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.V
00:11 Caroline’s Fun Fact
00:14 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"
00:35 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."
01:06 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."
01:43 Identifying an Account’s Needs to Create Targeted Messaging For Outreach and Value Add in Future Conversations"I look to see what questions were asked on both ends to determine where I can add the most value to the conversation"
02:20 Ensuring The Outreach is Multi-Threaded"I narrow down engagement by each contact to ensure I have outreach that will pique each role's unique interest and ideally restart a conversation"
02:52 Gong Makes Prospecting Painless" Gong allows me to quickly and easily gain a full understanding of an account's history to enable me to create personalized and value add messaging"
Watch Video Here: https://academy.gong.io/surface-prospect-pain-for-tailored-outreach/1042378