THE GONG GUIDE TO

Strategic Field Sales in 2021

Building Unbeatable Teams with Revenue Intelligence

FEATURING GUESTS FROM:

10 revenue leaders break down how they reinvented their field sales motion to produce big results in 2021 and beyond. They cover everything from pricing, forecasting, prospecting, and more.

FEATURING GUESTS FROM:

See what’s inside:

Intro

Building unbeatable teams

On February 22, 2020, Miles Kane flew to NY for face to face meetings with his largest East Coast accounts...

READ CHAPTER

Chapter 1

Redesigning the field sales motion

When a student at, say, Harvard University orders lunch at an on-campus cafe, it’s not going to be a fellow student who...

READ CHAPTER

Chapter 2

Building rapport & influence remotely

Akamai Technologies doesn’t have a salesforce — or so says Sean Lyons, VP of sales at the content delivery...

READ CHAPTER

Chapter 3

Collaborating (internally) virtually

Snowflake has a simple pitch: they take your data and store it in the cloud. But the real-world implementation of that...

READ CHAPTER

Chapter 4

Forecasting during uncertainty

In 2008, Brian Breslin joined Hewlett Packard Enterprise as Director of Sales Planning and Analysis. His job was to calculate...

READ CHAPTER

Chapter 5

Cultivating culture without the office

Prior to the pandemic, Drift’s office was more than just a place to work. The company’s executives relied on physical...

READ CHAPTER

Chapter 6

The new normal needs new leadership

The pandemic has piled pressure on all business leaders, but none more so than field sales leaders. While normalcy has changed for...

READ CHAPTER

Chapter 7

Upgrading your tech stack

Sales used to be simple — you had a product and your persuasion skills. But it didn’t stay simple for long. The Rolodex and the...

READ CHAPTER

Outro

Be a chameleon

In the early months of the pandemic, Goldman Sachs ran an article under the headline, “Light at the End of the...

READ CHAPTER

Your Field Sales Playbook For 2021+