Jen Allen-Knuth

“JUST SHUT UP.” – Sunny Huang, Gong’s Director of Strategy Harsh? A little. Helpful? ABSOLUTELY. When Sunny joined Gong, he pulled his own call data and noticed a pattern: The best conversations started with patience. So he focused on one thing: pausing longer before responding. His average pause time nearly doubled (0.58 → 1.13 seconds) and the ripple effects were huge: 📈 Customer talk time went up 22% 🎯 His talk time dropped into the golden <45% zone 🙊 Monologuing dropped by 14% ❓ And reps asked more questions – without losing interactivity The takeaway? Pausing is a power move. Try it. Thanks for the lesson, Sunny.

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As a budding startup, how do you build confidence amongst your salespeople? Take a page out of our CRO Stevie Case's playbook and facilitate a little "confidence osmosis."👩‍🔬 In Vanta's early days, we had a few sellers who got really good at navigating competitive deals by listening to calls, talking to customers, and figuring out what worked. So we started adding them to other team members' calls. Soon, something interesting happened: Almost all other AEs started asking for them on their calls too. Why? Because when they joined, deals closed. 💸 Eventually, that confidence spread team-wide. No fancy enablement deck required. Listen to the full episode of Jack Altman's Uncapped Podcast with our CEO Christina Cacioppo: https://bit.ly/4m20pzx

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Just because a lead fits in your CRM… doesn’t mean it fits your product. 😬 This is what happens when SDRs pass unqualified leads to AEs: 🔻 Wasted discovery calls 🔻 Low close rates 🔻 Frustrated teams Don’t force-fit leads into your pipeline. Before passing a lead to AE, ask yourself: - Does this lead match the ICP? - Have they shown buying intent? - Are they aware of their problem and your solution? ✅ Use clear qualification criteria (BANT, MEDDIC, etc.) ✅ Confirm pain, budget, and timeline ✅ Don’t confuse curiosity with buying intent A qualified lead isn't just someone who replied. It’s someone who’s ready to talk business. A good SDR doesn’t just fill the pipeline They protect it Stop stuffing boxes. Start qualifying better. 👉🏻 Follow Tom Boston for more such amazing content 👉 Follow Sales Tips for no-fluff sales tips.

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RepVue CEO Ryan Walsh explains why CEOs should love writing big checks to their sales team 💰 See where sales pros are hitting quota and getting paid: https://lnkd.in/gsd3Dz9Y

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Tip #5 🎯 One goal per call The fastest way to lose a prospect? Trying to do everything at once. A good call isn’t about closing the deal. It’s about moving one step forward. Book the meeting, spark interest and get a commitment. That’s the win. Think of it as progress, not perfection. Keep it simple. Focus on the next step. That’s how momentum builds. What’s the one “next step” you always aim for on your first call?

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Want to stand out in your next sales interview? Get specific. 🎯 Samantha McKenna has interviewed hundreds of top performers — and for her, vague answers just won’t cut it. This is her go-to method for answering one of the most common sales interview questions: “How did you do it?” How would you tackle this question during an interview? Share your tips in the comments 👇 #InterviewTips #SalesInterview #SalesTips

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"If you're waiting to be told how to measure success...you're already losing." That was Scott Leese—raw, real, and relentlessly practical on our upcoming episode of In-Person GTM Pros with Jason Alvarez-Cohen and Bryce Alsten. This brand new episode dives deep into what it really means to own your funnel, not wait around for RevOps or leadership to hand you a dashboard. Whether it’s tracking network growth, measuring speed-to-close on event leads, or comparing performance between channels, the bottom line is this: If you're not taking initiative, you're leaving revenue on the table. 📉 To the field marketers, BDRs, and revenue leaders still waiting for the perfect system to measure ROI—stop waiting. Start building. 🎧 Subscribe to our official YouTube channel and catch the episode when it drops: https://lnkd.in/g7kU6mk3 #InPersonMarketing #GTMLeadership #Popl #LeadCapture #FieldMarketing #SalesOps #RevenueAcceleration #OwnTheFunnel

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TOP PERFORMERS WIN BEFORE THEY PICK UP THE PHONE The struggles we face on the phone usually come from what we DON’T DO. The reps that crush their call blocks…👇 • Aren’t guessing who to call. • Aren’t praying the number works. • Aren’t scrambling for what to say when someone picks up. If you’re still: • Calling dead numbers • Chasing prospects with no intent • Freezing up on objections    …you’re burning dials and pipeline. We partnered with Armand Farrokh and 30 Minutes to President's Club to share the exact 3-step framework that turns “just another cold call” into a meeting before you even say hello! • How to instantly spot hyper-bookable prospects • The fastest way to cut bad numbers from your list • Why your talk track is losing you meetings (and how to fix it in 30 minutes)    “How to Double Your Cold Call Meetings Before You Even Pick Up The Phone” 👉 Get the full toolkit here: https://lnkd.in/gXsg5CT3 💜

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