Master the Science of Selling With Udi Ledergor of Gong.io
Nov 05, 2022
Use AI and Machine Learning to Make Every Sale
Professional Sales Tips you'll learn today on The Sales Podcast...
- Revenue intelligence
- AI and machine learning for salespeople
- CMO for Gong.io
- Surfaces insights for sales leaders for coaching
- Win more deals, win bigger deals
- You need to know what your top salespeople are saying and doing
- You need to know what the voice of the customer is saying
- Which competitors are being mentioned?
- How does that affect win rates?
Related episodes and posts
- We now realize that you can have access to the science part of sales
- Progress cannot be stopped
- Selling remotely is here to stay
- The hybrid model is here to stay
- The smaller deals can't justify traveling to sell
- We expect a seamless buying experience
- Salespeople can create rapport, trust, and relationships
- Salespeople can help prospects navigate the sea of information
- Salespeople only spend 30% of their time selling
- Salespeople spend 70% of their time in meetings and updating CRMs
- This is not scripting
- It's a distraction to have replies pop up
- In complex B2B sales you coach between calls
- If you want to get better at something, record yourself
- Have a script to open a cold call
- Embrace the awkward pause
- Pause for three seconds after giving the price
- The patience factor
- In a complex sale, only show what the prospect needs to see
- Use Gong to A/B test sales presentations
- Full deck
- Short deck
- No deck
- Touch Bistro
- Six weeks into using Gong they had a big discovery
- Some led with software features
- Some led with hardware features
- The software leaders had a much higher win rate
- Put some science into the art of sales
- "How are you?" vs. "How have you been?"
Sales Growth Tools Mentioned In The Sales Podcast
- Take The CRM Quiz: get a free consultation with me
- Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
- The Sales Agenda: take control of every sales opportunity like a pro.
- Leadferno: Turn lurkers into leads
- Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, save on hotels, travel, car rentals, you name it.
- Send Drunk Emails: ...that get opened and get you paid!
- Phone Burner: work the phone like a machine so you can be a human when you connect.
- Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for 3 months
- Guest Site: https://www.gong.io/blog/
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