If you don’t break your GTM model, your growth will. In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing […]
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Sales emails are easy. You’ve done it your entire life. You’ve got this. You craft that prospect email. You hit send. You wait. And wait. And wait. 3 days go by. Crickets. Silence. Nada. Nothing. You send a follow-up email. THIS one will get them to open, click, and (maybe) even call you! Nope. Same […]
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WARNING: THE FOLLOWING ARTICLE DEALS WITH PSYCHOLOGY, THE SCIENCE OF MIND AND BEHAVIOR. Specifically, we’ll be diving into behavioral economics, “the study of psychology as it relates to the economic decision-making processes of individuals and institutions” (Investopedia). Buckle up. The headline kinda gives it away, but in case you missed it, today we’ll be talking […]
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You venture out to your mailbox. It’s been a minute since you’ve visited the place that is usually filled with junk mail. But you don’t want it to overflow. And who knows, maybe there will be a check for a MILLION DOLLARS. Or maybe not. The first flyer you see is super-generic. It screams “mass […]
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Ever felt like a summer camp director with a busload of wide-eyed campers arriving any minute? Sales leaders kinda feel that way with cohorts of new hires for sales onboarding. You want them to eat, sleep, and breathe everything about your product, organization, sales process, and necessary skills. You aim for total immersion so you […]
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A great culture doesn’t just happen — it’s built through care and intention. Great company cultures require intentional effort. Culture is cultivated and groomed, not just at the top, but at every level of an organization. Leaders often place focused attention on their strategic priorities, but they don’t always apply the same intentionality to building company […]
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Who is this? What company are you calling from? Why are you calling me? No, thanks. Not interested. Sorry, I’m too busy. Can you just email me some info? We already have something in place. Yeah, we don’t have a budget for this sort of thing. Objections. Objections. Objections. Cold call objections are par for […]
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The moment a customer voices a sales objection, it’s tempting to do two things. Both of them are a bad idea. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!” Launch (knee-jerk styles) into a monologue about how their product solves the problem. We’re pulling the […]
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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 close more revenue. Subscribe here and follow me to read upcoming research. Mention ‘the holiday season,’ and people picture turkey legs, decorative lights, and New Year’s […]
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So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? Of course, you do. You are reading this blog post! To emulate what the top sales professionals do, you can: Shadow them for a few weeks (months?) and hope “sales skills […]
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“Every once in a while, a revolutionary product comes along that changes everything …” Those were the now-iconic words spoken by then-Apple CEO Steve Jobs in his 2007 MacWorld keynote. This talk — well worth the 80-minute watch — was Jobs’ introduction (cough cough SALES PITCH) for the OG iPhone (aka, iPhone … aka iPhone […]
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Let’s take a page from the book of sales operations (sales ops) and give you an answer as efficiently as possible. Here’s the answer to “What is sales ops,” in a nutshell: You have a sales strategy and you have people on the ground to execute it. Sales operations make that plan a reality in […]
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When people want to learn a new topic, internet research alone is not enough. In Gong’s early days, one of our biggest hurdles was learning about speech-to-text technology. We knew we needed it to analyze phone and video conversations, but we had no idea where to start. Had we just typed “speech-to-text” into Google, we […]
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COLD EMAIL. an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling Wikipedia nails it; however, the Urban Dictionary definition is (unfortunately) sometimes more accurate. But just blasting out cold email after cold email without a plan, without direction, without heeding our advice (based on data), would […]
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