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10 deal-making negotiation tips from Chris Voss

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 Chris was the lead international kidnapping negotiator...

5 Must-Have Elements of A Winning Sales Enablement Strategy

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)....

Growing the Revenue Intelligence Category: Gong’s Series E Funding

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...

How To Build Your Sales Playbook (With Examples)

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. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. It leads your sales reps through various scenarios: how to prospect,...

Value selling requires a stellar demo. Here’s what that looks like (according to data)

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 is for the demo to be short, controlled, and concise....

Gong goes ‘open book’ on its diversity targets

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, we’re sharing some internal diversity...

This Sales “Best Practice” is Actually Terrible for Your Discovery Calls (And it’s not what you think.)

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 four slides into...

Why your current pipeline view is an illusion (and what to do about it)

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 perceptions. Try this...

Gong for Deal Execution: How to truly understand your sales pipeline

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...

Avoid these 5 mistakes when talking ROI with execs

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 demo to your customer’s CFO. They said the demo was interesting,...

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