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Incredible video - a few of my favourite parts: (1) The discovery prompter. This is a narrative (or even deck) which builds meaningful trust/context/frame at the beginning of the discovery call, such that the buyer is receptive to otherwise fairly intrusive (albeit well-meaning) questions.
Looking to learn about Gong for my company. I'm 10min into this podcast and there's no substance, and no chapters to skip ahead. Where can I learn about your company and platform?
Principle 5 could be more effectively executed because it's just more of what doesn't work. I teach my team to execute 5 - social proof by not naming the client, but describing them and going into depth on their use case and wins with the software. ex. "We work with another apparel company that does around 50M a year and they remind me a lot of your team because they dealt with some of the exact same challenges your talking about. They we're able to {insert value proposition / solutions} by {using x software feature in this way}. They've grown x% YoY since solving for {challenge} and now we're working on {higher end related problem} with them to help them continue their growth"
Damn!! I wonder how is it that such a great piecce of information is freely floating around on youtube and still have only 22k views. I am a next level "SALES GUY" now.
