Gong Labs Live: 3 Reasons Friction in Your Sales Conversations is a Good Thing
December 10, 2019
Founder at “The Reeder”, Former Head of Content Strategy at Gong
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Founder at “The Reeder”, Former Head of Content Strategy at Gong
Devin Reed is a leading content strategist and former sales professional. After starting his career in sales at companies that include Eventbrite, Devin joined Gong as one of their earliest sales hires. He later transitioned into content strategy, where he played a pivotal role in growing Gong’s LinkedIn following and establishing the company as a top B2B brand. He is also the founder of “The Reeder,” a marketing consulting and media company, focused on content strategy for B2B marketing and sales teams. He now advises startups like TestBox and UserEvidence while serving as a Limited Partner at Stage 2 Capital​.
You’re on a sales call that just feels…off.
Maybe your prospect doesn’t believe what you’re saying. Maybe they’re hesitant to take the next step.
You can feel the tension on the line.
Any kind of pushback can be intimidating. And many times, sales reps will start to back away when they feel friction.
They get timid.
We get it. Friction is uncomfortable. But friction isn’t always a bad thing (wait, what?).
In episode 15 of Gong Labs Live, Devin Reed and Alex Vasan detail three reasons why friction in your sales calling is actually a good thing. Plus, they cover closing techniques and other sales tips for success so you can handle awkwardness and come out on top.