Question

How do you use Gong for deal intelligence if your CRM is hubspot?

S
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Hey everyone! Gong has changed our lives across sales, product and even support. The transcription could get better (maybe editing capability) but for the most part it’s great!

however Our sales guys are not going to gong as it’s easier to just jump into the deal board in HubSpot, and then work the deals directly from there which include updating close dates, next steps etc. 

I’m curious to find out how everyone uses Gong for the deal workflow (and intelligence) when the CRM is HubSpot?

 

 

 

3 replies

Molly Kipnis
Userlevel 6
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Oooo this is a good one @Sachee Perera. 

 

@Ken Edwards do you have any thoughts on this one?  

Tagging in @Vinit Patel @Leon Hassid @Elin Hammenfors @Mike Cardno as well 😊

L
Userlevel 2
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we have Hubspot as our CRM and it does have its limitations inside the deals board versus the SFDC integration. right now, the Gong<>Hubspot integration does not support editing opportunity fields from within Gong (which is why your reps still need to do this in Hubspot). Hubspot also has a pretty good deal view for the AEs when they are presenting their pipeline so the only thing right now that Gong adds is literally the bubble activities as well as the deal warnings. definitely incremental but still not sufficient to take them out of Hubspot in my opinion. happy to compare notes @Sachee Perera 

Vinit Patel
Userlevel 1
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Hey @Sachee Perera , I hear you, this is v much the case for our teams too but here’s what I’ve done to get them hooked onto Gong (in order of impact):

  1. Forecasting calls. Never run a forecasting call or talk about a deal (eg in a 1-1) without getting them to show the activity on the Gong deals board. It’s so powerful that because it shows at least three killer things that Hubspot/other CRM doesn’t: (A) what are the deal risks, (B) is there good activity (especially for commit/forecasted deals), (C) how does my overall pipe look. It’s so incredibly powerful that it makes any CRM look silly!
  2. Value prop feedback. Depending on your sales motion, most salespeople will have a slew of feedback from prospects and customers. When they typically share it, it’ll be biased with their own views. I tell all our reps - unless it’s recorded and shareable, it has much less weight. This encourages them to record calls AND tag/hastag them so they can pass the info back up the chain.
  3. Sales methodology. Again depending on what framework you use, there’ll prob be some neat & creative ways of blending this in. We use MEDDPICC and whenever a rep says they’re multi-threaded and have identified paid, for example, I’m asking them to point to where they’ve had that recorded in Gong to back it up. 
If you read this far... you wasted your time. Jokes ;p

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