Gong

03/10/2022

“JUST CALLED?”

Don’t care.

Mentioning your previous call or voicemail doesn’t help you book more meetings.

Spoiler alert: Buyer’s don’t care how much effort you’ve put in.

They care about themselves. It’s nothing personal, we all operate from a place of self-interest.

So instead of saying what you’ve done (ex. called a dozen times), focus on what they’ll get from the meeting.

(You know, VALUE.)

03/07/2022

ALWAYS PATTERN INTERRUPT

Start cold calls with the phrase: “How’ve you been?”

According to Gong Labs, it has a 6.6x higher success rate than the baseline.

Here’s the thing: It implies you’ve had a previous interaction.

(But you haven’t – it’s a cold call.)

This line is unexpected and jumbles the prospect’s brain a bit (in a good way).

Use it correctly and this pattern interrupt will be your best friend.

01/21/2022

USING ‘HEY GUYS’ AT WORK

We’re all guilty of doing it.

The problem?

It’s a gendered greeting, specifically a masculine word.

Try one of these at your next meeting:

Hey team

Hey all

Hey folks

Hey friends

Avengers assemble

Got any others?

01/19/2022

BIGGEST EMAIL MISTAKE

Negotiating price over email.

(Closers, this one’s for you.)

Emailing price = good.

Negotiating over email = bad. Like real bad.

Here’s how you know the difference:

Once your buyer asks for anything, the negotiation has begun.

It’s important that you recognize this signal because it shifts the conversation dynamic.

When it happens, immediately move the conversation to phone or video conferencing.

Remember, negotiating over email is a recipe for trouble.

Buyers have the upper hand in ghosting or stalling you.

So always make them speak to you directly.

And move to where you can win – a phone call or web conference meeting.

You’ll be swapping signatures in no time.

01/10/2022

STAB-IN-THE-DARK FORECASTING

Are your committed deals pushing?

Quota attainment low?

That’s why we created The Sales Forecast Template.

Now you can start forecasting with confidence, identifying gaps in your pipeline, ensuring your team hits their number.

See it all: Weekly Forecast, Total Pipeline Coverage, Weighted Pipeline Coverage, Pipeline Calculator, and more.

You want reports, this template has ‘em.

Grab yours right here:

Use this sales forecast excel template to start forecasting with accuracy, identifying gaps in pipeline, ensuring you hit your number. Download for free.

01/06/2022

SO DOES THIS MEAN…

You finally want to take a meeting?

12/28/2021

I’M FINE, EVERYTHING’S FINE

12/22/2021

FOR YOUR NEXT PIPELINE REVIEW

There’s two types of pipeline review questions.

Catch up questions.

(Who are you talking to? What’s the next step?)

And strategy questions.

(Are we multi-threaded? What’s our path to close?)

More catch up = less strategy.

To work deal strategy into your pipeline review, I put together a 7-point checklist for airtight pipeline reviews.

Consider it your shortcut past “why won’t it close” to “here’s what we can do about it”.

It’s all right here:

The antidote to committed deals slipping, anecdotal evidence, and shot-in-the-dark forecasting? Better pipeline reviews.

12/21/2021

USE YOUR WORDS

Do you ever listen to one of your calls and think:

*I probably should’ve worded that differently.*

(It happens to the best of us.)

That’s why our research team analyzed the words that top-performers use to close more deals.

Most of them are subtle but make a BIG impact.

(Spoiler: discount is NOT on the list.)

See the words that boost win rates here:

Top sellers use these words because buyers unconsciously prick up their ears when they hear them.