Master the Science of Selling With Udi Ledergor of Gong.io

November 05, 2022

Use AI and Machine Learning to Make Every Sale

  • 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?”

Chris Orlob The Sales Podcast 233

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

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