Returning to the office? Not so fast. The case for remote sales

Your team has been working remotely for 2+ years, and you are ready to bring them back to the office. But are they ready? Do you have a plan? Do you know what your staff is really thinking? Do they want to come back in person? And if so, every day or more of a flex/hybrid? It may be time to pause, take a step back, and rethink your strategy to bring...

2w

What Is Sales Automation? And How To Win With Gong Assist

“Adapt or die.” In the 2011 movie Moneyball, Oakland A’s manager, Billy Bean, tells his lead baseball scout (a 29-year veteran in the industry) to “adapt or die.” The scout complained that Bean was “discounting what scouts had done for 150 years” in favor of a “kid who has an economics degree from Yale.” Bean, ahead of his time, tossed his hands...

4w

These 6 Cold Email Examples Are So Good You’ll Want To Steal Them

  All businesspeople get them. They are usually bad to very bad (to awful). Often they are automated. They rarely include any customization or personalization. Cold emails. If I had a dollar for every terrible cold email I’ve received in my business career, well, let’s just say I would not be writing this article now. But cold emails don’t have...

5w

What is Sales Engineering: How An SE Team Can Help Crush Your Goals

Sometimes a flashy sales presentation will not get the job done. Depending on your product/service or who you are speaking with, you may need to get more technical in your sales approach. This is where a sales engineer becomes a huge asset to your team. A sales engineer is like a player-coach — one part sales, one part engineering. They must possess...

Apr 2022

SPIN Selling: Everything You Need To Know To Master The Method

The SPIN Selling Methodology is similar to Solution Selling. It relies on great sales discovery and question-asking to help customers understand their problems, how impactful they are, and what the best solution might look like. The sales world is not short on sales methodologies.  We blogged about what we believe are the top 12. Clearly, there are...

Apr 2022

What is Revenue Intelligence? Why Gong Pioneered The Category in 2019

Imagine a world where you had a single, full, real-time, unfiltered, unopinionated source of truth. Let’s break down those “sources of truth”: Single: No silos. No need to pull go to sales and marketing and customer success to retrieve relevant data. Full: No “partial truths.” Not a slice of reality. Not a few recorded calls and video chats. All....

Apr 2022

4 Strategies For Building Best-In-Class Enterprise Products

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...

Mar 2022

Can Machine Learning Transform Sales Forecasting? Yes, Here’s How

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 who is more conservative....

Mar 2022

Churn Reduction: 5 Powerful Strategies For Preventing Customer Churn

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 a small...

Feb 2022

You May Leverage Data, But Here’s How to Know You’re a Truly Data-Driven Organization

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 customer interaction,...

Feb 2022