Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. And yes, it’s been helpful. But if you […]
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“Winning isn’t everything; it’s the only thing.” That famous quote is (maybe incorrectly?) attributed to Vince Lombardi. No matter who said it, it’s spot on, especially for those of us in the sales world. Winning in sales is kinda sorta VERY important. If you are not winning (closing deals, for example) in sales, your sales […]
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I’m a big believer that when you first start a company, you want to hire senior people. The first few people you bring on board are going to massively dictate the culture of your company, the speed at which you are able to move, and how many problems you are going to need to fix […]
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Few things are as comforting as the presence of a dog in the workplace. Dogs greet you at the door, humor you in the conference room, nuzzle you at your desk. They roam the halls like zombies in search of a quick morsel, a friendly glance, a belly rub. Ya, having dogs at work somehow […]
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Over the last four years since Gong launched Revenue Intelligence, we’ve enabled thousands of business professionals to know what’s really happening in customer conversations. The results have been nothing short of amazing! Plus, they are also hugely inspiring for Gongsters. We are incredibly thankful to our raving fans. Their enthusiastic LinkedIn posts and thank you’s […]
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The best reps ask the best questions. Asking questions is good for your brand and your career, according to this Forbes article. “The research shows that asking more questions builds emotional intelligence.” It turns out, asking (more, better) questions also translates well to the most successful reps. Ask questions, yes, but know where the sweet […]
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We’re kicking this one off with a tough truth: By the time you realize a rep is struggling to reach their number or bring in deals, the damage is already done. Opportunities that could have been converted into customers have been lost. Know what would have helped? A dashboard with clear metrics and analytics about […]
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Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. But first, a quick scenario: Here’s […]
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Most of what our aunts and uncles, friends and family members tell us about having a successful career is incorrect. “You should make an effort to progress in your career quickly.” “You should find a good profession for life.” “You should get a job that pays the most.” The problem with this advice, even though […]
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Meet Julien. Senior SVP of Sales at CloudMarkr, a mid-market European technology company. He’s been in his new job just three months, and he’s looking for some quick wins. Julien is responsible for delivering accurate revenue targets to the executive team (and to shareholders). He knows from years of experience that a company’s CRM doesn’t […]
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Stratton Oakmont, Inc.* was a Long Island, New York, “over-the-counter” brokerage house founded in 1989 by Jordan Belfort and Danny Porush. It defrauded many shareholders, leading to the arrest and incarceration of several executives and the closing of the firm in 1996 (Wikipedia). The 5-time Academy Award-nominated 2013 film, The Wolf of Wall Street, was […]
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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. Subscribe here and follow me to read upcoming research. “It’s about stakeholders. You have to get wide when you sell into organizations with 2,000+ employees.” […]
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Unlike bottom performers, superstar reps get bombarded with questions during sales demos. And that changes everything. Once buyers understand the value they sprint through the sales cycle. That means: Faster deal cycles. Better win rates. Higher ACV. And bigger commission. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to […]
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I think playing it safe is the riskiest thing you can do as a business leader—and being subtle is boring. Customers don’t pick up on subtleties. They’re bombarded with too many types of messages and ads every day to notice you if you’re doing what everyone else is doing. Which means, if you want to […]
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