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Give your onboarding some serious muscle

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 typically three speed bumps...

What is Rev Ops? How does Revenue Operations drive growth?

Customer lifecycle. Someone’s got to own that motion. Someone’s got to understand what the outcomes of the strategy are, orchestrate all these different groups, and break the silos between all these different operational efficiencies that are being optimized within the silos. That someone? Revenue Operations (RevOps for short). But how is that...

Sales Pipeline Tracking: These 3 Deal Risks Are Costing You Winnable Deals

Pipeline management is no easy task. Top managers are skeptical at every step of the sales cycle. It’s in their nature. It’s what makes them great at identifying risk in their pipeline and creating a contingency plan for each deal. And for good reason: they know that when it comes to pipeline, you’re often dealing less with facts and more with opinion...

Your CRM close date isn’t giving you the full picture. Here’s what you’re missing.

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. A CRM forecast is no crystal ball, but it’s the closest thing you’ve got.  (That and your gut, but it’s hard...

“Driving next steps” isn’t enough. This is what REALLY moves deals forward.

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 to read upcoming research. “Devin, I need to punt this. Let’s revisit in Q4.” Nooooooo! My jaw clenched.  I had poured time and energy...

5 Unforgettable out-of-office examples you’ll want to copy

Taking time off can be difficult. In fact, according to a recent study, American workers left a record number of vacation days unused — 768 million of ‘em!  No matter the number of vacation days you have allotted per year (we’re all looking at you with envy, Europe), people the world over still struggle to use up all their vacation days.  And when...

30 Mind-Blowing Sales Stats That Will Change The Way You Sell

Quick Links1. Prospecting2. Calls3. Discovery4. Pitching5. Objection Handling6. Closing7. Pipeline Management Never miss another money-making sales tip from Gong Labs: Subscribe to get the latest sales data to your inbox once a week. Show Me The DataGet hard data on how to close more deals. We’re serious about data. Hard-hitting sales stats. Our...

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...

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