Gong

CELEBRATE '24 IS HERE The No. 1 event for revenue leaders is back—bigger, better, and fully virtual on November 22nd. Learn from top minds at Amazon, Reddit, Inc., and Workday about harnessing AI to drive growth and innovation across GTM functions. You’ll walk away with: ✅ Actionable insights ✅ Proven strategies ✅ Game-changing tactics Grab your virtual spot here: https://lnkd.in/gm3HTrQ5

BEWARE OF DEAL FATIGUE Yes, win rates are highest when the DM is involved. BUT not when they are involved in every single interaction. That leads to deal fatigue – when your DM feels they’ve invested too much time into your deal, and don’t see an equal or greater return around the bend. Instead, include DMs in one or two impactful conversations. These conversations should answer questions like: How does this deal impact strategic goals? What’s the time to value? Who is going to own this? These are top of mind for DMs. Remember: sell to power but don’t fatigue power.

READY FOR IT? AI can help you bridge productivity gaps and drive growth. But FIRST, you need the right training, processes, and data in place. (If you really want to reap the tech’s full benefits.) So, how do you know if your org is ready to make a measurable impact with AI? Our AI assessment will help you determine your team’s readiness and prepare them for successful adoption and implementation.  👉 Download it here: https://lnkd.in/g6yaHhh2

GONG 🤝 REDDIT Reddit, Inc.'s Head of Global Sales & Partner Performance, Bradford Jordan, is joining us at Celebrate Virtual ‘24. Bradford’s taking the keynote stage with Gong CEO, Amit Bendov, to unpack how AI is transforming sales. Tune in, and you’ll walk away with: ✅ Actionable insights ✅ Proven strategies ✅ Game-changing tactics Don’t miss it. Save your spot here: https://lnkd.in/gE2ysNv7

FRIENDLY REMINDER To take time to rest. S/o Liz Fosslien

MATCHING HOODIES, MATCHING HUSTLE “The number one mistake AEs make when it comes to creating tight alignment between them and their SDR is not ordering super cool custom hoodies. Casey Humphreys thank gosh we didn’t make that mistake!” Well done, Jc and Casey! We love to see it. #GongsterLife

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“I NEED TO THINK ABOUT IT” It’s not a deal killer, don’t panic. Gong Labs data shows buyers really are just thinking about it. That’s the good news. The not-so-good news is it’ll be a longer sales cycle. Like 173% longer. So next time you’re hit with this objection, try this response: “When most people tell me they need to think about it, it’s typically because they’re not interested or I missed something in our meeting.” If you missed something, they’ll respond with “No, we’re interested, it’s just that…” That ‘dot dot dot’ is where they start to reveal their uncertainty, whatever it may be. Bravo, you’ve uncovered the true hurdle in your deal and confirmed that they’re interested.

LAST YEAR Forrester estimated that generative AI would offer reps productivity boosts of 50% or more. If you’re currently using AI…

“DRIVING NEXT STEPS” ISN’T ENOUGH You know discussing next steps is good for deals. But most sellers think locking in the next meeting is enough to keep deals moving forward. (Spoiler: It isn’t.) That’s why our Gong Labs data team analyzed 9K+ deals to learn what REALLY drives deals forward. It’s all about discussing the right topics. Topics have a massive impact on whether buyers continue down the buying process. There are two types of topics: value-based and features-based. Value topics are things like discovery, business impact, and use cases. Product features are exactly that: all about your product and how it works. The data shows that value-based topics are FAR more productive. Put another way, when sellers focus on features, they are significantly less likely to earn a follow-up call. So ditch the feature dumping, and start focusing on what buyers really care about. VALUE.