to happen. You want the product to sell itself with just one taste. Your goal […]
Read More
Data means the world to us here at Gong. It’s our everything — our differentiator and our prized product offering. So when we conduct any type of self assessment, we use a numbers-backed approach. We’ve talked in previous posts about our recent hiring hub in Atlanta and our DEI programs and surveys. This time around, […]
Read More
We’re taught to believe that everything we see is ‘real’. After all, our senses wouldn’t lie to us, would they? Typically the stories our brains generate match the real world — but not always. The human brain unconsciously makes our perception of reality meet our desires and expectations. A recent article by Vox tests our […]
Read More
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and outcomes using AI, then share the results to help you win more deals. Follow me to read upcoming research. “Maybe you should know something about our business before you continue.” I froze. I was […]
Read More