AI Generates Business Cases in Minutes, Not Hours
New video dropped. How I'm using AI to build 1-2 page business cases in minutes, not hours. https://t.co/iUJ5ZDK1ua
Demo Success: Hook, Line, and Sinker Framework
I run every demo using my “Hook, Line, and Sinker method.” Here’s how it works: 𝗧𝗵𝗲 𝗛𝗼𝗼𝗸 Start with their top priority. Reaffirm what they care about most, connect it to a critical metric, and highlight the potential ROI. This sets the stage...
AI Builder Clones Top Rep’s Winning Battle Cards
There's a rep on your team who absolutely owns one specific competitor. You want what they have. AI Builder now lets you clone it. Workflow → Go into AI Builder "create content with ai" (see in video) → Filter to their calls with “call...
Personal AI Clone Answers Like Me, Everywhere
The best comments. I built an AI model trained on all my content. Ask Brian & it answers exactly like I would. “This is unreal. I literally use this for everything.” 💜💜💜 https://t.co/MoWuATxXQ9
Turning Loom Videos Into Multi‑Channel Customer Education
Going to make it a mission that every customer knows and learns our top capabilities in Gong. Like everything we've rolled out the last year. Spent 2 hours this afternoon: -10 Loom Videos -Queue'd up Loom Videos on YouTube Series -Took Transcripts from...
Newsletter Hits 21k, Seeks 22k Milestone
It’s wild to blink and now have 21,586 people subscribe to my newsletter. That’s 4x the following of my X! Feels like yesterday (Jan 2023) when I was ~outbounding my dad, family and friends to subscribe. Each week: -Content of the week (top...
Salesforce Halts Updates Since 2017, Citing Overpowering Features
JUST IN: Salesforce says updates to their product have been “too powerful” to be released to the public, has halted updates since 2017 to ensure sales reps still have to do data entry.
AI Uncovers Real Customer Voice Across Every Conversation
Most companies say they "champion the voice of customer." And by "listening to their customer," they mean paying for occasional interviews with <1% of their customer base. Or relying on what a sales reps enter in a CRM following calls. Requiring...
Self‑Source Your Pipeline: Adopt an SDR Mindset
At Gong, 60-75% of my revenue each year is self-sourced. I've been a user of Outreach. Used Groove prior. Before, only an Outlook account. Now I use Gong. The platform doesn't matter. Sales engagement solutions help you stay organized but...
FedEx Joins Closed Won Club, Marking Biggest Logo Yet
The biggest logo to date has been won for Closed Won Club. The FedEx sales team is joining on Monday. I envisioned CWC most for individual sellers but have loved the interest from enterprises / teams to explore group rates....
Frame Meetings Around Buyer Value, Not Just Calendar Slots
Having a next meeting on the calendar is not enough. You'll still get no showed and rescheduled on. It all comes down to one concept. Value... for the buyer. And framing the 'reason' for the meeting, accordingly. Else they'll wonder "can't this just be an...
Deep Persona Insight Drives Real Meeting Bookings
You won’t book meetings until you deeply learn each persona. Prospects are people. People are busy. Very few busy people take meetings for fun. People take meetings because they are intrigued and they think you can help make their life easier/better...
One Big Clawback Can Drive Sales Reps Away
Long standing sales theory of mine. Every rep is one large clawback away from leaving their company. If you were forced to pay back the largest deal you closed last year, you’d be out of there. Am I wrong?
Replace Inflated OTE with Real Median Earnings Data
Everyone loves a $350K+ OTE… until they realize it’s mostly fiction. I’ve spent the last year mulling on a solution. No April Fools joke here. I'm dead serious. Here's the dirty secret with OTE (on track earnings) assumes you hit 100% of...
Invest $1K to Win Tier‑1 Account and Impress Leadership
A second Tier 1 account booked. Became an actual customer of theirs through Closed Won so I could 1) champion them 2) see how their process was ran. Cost me $1,000 but VP of Sales was blown away. Let’s make this happen.
