Call Spotlight - Ask Anything

  • 23 August 2023
  • 10 replies
  • 1064 views
J
Userlevel 2
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Hello All, 

 

There are some really interesting possibilities with “ask Anything” as part of call spotlight.   Outside of some of the obvious things, I am curious how people see this as a coaching tool or a way to prep prospects for the next call.   I have been experimenting with questions like:

  • what could (insert sellers name) done better on this call?
  • what questions should the prospect come prepared with for the next meeting
    • then sharing that info in a follow-up to really drive home the personalization and set the stage for the next call

What else do you think?   I would love to get thoughts from other sales leaders or sellers.   Heck, anyone for that matter.    How does Gong use this internally?

10 replies

Molly Kipnis
Userlevel 6
Badge +1

Oooo what a great conversation topic @Joe Barrow! Love to hear how you’re thinking about using Call Spotlight. 

Tagging in some leaders and sellers for thoughts! 

@Brennan Birkinbine @Mel @Trevor Hussey @Cathy Dropkin @Jesse Branson @ANDREW AURILIO @Anthony @Andy Sauer @Dave Alberico @Daniel Cano @Robbie Wilson @mtaylor @Derek Nelson @Mike O'Neill @Ruth Levi Lotan @Jack Cashion @Oliver Hejny @Genesis Dela Cruz @Sunny Prabhakar @Dylan Koopman @Remy Podrats @Gio Viscuso @Ashtymm 

R
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Great ideas @Joe Barrow. I just got training on this Tuesday and have been using it for the obvious use cases (I.e. Check to see if rep has attacked an area of opportunity we discussed during 1:1 / Updating fields in CRM).

I will certainly be “borrowing” the ideas you listed above and should I come up with anything interesting, I will share on this thread. 

Cheers!
Robbie

 

R

What topics brought the customer to a negative tone? 
What objections weren’t resolved?  
Did the rep implement initiatives his team is involved in? 

M

[thanks for the tag @Molly Kipnis]

Try testing prompts to validate elements of your sales methodology. Easy ones to start with are Timeline-related prompts to understand what the prospect said vs what the rep heard. If the prompt response doesn’t include a specific date, I would coach for ways to gain that clarity.

2 sample prompts + responses below...

  • Ask Anything: “when will they sign?” + real response: “There is no information in the call summary about when they will sign. It was a preliminary call to discuss the pilot program and explore how Streem could fit into _____'s sales process.”
  • Ask Anything: “when will the pilot start?” - real response: “The goal is to start the pilot program in the next couple of weeks, starting small in the _____  market with a select amount of dealers.”
J
Userlevel 1
Badge

I’ve found success asking for timestamps in my prompt, which helps me get to the parts of the call I really care about. Here’s an example I used earlier this week, and an annonymized response:


What parts of the demo excited or concerned the customer? Please include timestamps, if applicable.

The customer, [NAME], expressed interest in the platform's ability to suggest follow-up email templates based on the call [...], which Daniel demoed shortly after (timestamp 6:30). [NAME] also found the deals page valuable [...] (timestamp 19:20). [NAME] was concerned about the pricing and asked for a review of the costs discussed in the first call (timestamp 28:50).

L
  1. Email Recap
    1. “Please write me a follow up email under 150 words with 3 bullet points of what we discussed and 1 bullet point of next steps.” 
  2. What happened and what do I need to follow up on:
    1. “Please answer the following questions: 1. Were there any out standing questions that I did not answer? 2. What are the next steps? 3. What business priorities, pains, or challenges were discussed?”
  3. Automate CRM Hygiene:
    1. “What business priorities, pains, or challenges were discussed?”
    2. “What pricing did we discuss?”
    3. “How many licenses did they want?”
    4. “What’s their buying process internally?”
    5. The possibilities are endless :) 
  4. Business Case:
    1. “Please build a business case justifying the use case, value, and business priorities of [CUSTOMER] to move forward with [PRODUCT] to help with improving [BUSINESS METRIC]. Please provide in the form of 3 bullet points with an executive summary in the beginning.” 
J

Oooo what a great conversation topic @Joe Barrow! Love to hear how you’re thinking about using Call Spotlight. 

Tagging in some leaders and sellers for thoughts! 

@Brennan Birkinbine @Mel @Trevor Hussey @Cathy Dropkin @Jesse Branson @ANDREW AURILIO @Anthony @Andy Sauer @Dave Alberico @Daniel Cano @Robbie Wilson @mtaylor @Derek Nelson @Mike O'Neill @Ruth Levi Lotan @Jack Cashion @Oliver Hejny @Genesis Dela Cruz @Sunny Prabhakar @Dylan Koopman @Remy Podrats @Gio Viscuso @Ashtymm 



Hi there!

Are there any plans to make the calls’ spotlight data in the webhooks? I’d love to leverage this data in our custom integration.

Thanks,

S

When an SDR passes me an opportunity, I go to the introduction call the SDR ran and ask, “Can you write a recap of the prospects business priorities, the current tech stack, sales team size, and any current challenges. Please format in bullet points”

 

This makes the SDR to AE handoff so easy!

 

J

One of my customers is currently using MEDDIC sales methodology.  They often use Gong’s Ask Me Anything this specific prompt, “assuming the salesperson is using MEDDIC as a framework- analyze this call in bullet format. If criteria is not met, intentionally say "not identified”


Without even having to watch the call back they can quickly identify the MEDDIC framework.  

 

It’s a complete game changer.  

D
Userlevel 1
Badge

Hello All, 

 

There are some really interesting possibilities with “ask Anything” as part of call spotlight.   Outside of some of the obvious things, I am curious how people see this as a coaching tool or a way to prep prospects for the next call.   I have been experimenting with questions like:

  • what could (insert sellers name) done better on this call?
  • what questions should the prospect come prepared with for the next meeting
    • then sharing that info in a follow-up to really drive home the personalization and set the stage for the next call

What else do you think?   I would love to get thoughts from other sales leaders or sellers.   Heck, anyone for that matter.    How does Gong use this internally?

I use this to extract a few key pieces of information from every recorded call and also ask it for a summary that I memorialize in SFDC.   It would be insanely efficient if there were a way to have customizable canned questions that you could click on to run that query.  

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