Gong

GOOGLE'S SELLING MAGIC 🪄 “When you're managing an org with thousands of sellers, being able to evaluate outcomes at scale is difficult… Our partnership with Gong is that last piece of magic that complemented how we evaluate our performance. At every level of the org, we have a standardized view. Being able to do that is a game-changer." - Michael Chen, Director of Product Strategy, Google You heard him. Game. Changer. Check out Google’s story here: https://lnkd.in/gjihK7tm

QUEUE THE OOO AUTO-RESPONSES

9 MINUTE RULE Brains get bored fast. Neuroscientists have proven that our brain has a built-in stopwatch. It stops around 9-10 minutes into a conversation. Then we lose atten – SQUIRREL! That’s why data revealed a 9.1 minute presentation sweet spot for closed deals. Want to know what to include in those 9 minutes? We’ve got 9 tips for you below (had to stick with the whole 9 theme). Skim them before your next call. P.S. Bet you didn’t notice this post was also 9 lines. Download your copy here ➡️ https://lnkd.in/gxqGdQhf

PLEASE LEAVE A MESSAGE Engaging buyers across multiple channels is more critical than ever. This means reaching out to buyers via phone, email, chat, SMS, social, and more. While you might rely heavily on a channel that your buyers prefer, data shows the impact that using two or more engagement channels can have. For example, sellers who cold call AND email their contacts nearly double their reply rates, even if they don’t connect. After analyzing 300 million cold calls, Gong Labs found that leaving voicemails increased average email reply rate from 2.73% to 5.87%. So if you want to double your chances of getting an email reply, pick up the phone! 

GONG 🤝 BLAND AI Not all AI is built the same. The AI landscape can be tricky - So it’s crucial to know what you’re looking for, dig into the tech behind the brand, and tailor it to your needs. That’s exactly what we’re doing with Bland AI, now not just a customer, but an exciting new partner. Together, we’re unlocking AI-powered solutions that move the needle for revenue teams like never before. Stay tuned—this collab is going to be big.

PEOPLE FIRST ☝️ If you know Shane Evans, CRO at Gong… You KNOW he lives and breathes by this. In the latest publication of LinkedIn’s “How I Sell,” Shane reflects on decades of experience and what’s made him the leader he is today. He shares what he's learned, how the role of a CRO has evolved, and his vision for the future, where AI will play a pivotal role in driving revenue growth and enhancing decision-making It’s a *must-read* for any aspiring revenue leader. Check it out: https://lnkd.in/g59MNyme

THE WORST FOLLOW-UP EMAIL “Thoughts?” “I never heard back from you…” “Just following up…” “I just called you…” *Cringe* 😬 Reps use these phrases all the time, but they’re disastrous for booking rates. (And win rates… and commissions…) Delete them from your follow-up email cadence ASAP. Instead stick to longer, well-crafted, personalized follow-up emails. Take a page from the winners playbook and craft a memorable email every. single. time.

THEY SAY THE EARLY BIRD GETS THE WORM (But does it really…?) In today’s flexible work environment, remote work has given us the freedom to set our own hours and manage our days. But when it comes to early morning meetings, opinions are split. (See this WSJ article: https://lnkd.in/exvFWvgF) Is it okay to schedule 8am meetings for internal team syncs? How about for customer-facing calls? Do they help you jumpstart your day or make you feel groggy? What’s your take? Let’s find out ⬇️

2/3 OF YOUR SELLERS ARE USING UNAUTHORIZED AI TOOLS 🚨 Why? Because they NEED them to crush their goals—and they'll find a way to do it. Take it from Udi Ledergor 🏳🌈, Chief Evangelist at Gong. Don’t get left behind. Get the latest insights and stay ahead of the curve with the State of Sales Productivity 2024 Report: https://lnkd.in/g8R3MKmD

THE ULTIMATE COACHING ADVICE Many people think of coaches as advice-givers. Always telling you what to do, how to do it, and when to act. But this couldn’t be further from the truth. World-class coaches extract realizations from their players and guide them toward self-realization. It’s tempting to jump in and tell your team how to do things “the right way.” But the problem is three-fold: 1. It assumes your way is the only way. 2. External guidance isn’t as powerful as self-realization. 3. Even if it works, it’s impossible to scale. A better approach is asking leading questions instead of giving answers. Try this line of questioning: What about the call didn’t go as planned? Why do you think that is? If you could go back and do it again, what would you do differently? This co-ownership is how you get buy-in from your reps. Try it in your next 1:1. As a coach, what leading questions have worked best for you? Let us know in the comments below.