In this three-part post, we’re delving into all of the essential steps and resources you need to improve your productivity with Gong. Be sure to check out the configuration checklist first if you haven’t already!
Part 1: Engaging with your open opportunities
It’s essential to use the right tools to manage your open opportunities. Here are three ways you can always be one step ahead.
1. Review and take action on Gong’s AI To-Dos to move your deals forward
2. Review Call Spotlight to stay refreshed on upcoming meetings and next steps. You can also use the Activity Timeline to get full context of accounts and use Gong’s AI email capabilities to draft follow-up emails.
3. Review deal board to get the overview of your pipeline performance, and strategize your approach to meet quota (e.g. need to do more prospecting, need to multi-thread more in current opportunities, etc.)
Part 2: Managing your pipeline
Once you’re comfortable engaging with open opportunities, it’s important to refine how you manage your entire pipeline. Here’s how to make sure you’re focusing on the opportunities that matter most.
1. Review your Deal Board and prioritize opportunities using deal warnings, the account page, the activity feed, and Gong’s Ask Anything feature.
- Stay on top of your deals with warnings
- Activity feed
- Ask anything about a deal, account, or contact
2. Review your pipeline with your manager weekly to drive deal strategy and mitigate risks
- Sellers: Closing More Deals (Recording)
- Ask Anything: Contacts | Sellers - Pipeline Management (Reference Guide)
- Identify at-risk deals
Part 3: Analyzing trends
With a well-managed pipeline, you can then identify key trends and fine-tune your approach to boost overall productivity.
1. Assess Deal Drivers, Market Insights, and Win/Loss Analysis to get a pulse on which of your plays are successful in driving pipeline velocity.
2. Review Gong Stats (interaction/responsiveness/trackers) to identify opportunities for improvement