I was writing so fast my hand started cramping. 23 minutes into an interview with Derek Grant on how they do their call coaching at SalesLoft, and I already had several pages of notes. While many B2B sales organizations record calls and demos, few know how to make use of them. Derek and his team […]
Read More
You’re about to learn nine of the exact sales coaching habits and systems the world’s top B2B sales leaders follow to develop their sales teams successfully. This isn’t an anecdotal article. Seven of the nine habits I’ll talk about come from analyzing usage patterns of over 5,000 users in the Gong call coaching platform The […]
Read More
“Who the hell are you? “What’s your background in sales to be instructing me on how to sell?” This is a strong fear for many sales enablement managers: the fear that their sales team does not view them as a credible coach and lacks trust in their sales support efforts. Gaining your sales team’s trust […]
Read More
In November 2016, I wrote an article on SalesHacker called “We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered” If you haven’t read that article, I suggest doing that first. The first insights we discovered among the analysis were trends related to the “talk-to-listen” ratio. As it turned […]
Read More
This article was originally published on ThinkGrowth.org Think about the mid-to-late 90’s. What was the status quo for the Internet marketer? Guesswork. Marketing analytics technologies had not yet emerged as a tool-of-the-trade, so marketers would create their online campaigns and hope they worked. Today that would be unheard of. Any marketer operating without analytics, measurement, […]
Read More
In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . I was intimidated. Immediately upon starting my new position with Gong, I was asked to meet on-site with a prospect who was already well into a buying process […]
Read More
In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . As I stared intensely at the contract, a knot formed in my stomach. I was on the cusp of finalizing the purchase of some marketing technology for our […]
Read More
In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . “The technology is awesome. But how much does it cost?” demanded the prospect from the other side of the table. His eyebrows were furrowed, and I could tell […]
Read More
In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . “Mmhmmm…” “Mmhmmm…” It seemed like those were the only two words he uttered the entire phone call. I had just closed a chapter of my life running my […]
Read More
In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . I had to answer the question. What other choice did I have? Even though they were on the other side of the US, it felt like the four […]
Read More
In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . “Now, a few things you need to know about us: we’ve been around for four years (this April will make five!) and we’ve raised a total of $33 […]
Read More
The Highest Converting Talk-to-Listen Ratio in Sales, Based on 25,537 Sales Calls In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . How embarrassed can one guy be? One of the key reasons I was invited to join […]
Read More
In the Gong Research Labs series, we publish data from analyzing sales calls with natural language processing and AI. Subscribe here for new data every week. . . . Sales Has Been Partying Like It’s 1999 Think back to the mid-to-late 1990s. The status quo for the Internet marketer back then was one of guesswork. Marketing analytics […]
Read More