REVENUE INTELLIGENCE BLOG

Give your onboarding some serious muscle

By Ryane Bohm, July 21, 2021

Growing your sales team is incredibly exciting. But moving from, “You’re hired!” to “You hit quota!” never comes fast enough. On average, it takes three months to prepare a new hire to interact with buyers, nine months until they perform competently, and 15 months for them to become a top performer (RAIN Group). There are […]

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10 deal-making negotiation tips from Chris Voss

By Devin Reed, June 17, 2021

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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5 Must-Have Elements of A Winning Sales Enablement Strategy

By Jonathan Costet, June 11, 2021

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

By Amit Bendov, June 3, 2021

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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How To Build Your Sales Playbook (With Examples)

By Jonathan Costet, May 31, 2021

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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