Building software for enterprise customers is never easy. Enterprises have complex needs, many different stakeholders, and they sometimes bring up requests that stem from unique settings, and which may not directly deliver value to other customers. What’s more, some requests might be positioned as mandatory to close a deal and may come up with specific […]
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Sales forecasting isn’t revolutionary — it’s been around since the dawn of time. But the issue: It’s not always real. Forecasting relies on opinions … subjective percentages tied to “what we think” will happen. Take a single deal: A sales rep who is overly aggressive may have a different looking forecast compared to a rep […]
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The world has changed dramatically. As Nick Mehta, CEO of Gainsight said, “even though our jobs might have felt hard before going remote, they definitely seem like smooth sailing in hindsight.” And the key to thriving in today’s economy, according to Nick? Driving more sales from customers. (Some things in sales never change!) Nick joined […]
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Not even 20 years ago, “collecting data” was something few companies did. Nowadays, people talk about everything they will do with big data. But back then, companies didn’t even care about small data. Data is exploding. And it’s becoming more complex and diverse by the day. With the explosion of the internet, ever-growing points of […]
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The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing […]
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Gong, the reality platform leveraging artificial intelligence to transform revenue and customer-facing teams, today revealed the sound of success – understandable in any language – in a new commercial that will air during the Super Bowl. The spot, highlighting Gong’s ability to help businesses increase sales, is running (loudly) on NBC and on social media, […]
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Month by month, as the Great Resignation continues, the talent shortage deepens. As the Wall Street Journal reports, more than half of all business owners have roles they can’t fill. And while the shortage stems from many factors, one key factor is that many people are no longer interested in working in a “traditional” power […]
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While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful. However, checking off most (or all!) of the […]
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The first half of 2021 produced 291 new unicorns — more than 2011-2015 combined. Unicorns, which are new companies valued at $1 billion or higher, were so named because of their rarity. But now, we’re seeing more unicorns than ever before, by a wide margin. Software as a service (SaaS) companies, which represent more than a third […]
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Dinosaurs: Dead. Pagers: Dead. Charlie from Lost: Dead But you know what is NOT dead? COLD CALLING. I know. I know. I know. I know what you are thinking. Cold calling never works. That’s a true statement IF you don’t listen to what the data tells you about cold calling. Speaking of data, Gong is […]
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Most sales methodologies focus on uncovering and satisfying buyers’ needs. As such, a majority of sales leaders train their reps to ‘go along to get along,’ right from the word go. The Challenger Sales model folks say that’s a problem. A major one. It ignores what they see as the most important element in successful […]
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Ah. Sales scripts — the elusive and oft-discussed topic on every sales team’s agenda (or should be). Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script? Or how you could use a sales script to boost your conversion rates? As always […]
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Most companies’ narratives revolve around products, features, and value propositions. And while those are definitely important, there’s a much bigger opportunity to build emotional connections. When you think about category-defining companies, they’re overwhelmingly the ones who engage their customers’ emotions through storytelling. Throughout my leadership career, I’ve held countless sales kickoffs, all-hands meetings, and keynotes. […]
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So you want to write better sales emails? Close more deals? Grow your career in sales (and top the leaderboard)? If that doesn’t describe you, maybe you should not be in sales? But if it sounds aligned with your goals, keep reading. The most successful salespeople send the best emails. They know that email is […]
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