Brian LaManna

Brian LaManna, a Senior Mid-Market Account Executive at Gong and a multiple President's Club awardee, shares his expertise in sales strategies. He emphasizes the importance of multi single-threading by nurturing relationships with key stakeholders individually. LaManna also outlines a structured sales cycle and advocates for daily pipeline reviews to maintain momentum. His tactics for winning over stakeholders at different stages and mitigating the 'no decision' risk are actionable insights that can enhance deal closures.

Brian LaManna, Senior Mid-Market Account Executive @ Gong, shares strategies for wrapping up the first call, crafting personalized emails, and maintaining momentum in sales conversations. He emphasizes the importance of the discovery process, advising on risks, and avoiding early concessions. Tips include using prospect engagement to initiate another conversation, pressure testing prospects, selling to the CFO, and improving email replies. Four key takeaways for maintaining momentum in sales conversations are obtaining quantitative feedback, addressing lower ratings, taking actions to move opportunities forward, and regularly assessing the full list of opportunities.