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DEALS

Ask questions and learn best practices about Gong deals.

  • 38 Posts
  • 87 Replies

Knowledge Base (2)

  • Share your Deals best practice for the chance to win 30 minutes with our CEO!

    Article by
    Molly Kipnis
    Molly Kipnis
    Topic Share your Deals best practice for the chance to win 30 minutes with our CEO!

  • Uplevel your Deal Management

    Article by
    Molly Kipnis
    Molly Kipnis
38 Posts
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multiplex123Community Newbie
asked in DEALS
Can I filter by a field not being empty vs a specific value?

I’m creating a deal board for more complex deals that require executive sponsorship. The way this is indicated is by whether or not a rep fills out an open-text field “Additional Support Needed by ELT” explaining what they specifically need help on/what makes it a complex deal (Example: Prospect sent us an NDA that potentially exposes us to x,y,z--need legal team review). Because each of these values will be unique, is there any value I can put in the filter that is essentially Additional Support Required = Not empty/is known/Not Blank?

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Molly Kipnis
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Cody JandikCommunity Newbie
asked in DEALS
Channel Sales G2M and Deals Funcrionality

Hello Community, We have been a Gong user for almost a year. Our go-to-market strategy is our sellers calling technology resellers across the USA and having them sell our financing products. This means we are not talking to the end users that sign our contracts and if we are talking about deals with our customers we are talking about their pipeline of deals and not an individual deal. We would like to be using “Deals” in Gong, but have not found a way that this functionality works for us. Are there any others in this community that sell through a channel of resellers and not direct and has some examples of success using Deals? I appreciate any advice you can share. Thank you, Cody

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Joe BarrowHigh roller
asked in DEALS
Tab Totals not working in Deal boards

My deal boards are working but the totals for the opportunity stages are showing all zeros with the exception of the total. Any suggestions as to how I can get the totals to appear? Screenshot attached. Thanks, Joe

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Anthony ParkerNew Participant
asked in DEALS
Forecast - Select Deals

Hi all, Does anyone know when Forecast will allow AEs to select and auto calculate specific deals when submitting their forecast? I searched for an answer before posting.

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Noga Aloni
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stephanie richmanEnthusiast
asked in DEALS
Opportunity Roles

Hello! We have a primary contact on all opportunities in SFDC because we are required to create opportunities from a contact… however, we have turned off requirements for reps to enter any other contact roles on opportunities for a number of reasons. We can look at things like Gong call participants to see who else is involved, but marketing (Marketo) would also like to act on this data and Marketo can really only use contact roles on the opportunity to see who is involved. Any way to populate contacts with roles (Contact Roles) on an opportunity based on call participation data? Example- 4 contacts from Beta Corp join a call tied to Opportunity X… could we have all 4 added to Opportunity X as contacts with the generic role like “influencer”? This would be supremely cool and helpful for our marketing org to nurture and measure influence...

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Noga Aloni
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Russell KoontzCommunity Newbie
asked in DEALS
Deal Board without Opportunity or Closing Date in Salesforce

Good morning, I’m new to Gong, and working my way through the training resources. I love the Deal-Board insights, but I’m trying to find a way to customize it to show new-business prospects, that don’t have an associated opportunity or closing date in Salesforce. Does anyone have experience with this, or will I need to force a “dummy” field in Salesforce in order to have it show in the Gong Deals? Thanks for your help.

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Molly Kipnis
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James SalayNew Participant
asked in DEALS
Power and HubSpot

How does Gong determine whether or not the contact has “Power” I only see user created fields inside of HubSpot and no way to point them to that field.

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Liz
LizEnthusiast
posted in DEALS
Leveraging Gong to Improve Forecast Accuracy

A lot of revenue leaders struggle with forecasting but Gong is changing the game for the better. This week on October 12th there will be a Roundtable discussing: 1) Practical forecasting best practices that any sales leader can use2) How to leverage Gong to make forecasting more effective and accurate The Roundtable will be hosted by GTM Advisors and will include panelists from Gong and sales leaders who leverage Gong to improve forecasting. If you’d like to attend live and/or receive the recording register here.

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Liz
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Julia ZuercherNew Participant
asked in DEALS
Add time to close to a deal board?

Hi all, I am trying to understand the # of days from when an opp was created to when it closed using the on the Deal Board. I can’t seem to figure out a way to do this -- I cannot add a column for days to close and can’t export the data from the Deal Board to do this manually. Any recommendations? For more context, I’m trying to understand at a rep level how the # of days to close a deal varies depending on the size of the account. Open to other suggestions to accomplish this. Thanks for reading and any advice

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Tim Halter
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Fiama BaloghEnthusiast
asked in DEALS
Filter by Deal Name?

Hello, There is an initiative in my organization that I want to track via Opportunity name. I noticed that the Deal Dashboard has a locked column for Deal name. Is there a way to filter this column or find an alternative method to track initiatives using Opportunity name? Any insights or suggestions would be greatly appreciated. Thank you!

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Nicole Pettit
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TaylorB1486Community Newbie
asked in DEALS
Can collaborator deals be added to deal board?

We are trying to build a deal board to display all upsell deals, including those from our CSMs. However, CSMs only have collaborator licenses in Gong. Is it still possible to have their opportunities show up on this deal board?

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Will Hayes
Will HayesHigh roller
asked in DEALS
Manually Select Accounts to Include in Deal Board

We have a list of current customers that we’d like to target to upgrade to our latest product. We want to track activity of those accounts, and the best place to do so seems like building out a Deal Board. However, I can’t find a way to build a board that includes the 42 accounts we have in our list. Is there a way to manually select which accounts are included in a Deal Board?

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Molly Kipnis
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Stefan BurakNew Participant
posted in DEALS
Forecast Rollup

We use Gong Forecast heavily but we are challenged on how to manage the rollup. Each manager has to calculate the rollup manually based on each of their reps forecast. Is there a simpler way to do this?

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Molly Kipnis
jlangdon
jlangdonNew Participant
asked in DEALS
Scorecard for Deal Reviews

Has anyone created scorecards to use as the template for reviewing deal health? We did not get the forecasting module in Gong, but I was thinking, in addition to reviewing the call with a scorecard, if anyone is also doing deal reviews. Feel free to post your questions if you use scorecards this way.

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Molly Kipnis
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Scott ThissenCommunity Newbie
asked in DEALS
Deal Forecast View - Full Fiscal Year

As part of my team forecast process I’d like to see the teams full pipeline for the fiscal year (ideally grouped by quarter, but I’d settle for just full fiscal year). Currently our “Deals closing in” options are limited to months and quarters. Is there a way to turn on an option to show full fiscal year or enter a custom range?

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Molly Kipnis
Will Hayes
Will HayesHigh roller
asked in DEALS
When Did Power JOIN the Deal?

Hi Gong Community, Our sales enablement manager asked me if we can see when someone in power (Director, VP, C-Level) first JOINED a deal. To my understanding, there are two places we can track power in a deal: Deals → Win/Loss → Power in Deal: this displays win rate based on if the highest level of power involved in the deal at all Deals → Deal Drivers → No Power in Deal and deal closes in 30 days: this is what appears as a warning on the deal board as well Is there a way to track the history of deals to see when power first joined?

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Shayna Katz
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Joe BarrowHigh roller
asked in DEALS
Post Quarter Analysis - wins and/or losses

Hello Community - Well, it’s the end of Q1 for many and I hope every did well. I am looking for any insight or suggestions on how my fellow Gong users do any sort of a post game analysis of closed won or closed lost deals. I know there is win rate info in Gong but what other factors or metrics do you look at in terms of finding patterns in closed won business? Same for closed lost. For example, I can see in my deals that two topics in particular (What we do + training and support) when talked about as the #1 and #2 topics closed much faster and much more predictably than other deals in our pipe. However, there is no way that I can see to extract this data easily w/o digging deep into each individual opportunity. Ultimately, I am looking for commonalities that I can use to help forecast more accurately and make my business more efficient. If anyone has ideas and wants to chat please let me know. Thanks! Joe

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Molly Kipnis
Molly Kipnis
Molly KipnisCommunity Manager
published in DEALS
Gong Deals best practices from your peers (and the winner of 30 minutes with Gong's CEO!)

Thank you to everyone who shared their Gong Deals best practice last month. Please join me in congratulating our WINNER… @Abhishek Humney, Revenue Enablement Manager at Postman! 👏🥳🎉 In his video, Abhishek shared how he uses Gong Deals to standardize certifications, gain insights, and up-level Sales stars at Postman. Check out Gong Deals best practice post here! I also want to give a HUGE shoutout to all of our other Visioneers who took the time to share their Gong Deals best practices. In case you missed them, check them out below! How @Scott Tower, Customer Growth Manager at Proposify uses Gong Deals to strengthen forecast accuracy How @Angela Lutovsky, Senior Enterprise Sales Manager at Remote uses Gong Deals to scale their teams How @Rich Prashad, SVP of Customer Success at Sensei Labs uses Gong Deals to forecast NRR How @THOMAS KOLLARS, Digital Sales Manager at AT&T uses Gong Deals to track promotion positioning How @John Machak, Sales Trainer at Perkspot uses Gong Deals to have

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Abhishek Humney
FraserFromAssent
FraserFromAssentCommunity Newbie
posted in DEALS
How I use Gong Deals to gain visibility into the sales pipeline

Gong Deals is useful for me, even given that I don't work in sales, as a way to gain visibility into the sales pipeline and prepare for potential changes in business. Here are a few ways I can use Gong Deals: I can track sales trends: By monitoring the sales forecast in Gong Deals, I can identify trends and patterns in sales activity. This can help me anticipate changes in the market and adjust my own strategies accordingly. I can identify potential roadblocks: By keeping an eye on the sales forecast in Gong Deals, I can identify potential roadblocks that may impact sales. This can help me take proactive measures to address those issues before they become a problem. I can prepare for changes in demand: By monitoring the sales forecast in Gong Deals, I can anticipate changes in demand and adjust my own plans accordingly. This can help me ensure that I have the resources in place to meet changing market conditions. I can communicate with other departments: By having visibility into the s

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Molly Kipnis
Molly Kipnis
Molly KipnisCommunity Manager
published in DEALS
Share your Deals best practice for the chance to win 30 minutes with our CEO!

This contest is officially closed — but you can still share your tips and tricks with the Visioneer Community in the Deals category! Hey there, Gong Deals power user! Want 30 minutes with our CEO Amit Bendov? Simply share your best tip, workflow, or routine for Gong Deals here in the Visioneer Community for your chance to win! (Did we mention that the first 10 participants will win a Gong merch swag box?) Here’s how: Hit “CREATE A POST” in the top right-hand corner of this page Create a conversation and title it “How I use Gong Deals to ____” (you’ll fill in the blank with the topic of your post) Share a high-quality response with your best practice for a chance to win. ( Check out the winning post from last year. ) Images, videos, or screenshots are highly encouraged! Submissions will be accepted until next Monday, January 27th at 12:00 AM CST.

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FraserFromAssent
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Andrea FariaEnthusiast
posted in DEALS
How I use Gong Deals to improve our pipeline strategy

Gong Deals has been excellent to streamline Gong and Salesforce integration! Instead of getting confused with multiple Salesforce reports and staying limited to data displayed in the CRM, with Gong Deals we can have a full view of how our negotiation approach is working (or not!). We can have all we need in one place (Accounts, Opportunities, Events and Tasks) and that has been crucial for our Sales Engagement strategy. And not only for new business, but also to guarantee renewals (moreover when they are at a right risk!). We started using Gong for the Sales Team, so they could a have a complete visibility about how the demos were going and, some months later, our Customer Success team also embraced the software and started using Gong to get prepared for renewals. Our next step, is to incorporate Gong in our Marketing processes.

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John MachakEnthusiast
posted in DEALS
How I use Gong Deals to Have More Meaningful Pipeline Reviews

We have been using the Deals dashboard to have more effective pipeline reviews with our account executives. Recently we added specific keyword trackers under our Stalled Opportunities column mentioned by people outside of our organization in which they said “first quarter, january, next year, q1” to try and find those opportunities that tried to kick the can down the road into the new year. We quickly identified lapsed opportunities and looked at the activity timeline leading up to where we’re currently at. Managers are able to jump in and assist in follow up or gently nudge reps with advice on how to progress the sale.

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Molly Kipnis
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Rich PrashadCommunity Newbie
asked in DEALS
How I use Gong Deals to forecast NRR

We use Gong Deal boards for our Customer Success team to forecast renewals, up-sells, and cross-sells. We’ve set up boards that give us visibility to the Renewable $, Upgrades, Downgrades, and mix of One-Time vs. Software vs. Services. We have these set up as calculated columns from our CRM (HubSpot) that are then visible in the Gong Deal Boards. We use the board every week in our team meetings to drive the conversation on deal pipeline which serves as an input towards forecasting our Net Revenue Retention.

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Molly Kipnis
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Joe BarrowHigh roller
asked in DEALS
Logging calls in SF that not recorded in Gong (cell)

If a seller logs a call in Salesforce that is not recorded, it doesn't pull over to Gong... is it possible to log a completed task in gong to get a full representation of what's happening with the account? While I know a seller could just create fake logged calls I can manage that on my end. Is there a way, either programmatically or more manually to get “credit” for a logged call? I ask b/c one of the things we track closely is activity (or lack of) so if a rep is making attempts to connect I want to see that and for them to get the “credit” for it. Is this possible and/or how can we do so?

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Andrew O'Driscoll
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Scott TowerCommunity Newbie
posted in DEALS
How I use Gong Deals to strengthen forecast accuracy

The key to effectively using Gong Deals to strengthen forecast accuracy is first setting up a deal board with individual tabs for each forecast category. From there, warnings can be leveraged to identify deals with potential red flags, particularly with best case & commit deals set to close within the month or quarter. Once the opportunities are identified the manager can dig into the details of the red flag and work directly with the sales rep to understand and overcome the roadblock. If the flag is ultimately going to impact the timing of the deal or the likelihood of it closing the forecast can be adjusted proactively rather than that deal lingering in the wrong forecast category. The icing on the cake is any updates that need to be made to the Salesforce opportunity can happen directly from the deal board, making pipeline review conversations super efficient!

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Molly Kipnis

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Noga Aloni
8 months ago

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