The 5 Elements of Winning Sales Pitches + Examples

“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 career will be short-lived....

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The 3 Most Important Practices In Scaling A Winning Team

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 down the line. If you start a company and hire junior developers right...

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Introducing Gong’s New Visual Identity

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 made you forget you were there at all. Gong embraces the company...

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Igniting a Reality Revolution

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...

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12 Sales Discovery Questions To Pinpoint Real Pain

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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Track These 7 Sales Analytics To Increase Team Performance

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 that rep’s real-time interactions...

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8 Sales Closing Questions To Get To Signature

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 where things go wrong...

Sep 2021

How To Have A Successful Career In Tech: 3 Decisions That Will Pay Off Long Term

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 it’s usually coming from a good...

Sep 2021

From Pandora’s Box to Near Certainty. How Gong Increases Pipeline Accuracy and Accelerates Revenue Growth

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 capture...

Sep 2021

How to close more 6-figure deals, according to data

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+...

Sep 2021