Gong
Case Studies
This VP Sales Increased Close Rates 10% Across 70 Reps — Here’s How
Overview
This VP Sales Increased Close Rates 10% Across 70 Reps — Here’s HowGong |
Analytics & Modeling - Real Time Analytics | |
Food & Beverage | |
Sales & Marketing | |
Data Science Services | |
Operational Impact
The ability to create a successful call structure, and continually coach against it led to amazing achievements on the sales team. | |
Paul and the sales management team were able to see how their most successful salespeople structure calls at each stage of the sales cycle, and how their approaches differed from those of low performers. | |
The most striking difference was the order in which they presented software, hardware, and services during their Solution Presentation. | |
Quantitative Benefit
After the first month, Paul saw a 10% increase in close rates across his account executive team. | |
Paul’s SDR team also upped their game. The team’s average rate of converting inbound inquiries into sales opportunities got a 12% increase. | |