Gong

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5 Reasons You Should NOT Buy Gong

We love Gong. We love what we do. We believe in the product we sell. We drink our own champagne (in the colloquial expression sort of way). But not everyone loves — or needs — Gong. And maybe that’s you. Maybe every single conversation your sales reps have ends in a Closed-Won.  If you’re on the fence about adding Gong to your sales tech stack,...

This (surprising) cold email CTA will help you book A LOT more meetings

It’s time to hit Send.  Your email is air-tight.  You’ve done your research.  The opening line is personalized. You even have a crisp “why you, why now” line.  You’re about to let it fly, but something still feels off… And it’s your CTA. Should you ask for a specific time to meet? What about suggesting a conversation instead? Or… maybe just...

Gong’s topic detection technology is issued a patent

Today, the US Patent and Trademark Office issued patent #10,642,889 titled “Unsupervised automated topic detection, segmentation and labeling of conversations”, which protects our technology for understanding topics in customer conversations. I thought it would be useful to share the essence of the technology, and how it came about. The goal: understanding...

How to respond when buyers say “I need to think about it” (according to data).

What’s worse than hearing “I’m not interested,” “Your price is too high,” or “I don’t have budget”? These six words: “I need to think about it.”  This phrase can come down on you like a ton of bricks.  The deal had legs. The finish line was in sight. You were ready to hit “closed won.” Aaaaaaaand it’s gone. Or is it…? To find out how this phrase...

The Secret Formula for Productive Remote One-On-Ones

Some one-on-ones are so good that you walk out feeling motivated for the whole week. Others, not so much. We asked sales managers their secrets for running remote one-on-ones that leave reps craving more. The kind that deserve a hand-stinging, ear-ringing high five (except not right now because, you know, social-distancing). Put these 6 elements...

3 Truths That Will Change How You Sell

When it comes to advice on closing deals, there are a million opinions on how to build momentum, influence deals, and forecast accurately.  But none of those opinions are based on reality. You know, facts. And the opinion-based way we approach deal execution is outdated and working against us. So in true Gong fashion, we looked at the data behind...

How to Secure Budget in the Age of COVID-19

COVID-19 has shaken up every aspect of our lives over the past few weeks.  And sales conversations are not immune.  The Corona Virus has been mentioned in 34% of Gong’s own sales calls in the past four weeks:  * Includes sales development, new business, and post-sales teams As a result, there’s been an increase in the uncertain language on those...

How to Turn a Field Sales Rep Into an Inside Sales Rep (And Still Make Quota)

Career shift? New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch.  And keep knocking your number out of the park. #1 Master the Online Demo It’s the ultimate test to becoming a world-class...

Strategies for Managing Remote Sales Teams (By Choice or By Necessity)

The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs tips, and pointers on how to implement them, to home-deliver...

The Startling Truth: How Cursing Impacts Sales

60-something years ago, sales was a very different game.  Back then, salesmen – I mean salespeople (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis.  Back then, the customer was always right, and calling them “sir” or “ma’am” was...

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