Gong’s Post

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

GAME-CHANGING SALES ADVICE Take this tip from Sunny Huang, Senior Manager of Business Operations at Gong; “This is either super obvious, or a secret that only top sellers know - Selling = a game of removing obstacles for your buyer. We know this bc top sellers do the following, 27% more overall + 2 calls EARLIER than bottom reps: Map out the buying process with the buyer. We saw MORE & EARLIER mentions by top reps of - (1) Understanding approval / procurement process (2) Identifying decision-makers & budget-holders (3) Surfacing security & compliance requirements It’s very clever. They use a “typically, this is how it goes” approach… to surface obstacles as early as possible in the deal. And then they knock them down one by one. Remember... It’s your buyers’ first time buying your product. But it’s not your first rodeo. Help them help you. (Gong data, analyzed 90 reps, 6.1K calls, & 3.4K opps)” Boom. 💥

THE #1 SIGN A DEAL WILL CLOSE Email velocity – AKA email frequency. Winning deals exchange 8 emails per week versus 1-2 emails for losing deals. That’s a 339% lift in engagement (!) We wish we could tell you to email your prospect 8 times per week to collect signatures. But it’s not that simple (if only). The key to understanding buyer-readiness is how often THEY email you. If they’re truly interested, they’ll email about 3 times as often as losing deals. Start multi-threading and personalizing your emails to build relationships across the committee. It could make or break your next deal.

THREE TRUTHS (NO LIES DETECTED) We bet most AEs agree with these 3 statements: 1. My to-do list is so long, it’s almost impossible to know where to focus. 2. I would love to concentrate on one task at a time, but I am too busy. 3. No matter how hard I work, I miss critical follow-up tasks — and might lose deals because of it. AEs at Gong know these challenges well, but they also have a solution that helps them get ahead: Gong Engage. In our latest blog, Keenan Lewis shares how he overcomes productivity hurdles to create attainable growth. Grab his advice here: https://lnkd.in/gzCJX9RQ

MAKE IT MAKE SENSE

EVERY DAY Is bring your pup to work day at Gong! #GongsterLife

💯 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?