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Why (And How) To Continually Break And Adapt Your Company’s GTM Model As You Grow

By Craig Hanson, December 21, 2021

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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Loss Aversion: How Top Reps Close More With Psychology

By Jonathan Costet, December 13, 2021

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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Create A Winning Company Culture By Perfecting These 2 Elements

By Kelly Breslin Wright, November 23, 2021

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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Avoid these selling ‘dead zones’ and you’ll win BIG this holiday season

By Devin Reed, November 17, 2021

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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7 Cold Email Stats To Write Killer Cold Emails

By Jonathan Costet, October 20, 2021

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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