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 […]
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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 […]
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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 […]
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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. […]
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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. Best-in-class sales playbooks include: Sales enablement materials Detailed and updated buyers personas Sales resources Team processes Rules of Engagement Pilot information Pricing options Sales templates Product demo flows […]
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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 […]
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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, […]
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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 […]
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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 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 […]
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1440: Johannes Gutenberg invents the mechanized printing press. 1969: Astronaut Neil Armstrong becomes the first American to land on the moon. 2021: Gong introduces Deal Execution, providing business leaders much-needed visibility into activity happening across all pipeline deals. All kidding aside, we are thrilled to announce the new and reimagined Gong for Deal Execution with […]
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Gong Labs’ previous research shows that it’s not a great idea to send executives cold emails with lofty ROI promises (see chart below for a sneak peek). How on earth can that be a bad idea, when all customers care about is ROI? Picture this: You’re a software sales rep and you gave a stellar […]
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“A region of spacetime where gravity is so strong that nothing — no particles or even electromagnetic radiation such as light — can escape from it” (Wikipedia). A black hole. Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. The antidote? Game tape. Professional athletes review past […]
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If you’ve been following our podcast journey, then you’ll know that we launched ‘Reveal: The Revenue Intelligence Podcast’ back in 2019. Since our debut, we’ve had conversations with 49 revenue thought leaders across all industries and have explored how they use revenue intelligence – a new way of operating based on data instead of opinions […]
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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 win more deals. Follow me to read upcoming research. There are a million sales email tips out there. Woops, make that a billion. But how […]
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