Marcus Chan

What's the real difference between winning and losing B2B deals? Analysis of buyer feedback from 100,000+ deals shows it's not about price or features. It comes down to eight crucial selling skills that determine success. Download this coaching checklist to help your seller master all eight skills: https://okt.to/WfP78Z

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SDRs are the backbone of every sales engine—but outdated scripts, vague processes, and one-size-fits-all outreach leave even the best SDRs frustrated and prospects cold. If your SDRs aren't hitting quota, this blog explores what makes a winning SDR strategy—from precision targeting to hands-on enablement—and demonstrates how a modern, growing playbook can open motivation, pipeline growth, and increased revenue. Check out: https://lnkd.in/gJgJG6QP #SDR #SalesDevelopment #SalesLeadership #PipelineGrowth #B2BSales #SalesPlaybook #BeyondCodes #SalesStrategy #ModernSelling

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Sales and marketing misalignment is costing you deals. So how do you get both teams on the same page? 🤔 Our sales and marketing experts break down three essential ZoomInfo features that help teams stay aligned, act on the right opportunities, and drive better results — together. 👇

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Practice makes perfect, but most sellers only get real practice talking to buyers during live calls. That's risky and inefficient. Watch this clip to see how AI role play lets your sellers practice critical conversations safely and repeatedly.

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Top-down sales aren’t just about having the right pitch. You also need to know how to talk to the type of buyer you’re selling to. Each buyer comes with different priorities. And if you don’t tailor your approach, you could lose the deal. On the Science of Scaling podcast, Stage 2 Capital Co-Founder Mark Roberge breaks down how to identify which buyer persona you’re working with — and how to win each one: https://buff.ly/Nfxvfps #SalesLeadership #StartupTips #SaaS #B2BSales #CRO #GoToMarket #RevenueGrowth #ScalingStartups #TechLeadership #BuyerPersonas

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If you don’t control your time, your time controls your pipeline. Top reps don’t just work harder. They work smarter and faster. ---------------------------------- ⇢ FREE RESOURCE: Sales Cheat Sheets (Discovery, LinkedIn, Methodologies) https://lnkd.in/e_h4-hM7 ---------------------------------- — 15 time mastery methods to test and stack: ⏱ 1. Time Blocking Structure your day in focused work blocks 🍅 2. Pomodoro Technique 25 minutes of deep work, 5 minutes of rest 📊 3. Eisenhower Matrix Decide based on urgency vs. importance 📈 4. 80/20 Rule Double down on the top 20% of needle-movers ✅ 5. Getting Things Done (GTD) Clear mental clutter and move with clarity ⏳ 6. The 2-Minute Rule If it takes under 2 minutes, do it now 🐸 7. Eat That Frog Do the hardest task first every morning 🕵️ 8. Time Tracking (168 Hour Audit) Log your hours and spot where time is leaking 📅 9. The 1-3-5 Rule Plan 1 big, 3 medium, and 5 small tasks daily 🎯 10. Warren Buffett’s 5/25 Rule List 25 goals, focus on 5, ignore the rest 🧠 11. Kanban Method Track work in visual columns (To Do, Doing, Done) 🖋 12. The Ivy Lee Method List your top 6 priorities the night before 🧩 13. MoSCoW Method Sort tasks by Must, Should, Could, Won’t 🪣 14. Pickle Jar Theory Prioritize big tasks before filling in the small ⏱ 15. 90-Minute Focus Sprint Deep work in 90-minute cycles with real breaks — You don’t need more time. You need more control. 📬 Subscribe for proven sales frameworks, daily insights & free resources: https://lnkd.in/eWW3jBsi (already 35,000 sellers are on board)

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Every sales professional will face lost deals—but what sets top performers apart is how quickly they recover. The difference often comes down to the strength of their pipeline. When your pipeline is full, a single setback doesn’t disrupt momentum. It creates confidence, options, and the ability to stay focused on delivering value. That’s why high performers treat prospecting not as a task, but as a discipline—fueling new conversations every day. #learninganddevelopment #trainingnaddevelopment #salestraining #salesdevelopment #saleschallenges #sales

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🚨 70% OF CHANGE INITIATIVES FAIL Try Gong's change enablement framework: How Gong launched their Engage platform. A big change in their GTM motion. Let's dig in 1️⃣ Track and influence adoption "Start with an outcomes-focused approach. To launch Gong Engage, we set up an “Initiative” board in Gong pre-launch, which gave us easy access to data and visuals that answered our adoption questions: 1) Are our reps talking about the new product? 2) At what rate? 3) Who is and isn’t adopting the new talk tracks? This view gives us visibility into adoption MoM. It also makes it easy to take action and report back to our CRO and exec team if there’s an increase in adoption, a flatline, or a decline. To help us accelerate and influence adoption, the enablement team kept tabs on adoption percentages at the team and rep levels. If leaders had low adoption rates on their teams, we used our monthly leadership call to reinforce our 90% adoption goal. This was led by our CRO, who used a visual of how each team was pacing. This is a bullet-proof way for leaders to influence adoption at the deal and account level, because they can discuss clear stats from Smart Trackers during pipeline reviews. Ex: a rep could mention Gong Engage on multiple calls in a singular deal cycle, but that discussion might actually be driven by the customer. That’s not what we’re looking for. We want proactive pitching across the rep’s pipeline, because that’s the fastest way to move our multi-product metrics. 2️⃣ Iterate based on automated insights At the start of any program, you must understand how and when your new messaging is brought up in conversation. When we launched Gong Engage, we shared supporting slides with the field. One of our early data searches surfaced which slides were being used, and on which calls. We built out this search to gain insight into how our top performers pitched the new product, and to capture voice-of-the-customer data by filtering for calls that included our key buyer personas. We used these insights to further refine our reinforcement plans. Ex: we realized reps were struggling with when to position Engage as part of the initial sale and how the introduction of new buyer personas changes the sales process. This insight gathered from capturing these conversation allowed us to schedule a fast-follow enablement roadshow where we reinforced the diff if/then scenarios to help reps. 3️⃣ Understand early business outcomes Depending on sales cycle length, you can tie your programs to win rate, and answer the one question you really want to know: “Do we win MORE as a result of this program?” Our corporate segment at Gong has a short sales cycle, so it’s a great place to look at early outcomes. When we released Gong Engage, we were able to track win-loss data around when we mentioned Gong Engage vs. when we don’t mention it, starting on day one. We had outstanding data by the time we were one quarter out."

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GONG SALES HACK Fewer discovery questions = higher win rates. Why? Your customers don’t feel like they’re under interrogation. But fewer questions means every word counts. Here’s how to nail it: 1️⃣ Find your top-performing reps with the lowest question rate 2️⃣ Review 5 of their recent closed/won deals 3️⃣ Ask Gong’s AI: »“Which discovery questions got the most detailed answers from [rep]?” 4️⃣ Listen to call snippets to catch framing, tone, and tempo 5️⃣ Note recurring questions that get great responses 6️⃣ Practice with a peer, then try it on your next call Better questions → better discovery → stronger business cases → higher win rates. 🚀 What Gong hacks are helping you win more deals?

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💡 The Role of AI in Driving Sales Efficiency Sales leaders: Ready to scale coaching and boost team performance? 📥 Download the Sales Coaching with AI Handbook to explore how AI-driven tools like predictive analytics, conversation intelligence, and personalized learning paths are transforming the way sales teams coach, train, and win. 62% of revenue enablement leaders already use AI to supercharge sales, shorten cycles, and increase productivity. Unlock practical strategies to coach smarter—not harder 🔗: https://lnkd.in/eyypCBq3 #SalesEfficiency #AIDrivenSales #AIInSales #SalesCoaching #SalesTraining

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Sellers don’t lose deals because they’re not working hard. They lose deals because they don’t have time to deliver the personalized experiences that today’s B2B buyers expect. That’s where AI-guided selling comes in. 🧠 Preps reps before meetings 📈 Recommends the next best action 📬 Drafts follow-ups in seconds Not to replace your sellers—but to help them do their best work. 👉 Read how top teams are using AI to sell smarter → https://okt.to/zhewfR

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Top sales teams have one thing in common: a clear, consistent playbook. When reps know what good looks like, they win more. When managers coach to the same process, they coach better. When onboarding is fast and focused, performance scales. This free guide shows you how to build a playbook that drives real results—plus you’ll get a template and checklist to get started. https://hubs.li/Q03zpfwS0 #salesenablement #salesperformance #salestraining #salesleaders #b2bsales #salesplaybook #playbook

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If you ask salespeople, they’ll say cash is the most appealing reward. But based on years of research and practical application, we know inspiration is more powerful than money when it comes to changing behavior. Learn why you should consider changing up your company’s incentive structure and how you can use behavioral economic principles to drive stronger business results in your sales team. https://bit.ly/42RXph2

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Prepare your sales team for the challenges ahead. This new tipsheet, based on insights from our global survey of 591 sales professionals, highlights the key competencies and confidence-building strategies needed for success in 2025 and beyond. Discover the 65 critical sales skills identified and get bite-sized, actionable insights on which ones will be most important for staying competitive. Download the tipsheet today: https://ow.ly/r6lX50UXxwc

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Most sales reps trigger sales resistance. It’s not their fault, but it's their problem. Top 1% salespeople know how to get their prospects to lower their guard. Here’s how to get ANY prospect to open up and go below the surface Scenario: Prospect tells you the problem or emotional pain they are feeling. ✅ How long has that been going for? Follow-up with: ✅ Ok so you’ve been having this problem for the last 18 months. Has that…has that had an impact on you/your business? They’ll probably say yes in some way. Then, ask this: ✅ Well, in what way though? When you get to this point, you want to ask NEPQ probing questions. Here are a few: ✅ Oh what you mean by that? ✅ Can you tell me more about that? ✅ Can you tell me more about that? ✅ What does that means for you when that happens? ✅ Can you unwrap that for me? ✅ Can you unpack that for me? When you ask probing questions like these, two things happen: 1. You show your prospect you’re concerned about their problems 2. The prospect will tell themselves how those problems are affecting them This makes closing the sale way easier because they feel so much “Internal tension” from where they are to where they want to be, that they feel massive urgency to want to CHANGE. Credit: JeremyLeeMiner on Twitter/X

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Sales email cadences often exist between two extremes: manual disorder and automated precision.    Manual follow-ups risk missed opportunities, wasted time, and inconsistent messaging.    In contrast, automating your sales email cadence transforms the process by delivering consistent, timely, and personalized outreach at scale.    The benefits of automation are clear:  ↳ Consistency enhances response rates and strengthens customer relationships  ↳ Personalized messaging maintains relevance across high volumes  ↳ Automation frees your sales team to focus on strategic high impact activities  ↳ The outcome is improved ROI and sustained revenue growth    Eliminate manual inefficiencies.     Elevate your sales approach with an automated cadence designed to deliver measurable results.    For fresh B2B marketing insights,   Hit the follow button!UnboundB2B    #EmailCadence #B2B #B2BSales #B2BMarketing 

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