Gong unveiling all the products? Guided selling? B2B buyers having cold feet? | This Week In sales
On this week in sales we’ll be looking at; Gong unveiling all the products, guided selling, B2B buyers having cold feet and much more!
Gong Unveils Centralized Platform for Revenue Teams
Company launches the Gong Reality Platform™ including new products and ecosystem integrations to drive productivity and effectiveness for revenue professionals
Gong today previewed new products and ecosystem integrations that solidify its status as the platform for revenue teams. The company will introduce new products in 2022 including Gong Assist™ for increased productivity through automated task management and Reality-Based Forecasting for more streamlined forecasting. Gong also introduced Gong Collective™ for more robust insights based on data from other critical revenue systems.
These moves come as the Gong Reality Platform™ – which captures and analyzes customer interactions and makes recommendations based on those interactions – continues to improve the performance of customer-facing teams.
Category Leader Klue Raises $62M to Accelerate its Competitive Enablement Platform
Klue, the AI-powered competitive enablement platform, today announced a U.S. $62 million Series B investment.
Companies are being disrupted faster and competition is increasing across every category. Yet today, many companies rely on a slow, inefficient, and inaccurate process of collecting and delivering market insights.
Klue shapes how enterprise leaders think about competitive enablement, helping collect and curate intelligence from multiple sources (external and internal to the organization) and presenting organized, actionable insights that sales, product, strategy and marketing teams use to win business against their competition.
B2B firms are getting cold feet on buying decisions
Business-to-business (B2B) organizations are getting cold feet when it comes to buying decisions as a result of the pandemic, new data suggests.
According to a report from sales enablement platform Showpad, 46 percent of B2B buyers have paused their buying decisions since March last year, while 43 percent deprioritized them.
“In 2020 the shift towards remote selling was a huge upheaval for many B2B sellers and their organizations. Teams had to pivot immediately to a completely new type of buyer and implement new sales approaches which rely on the use of digital technologies,” said Dustin Deno, Senior Vice President of Global Sales at Showpad.
“This new buyer profile has persisted throughout 2021, with buyers increasingly intolerant of cold outreach and requiring relevant, comprehensive information fast.”
How to improve sales effectiveness with guided selling
Over the last four years, more than half (51%) of top-performing companies have either turned to or plan to use Artificial Intelligence (AI) powered guided selling by 2025, according to Gartner.
Gartner says: “AI functionality has permanently transformed the form and function of guided selling capabilities. B2B sales organizations should help sellers imp...
Few things are more infuriating than having a product you know is perfect for a buyer, but continually getting shut down, time and time again.
“We don’t have the budget.”
“We’re happy with what we have now.”
“I don’t see the value in what you’re offering.”
These are sales objections. And they...
In this short podcast episode I explain what we did right and wrong in 2021. Then we get into what we’ve got in store across 2022 as we look to expand our sales training platform.