“See results, attached. It’s pretty straightforward: The client’s team reports a large gap given the time they spent selling, but nothing out of the ordinary. I think there’s a lot of overlap from the last study we ran, but let me know if you have any questions.” At my previous organization, I sent that type […]
Read More
If you have more leads than you can manage, this isn’t for you. However: If pipeline coverage is low, this is exactly what you need. Our data team analyzed thousands of cold calls to get these cold call stats. Next stop: Meetings booked. Let’s go. Stat #1: Successful cold calls last 2x longer The second […]
Read More
Your deal is so close, you can almost taste it. But there are still freakishly-common closing pitfalls waiting to derail your deal. Read this before your next closing call. It has everything we think we know the data tells us. Here’s how to add some serious horsepower to your sales proposals: #1: DON’T Save The […]
Read More
If you’ve been keeping up with Gong Labs (where we publish data on millions of sales calls) you already know this: Deals are 127% more likely to close when video is used at any point during the sales process. That’s up from a 41% in 2018 when we first ran this analysis. Work-the-zoom is the […]
Read More
7 seconds is all you get on a cold call. And that’s on a good day. That’s why I put together these 6 cold calling examples. The first two examples are like a one-two punch. Hit your prospect with them inside of 7 seconds and you’ll grab their attention from “hello” until “speak to you […]
Read More
Back in the 1960s, Artificial Intelligence (AI) was believed to be right around the corner. Significant funds were invested. Systems were built. But, results were disappointing and interest faded for a long period. Today, in 2021, AI can do much more. It evolves quickly, and can now recognize faces, transcribe speech, detect anomalies, and more. […]
Read More
Where should I focus my coaching? How am I supposed to make time to do more coaching? Is it even working?? Most sales managers don’t get the full ROI from their coaching. But top sales managers drive maximum impact by focusing their coaching on high-leverage areas. Coaching opportunities are everywhere, you just need to know […]
Read More
When you have a top-notch sales battle card, it can feel like cheating. You have the edge, the upper hand when a buyer tells you about a competitor. You handle objections like swatting flies out of the air — one comes at you, and you squash it immediately. The best sales battle cards have the […]
Read More
Growing your sales team is incredibly exciting. But moving from, “You’re hired!” to “You hit quota!” never comes fast enough. On average, it takes three months to prepare a new hire to interact with buyers, nine months until they perform competently, and 15 months for them to become a top performer (RAIN Group). There are […]
Read More
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