Gong

INTRODUCING AI-POWERED SALES EXCELLENCE Meet Gong’s three *new* AI capabilities— Designed to bridge the gap between strategy and execution. ✨ Assessment Tools for AI Smart Trackers  ✨ AI Methodology Playbooks  ✨ AI Scorecard Suggestions Now you’ll have access to trustworthy insights you need to know: Who’s adopting. What’s landing. Where growth is possible. Learn more here: https://lnkd.in/gJWUTP8D

💯 S/o Daniel Disney

LISTENING > TALKING We found that winning discovery calls have a talk-to-listen ratio of 46/54. The best calls are a natural, balanced, two-way conversation with your customer – Rather than an interrogation. What does your talk-to-listen ratio look like?

CAN YOU SKIP TO PRICING? It’s tempting to let buyers lead the conversation. But that’s a losing strategy for closing calls. Why? Because reps miss the opportunity to demonstrate value. That’s why we created this Sales Proposal Template. It’s a lean template that covers everything buyers need to hear BEFORE seeing price. Share it and your team will swap responses like “Your price is way too high!” for “How fast can we get started?” Grab your free copy here: https://lnkd.in/ga5FgQ-G

TWO TRUTHS AND A LIE There’s a lot of hearsay weaved into sales best practices. What works well one year might not resonate another. That’s why it’s SO important to look at the data and stay up-to-date on trends. So, let’s play a little game… Can you spot the lie?

5 WORDS TO 5X YOUR SUCCESS RATE “Heard the name tossed around?” Reps using this phrase in their cold call opener had a success rate of 11.24%. Armand Farrokh from 30 Minutes to President's Club breaks down why it works: The goal of the “heard the name tossed around” opener is to get them to forget that it’s a cold call by leading with context that shows you’ve worked with their peers. When you lead with context instead of a normal greeting, a pitch, or anything else – you establish familiarity. It’s like you’re calling a referral – “I work with other folks like you, they’ve probably mentioned me, right?” From here, one of two things will happen: If they say yes, you don’t need to pitch. Just ask: “Oh good, we’d normally be working with someone like you by now. What’d you hear?” If they say no (which is more common), explain how you work with their peers. I’ll usually say: “Ha! Guess I’m not as popular as I thought. Well, the reason for my call is I work with a few other Sequoia portfolio companies, and typically… [explain the problem you solve]” Tailor your own version and give it a try on your next call.

GONG NAMED A LEADER In IDC MarketScape: Worldwide Revenue Intelligence Platforms 2024 Vendor Assessment. The IDC MarketScape report noted, “Gong excels in customer satisfaction by combining progressive technology with attentive support.” Our teams "are regarded as true partners, deeply understanding the unique needs of each client." We're proud to be recognized as a Leader and will continue to make creating #RavingFans one of our top company priorities. And this is just the beginning! "The vision of the company for its product's future is as clear as it is ambitious." Learn more about the excerpt here: https://lnkd.in/gZrAvZqe

SELLING ON VIDEO CALLS? Here’s the hardest part: Building rapport. According to Gartner, 80% of all sales interactions will be digital by 2025. Meaning we no longer have the luxury of meeting with buyers face-to-face to build relationships. So here’s my master rapport-building tip: Ditch the small talk. (Like the weather.) Instead, build a connection around a shared interest, expressed over multiple interactions. Understand your buyer’s passions, then use it to bond with them REPEATEDLY.

141% Surge in Paycor's Client Sales Success 🚀 Here’s how Paycor did it. Check out their full story here: https://lnkd.in/gfPPfveD

WORDS MATTER What you say in the first four seconds can make or break your cold call. That’s why we partnered with 30 Minutes to President's Club to uncover the best cold call openers of all time.  Based on an analysis of 300 million calls, we found three openers proven to increase your success rate by as much as 500%. See for yourself in the latest Gong Labs and start using them today.