HOW GONG USES GONG

On today’s episode of Gong on Gong, Commercial Customer Success Manager Jack Judge shares how he uses comments in Gong as a system of record to help get better visibility into what’s important to his customer and effectively collaborate cross-functionally.  Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how to keep track of important customer information and share it efficiently across your organization!  How are you leveraging comments in Gong? Let us know in the comments below! Fun fact about Jack: he knows how to breakdance!  Jack’s challenge:  Keeping track of customer information and sharing it with his team Jack’s superpower: Using comments in Gong to get visibility into what matters to his customers “The ability to leverage comments allows for everyone who is involved or will be involved with this customer to have the same qualitative understanding of what is most important to them.” Jack’s workflow:   Open a call from the Gong homepage

On today’s episode of Gong on Gong, Director of Product Marketing @victoria.chernova shares how she uses Gong to create effective messaging, measure adoption, and uncover the market’s response. Marketers and non-marketers alike, this one’s for you! Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to get the blueprint for creating messaging that resonates and drives revenue. Victoria’s challenge: Hearing from customers without needing to ask for face time. “Prior to Gong, I had to rely on a very small sample set. With Gong, I can hear from dozens of customers at twice the speed.” Victoria’s superpower: The ability to get closer to the customer (and therefore getting closer to the revenue) “The best messaging is rooted in customer research. Messaging won't resonate, drive leads, or help your field teams close deals if it's not rooted in customer reality. Great messaging identifies and names a customer's pain, and what's even more powerful is if we use their o

On today’s episode of Gong on Gong, Mid-Market Manager of Customer Success @Devon Kirschmann  shares how she:Uses Gong + Gainsight to rapidly and efficiently assess risk for effective 1:1s Launches strategic initiatives from rollout to impact validation. This is one you’ll definitely want to read (and if you’re a Gong customer, make sure to watch this super-detailed video!)  Fun fact about Devon: Her life is consumed by her precious french bulldog named Remy. 🐶  Devon’s challenge:  Removing redundancy, having impactful meetings, and ensuring that milestones with customers are focused on moving them forward in that maturity. Devon’s superpower:  X-ray vision. 😎 "I can see through the noise in the fluff to quickly identify risk, arm myself with the right context, and game plan with my team."  Devon’s workflow for risk assessment  Get up to speed on where her accounts stand. “This enables me to focus my 1:1's on the path forward versus reflecting on the past.” Leverage tools harmonio

On today’s installment of Gong on Gong, Customer Success Manager Claire Malik shares her secret sauce for bringing in her largest renewals! Read on (or if you’re a Gong customer, watch this video!) to learn more about how Claire prioritizes her renewals, uses Gong to get behind the scenes of all her account conversations, and determines how she plans to proactively work with her CAEs to close deals. Fun fact about Claire: she lived abroad twice in her early twenties despite never having traveled out of the country before! Claire’s challenge: Staying organized and strategizing on large accounts given how many contacts she has to manage.  Claire’s superpower: Understanding how to help her Customer Account Executives identify growth opportunities by listening to recent engagements in Gong so that she can tactically support them.  Claire’s workflow:"I start off in my renewals deal board and prioritize my largest renewals. Next, I look to see if there are warnings associated with the accoun

Hi Everyone!Caroline Anderson previous SDR now CSM shares how she leverages Gong to gain a full understanding of an account’s engagement history and narrows in on persona-based topics to craft individual messaging and have value add conversations with her contacts.Caroline’s Gong Superpower Which Helps Her Prospect Efficiently Into a Transitioned Account"Navigating a newly transitioned account can be tricky and time consuming. With Gong I can easily gain a full understanding of an account's history"Caroline’s Workflow Is a Top Down Approach"I search for all calls in the calls tab. I then select the account name which drives me to the dealboard. From there I can start to gain a deeper understanding of this account."Dialing Into Key Interest On an Account" I type in the word "pain" in the search bar to help me dial into what the prospect cares most about."Identifying an Account’s Needs to Create Targeted Messaging For Outreach and Value Add in Future Conversations"I look to see what ques

Ever wonder how the Gong Marketing Team creates such incredibly relevant, persona appealing, and actionable content? From inspiration to content generation, Content Marketing Manager, @nehal.tenany shares her workflow on how she creates attention grabbing, easily digestible, helpful and relevant content. Gong Superpower"My superpower that Gong provides me with is the ability to eavesdrop into sales calls for inspiration and content generation." Content Marketing’s Biggest Challenge"One of the biggest challenges that we have is the ability to deeply understand the buyer" The Workflow on Finding the Right Calls to Help Build the Right Content" Here how I find and listen to Gong calls around customer pain points and challenges" Once the Right Call is Found, Nehal Listens to the Call to Gain a Deeper Understanding of the Customer Challenge"I try to fully understand the challenges of this persona" Once All the Informations is Gathered From These Calls, Nehal Gets to Work on Her Social Post"

Former Rockstar SDR now CSM @Alyssa Sanchez  shares her workflow on how she gains inspiration and scales her time on crafting highly effective prospecting emails, which she attributes a large part of her success as an SDRAlyssa’s Superpower" Here is how I supercharge my prospecting emails using Gong"Why it’s so important" In my time as an SDR, I've found that having both great cold calling skills and email outreach skills is crucial to being an over-attaining SDR"A big challenge SDR’s face" The toughest thing about prospecting is sending the right message at the right time"Alyssa starts her workflow in slack" I like to see which meetings top performers have recently set"Then accesses Gong via link in slack" This link will allow you to go straight to where in the account the meeting was booked"How Alyssa identifies a top performers email strategy" Here I can really drill down to see what were these personalized touches across all different stakeholders"Here Alyssa turns insight into act

@Mark Banuelos Customer Training Specialist shares the FOUR areas of his job in which Gong has a significant impact. This video gives you an understanding of the primary challenge all customer education teams face, how @Mark Banuelos has uniquely solved those with Gong…and how deeply embedded and critical Customer Education is to the entire post-sales journey of our prospects / customers. In Mark’s own words - “I’m going to share with you an end-to-end workflow that my teammates on the training team use that makes us feel like we have a superpower” What is Customer Education?What is their biggest challenge?"One of the biggest challenges we face is how do we create a uniqued and customized learning experience for our customers that is both scaleable and efficient"#1 Finding the data - Mark walks through how he quickly gathers all the information he needs, specifically customer priorities"We work with many teams ranging from sales, professional services and Customer Success. Everything f

Commercial CSM @Abigail Salvador  shares how she uses Gong to prepare herself for upcoming customer negotiations. This is a workflow that everyone who does negotiation calls can learn from. Watch how @Abigail Salvador  prepares herself with the best talk tracks to take control of her book, ensure her negotiation calls are value driven and drives velocity in her renewals. Abby’s Superpower"My superpower is my ability to get ahead of risky conversations by tapping into how successful CSM handle negotiations"Why It’s Important" Maintaining control and centering the customer conversation will drive better renewal velocity"Abby’s Workflow"First, identify the call by searching by call titles where negotiation likely happens"Finding the Right Type of Risk"Then I lean into the specific type of risk to help you identify which calls to listen to. In this case I want to hear when pricing is discussed"Leaning in On The Customer Voice"I refine by search by only listening to the customers objections

Former all-star CSM-turned CS Enablement Manager, @Vanessa Gabor shares how she uses the Gong Library and Streams to maintain fresh and relevant bank of calls to reinforce training. Her ability to effortlessly maintain a consistent flow of updated best in class calls allows the CS team to stay skilled in real-time call scenarios. Vanessa’s Superpower-maintaining fresh and relevant banks of calls leveraging streams"Providing CSMs with real-time best in class calls to reinforce training"Why It’s Important"Real-life examples help reinforce trainings and creates a stickier approach to skill development"A Two-Fold Approach"First, creating a library folder and second, using streams folder"Best Practice for Using Library & Streams"Make sure both folders are housed in the same place for easy access"How Does Streams Work"Every time a call that falls under these specific filters is held, Gong will automatically push the call into the specific stream folder"The Impact on This Workflow"Creatin

Head of Customer Marketing and  keeper @jane.menyo give us a deep understanding of what is Customer Marketing and it’s similarities to sales. This video shares how @jane.menyo  uses Gong to optimize how she sources, qualifies, and determines the best timing for outreach for customer stories.What is Customer Marketing?"one of our core responsibilities is to create high impact customer stories" Similarities between Customer Marketing and Sales"We need a deep understanding of the customer to target our approach and build rapport as well as nurture customers to build a pipeline of potential raving fans" Why Cross-Functional Collaboration Is Key" Strong functional partnerships allow for us to strategize on the best ways to leverage those opportunities for raving fans and determine the right time to strike" Gong Provides Customer Marketers the Superpower of Intelligence on Target Customers" We can take detailed insights into what customers really think about Gong and then think of the best s

“Visibility, Adoption, and Business Impact” with VP of Product Marketing @Julien Sauvage. Much like a great music record, Julien’s playbook on new messaging is an attention grabber and cohesive.0:16 Julien’s fun fact :)0:32 How Julien views Product Marketing“I like to think of product marketing as the sound system of the company, the Marshall Amp of the product. We make the product sound and look even better.”“We’re also the microphone. We listen to the market trends.”1:29 Leveraging Stats for visibility into new messaging adoptionJulien tells the story of how we used it when we deployed Use Case Messaging to track adoption3:29 Using Calls Page to understand how the messaging is landing“Now, it’s one thing to know what the adoption looks like, but it’s even better to know how customers are reacting to it, right?”4:25 Leveraging Slide Analytics to understand how customers are reacting“I really want to know how customers are reacting to the pitching to certain slides. Now, I can do that

On today’s Gong On Gong series, Manager of Customer Success Commercial, Chip Grossman walks through how he creates a scalable and hyper-effective feedback loop between reps and managers. This one is a can’t miss! Chip shares his two part workflow that help reps realize the answer to their own questions"The key to effective coaching is to get your reps thinking critically about how they can improve. In this two part workflow, he walk us through the first the rep’s side"The rep completes a self-reflective scorecard on one of their own calls and then tag their manager in the comments." Then walks us through the manager’s side"The coaching inbox tab is your new best friend." Learn why the coaching inbox is an integral part of Chip’s workflow"The biggest difficulty managers struggle with is allocating coaching distribution efficiently...this page gives manager's visibility into their coaching efforts across the team." Now see how the rep’s use of self reflective scorecards directly ties bac

“Using Gong to improve your objection handling” with Sr Strategic SDR, Amelia HowardIn an ever changing market environment, Amelia shares her superpower of having a laser-focused approach in surfacing real-time objections across all segments that others have already successfully overcome.Why it’s important for Amelia to keep up with current market objections“I started on the SMB segment and I moved over to strategic about halfway through my tenure so far and quite frankly like saw a lot of variation in the type of objection I was getting”Check out her laser focused approach to surface the right moment“The words filter allow us to get into the granular of what it was said in the objection and how we overcame it.”How she uses advanced filters to surface the entire moment“We wanna make sure it’s only the other party that’s mentioning this concern so that we can hear the full moment of the call.”She ends her search with a slam dunk. Successful Objections Only““Use Basic Details,  elect a d

“How do I balance quantity with quality?” - that seems to be the daily challenge we face in the day-to-day, no matter if we’re in a hyper-growth company or not.Byron Mazire, our all-star Commercial CSM, walks us through his playbook on how he does so via Deal Boards and Assisted SellingByron’s Gong Superpower: Deal Management and Efficient Follow Up"I'm getting ahead of roadblocks in my upcoming renewals"Why Auto Renew is an important deal board sorting filter for CS to get ahead of risk"I'm getting in front of the right stakeholders"How Byron uses Assisted Selling"I'm not dropping the ball with anyone"Watch the video here: https://listen.casted.us/public/76/Gong-on-Gong-36ab42c1/43aadc0d

Curious about how we at Gong use Gong?Learn the 3 superpowers that Gong unlocks for Jonathan Costet, our silver-tongued, demand-generating, Content Marketing Manager#1 - “Use their words” - Understanding what the value of your company’s tool / services really means to your target audience#2 - “Identifying the Wow Moments” - What are the parts of tool / service really get people excited?#3 - “Who to Market To” to create Competitor Buy Back campaigns"Short of breaking into your competitors CRM and stealing their account list, this is the next best thing" Watch the video here: https://listen.casted.us/public/76/Gong-on-Gong-36ab42c1/1ebb9565