@Hersh Personally, the way I’d use Gong is by leveraging trackers and using the names of the features that you’re hoping that your AE’s won’t use in a feature dumping way. When you listen back to the call, if it turns out they are explaining the value vs. feature dumping, you can tag their manager and applaud them for a job well done. Also, recognizing them in Slack, in any meetings / team email comms is helpful.

Would also be curious to hear what you’re doing now so that we can build on top of that!

I’ll also tag an expert internally on this topic as well so you get the best answer here. @Cory Mah @Brandon James 

Thanks @Nisha Baxi. I was in contact with @Cory Mah  last week, and he sent me a list of terms to set up a tracker. It was super helpful and a good place to start.

@Adriana Romero @Ann Guy @Mike Cardno any thoughts on this question? 

@Nisha Baxi  @Hersh the suggestions above are great! 

It’s tempting to default to feature dumping in the absence of good discovery questions.

A basic tracker (time bound to within X minutes of call start / aligned with your process) that includes the essential question words - what, describe, how etc - should identify top performance.

From there you can drill in to individual calls and likely find that there’s much more value being spoken to on those calls.  

Trackers are a convenient, great way to start.  I would also suggest leveraging snippets for examples of good and leverage peer to peer learning.  You will begin to see some of your team shift the messaging becuase they see and hear what good looks like.   

@Hersh one more answer for you! @Ann Guy love your best practice around snippets!