The Science of Winning Sales Conversations w/Chris Orlob @Gong.io

The Brandon Bornancin Show

English - April 10, 2017 04:07 - 36 minutes - 33.7 MB - ★★★★★ - 73 ratings
Marketing Business Technology account-based selling sales inside sales sales acceleration demand generation sales operations cold calling big data analytics salesforce.com Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: Why You Shouldn't Let Your Sales Reps Work Weekends

Next Episode: Account-Based: Why Fish With Nets or Spears When You Can Fish With Dynamite?

Every sales rep has conversations, but not every sales rep knows how to have conversations. In this episode, Chris Orlob, Director of Product Marketing at Gong.io, explains what he discovered with his team analyzing over 250,000 sales conversations.

In This Episode You'll Learn:

Reps can win more by increasing prospect talk time by 11% on discovery calls
Keep company overview to two minutes or less to increase win rates
The importance of listening for competitors mentions early
How and why to use risk reversal language
How pushing for 3-4 price mentions increase win rates

Links and Resources Mentioned in This Episode:

Gong.io Research
InsideSales.com Research
The Sales Acceleration Group
Gabe Larsen Facebook