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You know how good winning feels. But how does it sound?? This video on the Gong LinkedIn page has me feeling super hyped and wondering what winning sounds like to you.  To me, it sounds like Alex Toussaint saying "Feel good, look good, do better!" as I finish a super hard Peloton ride.  I also loved this comment from Caleb Norris on that LinkedIn post:"It's that random interrupting "YES" when you're on a training call, and you look up to see one of your SDRs fist pumping because they just had a prospect agree to a demo! It never gets old!" So...what does winning sound like to you?? 

Did you end 2021 with the numbers you’d envisioned? If not, I’ve got some tips to share. In sales, there are always peaks and valleys. Sometimes it feels like an energizing walk on a sunny day, and at others, it feels like an uphill trudge. When things are going well, it seems like the good times will never end, but sales slumps happen to the best of us. Your sales slump, your spirits slump, and it’s an all-around bummer of a situation. The magnificent sevenIf you’ve been there before, or are there now, there are seven questions you can ask yourself to help turn things around. Each answer contains information that’s vital to getting (or remaining) on track and avoiding sales slumps in the future:  What was the general situation around your last slump (think of risks, market context, company/team dynamics, etc.)? Is that comparable to what’s happening now? How did you eventually turn things around? What worked and what didn’t work? Would any of those ideas or tactics be useful i

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

Wow! We had a fantastic turnout for our Gong for Salesforce Level Up Live and received some amazing questions! Thank you to everyone who attended and made this a great training!  During this Level Up live, we walked through how users can leverage Gong for Salesforce to help enrich Salesforce data with conversational data from Gong. This powerful integration is helping to paint a clear picture of what’s really happening in the pipeline for sales and operations leaders who live in Salesforce.  Below you’ll find a link to the recorded session, a list of questions that came up, and some available resources for getting started!  Click here to watch the recording on the Academy! Frequently Asked Questions: Q: What is Gong for Salesforce?A: Gong for Salesforce is a managed package application that enriches your data in Salesforce with Gong’s conversation data to get the insights you need to make better decisions and close more deals. Q: How does it work?A: Gong creates a custom object in Sale

During this Level Up live, we demonstrate the value that Gong’s AI & ML can provide to your business.As a recap, here is what was discussed in the session: A Gong Customer’s story of success using Topics to increase win rates Demo of Topics in the platform How Topics can help your business Next steps! Below you’ll find a link to the recorded session, a list of questions that came up, and some available resources for getting started!  Click here to watch the recording in the Academy! Frequently Asked QuestionsQ: What is a Topic?A: A Topic is simply how a person shapes their conversation, and the collection of topics they put it into a conversation is how they structure that overall meeting. And since our AI & machine learning algorithm identifies patterns and trends in common talk tracks across your organization, Topics are unique and specific to your company.  Q: Where can I see Topics?A: Reviewing a Call, Calls page, Team > Stats page, Account, and Whisper. Q: How the

I recently had the privilege of offering a short live session on Collaboration during Gong’s Customer Training Day.  I wanted to put all of the key lessons here as well so that you could enjoy them and add to what I’ve started for all others who could benefit from this. The workflows span Account Collaboration, Call Collaboration & Bringing Content Out of Gong and for each one I’ll talk you through the how and then the why so that you can integrate it into your existing workflows.  Account: Just like you can comment on calls (detailed below) you also have the ability to leave a comment on the account page. As a reminder you can access the account page via the Deals tab or by searching for the account in search bar on the top right of Gong. Click the activity bubbles for this view and then Review Account to get to the Account Page Once there, whenever you hover over a piece of activity on the preview timeline on the bottom left, you’ll see the option to comment. Clicking this button

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

 tl;drTop three moves of an inspiring SDR manager: Support, motivate, empower, trust, and challenge your people. Care about their mental, physical, and emotional well-being. Reframe your past hurdles in a productive and positive light and help others do the same.  I knew one month into my first Sales Development Representative (SDR) role at Glassdoor in 2015 that I loved being part of leadership. The hiring manager, Marie, (my now mentor and a dear friend) took a chance on me when I had zero tech/SAAS/SDR experience. Marie transformed my life as an SDR and a human being by providing inspiring leadership. It came in the form of support, motivation, empowerment, trust, and challenges. Marie took a genuine interest in my whole being—in my mental, physical, and emotional health. She encouraged me to take vacation days and mental health days, knowing I would be a much stronger salesperson, leader, and teammate if I cared for myself outside my job. Through her actions and compassion, she

Assess how far your organization has to go to unlock reality and reach its full potential. Use Gong’s Revenue Intelligence Maturity Assessment to determine your Revenue IQ and reveal opportunities across your deals, markets, and teams.Highlights include: Overall “IQ” score to quantify your organization’s maturity Individual category scores to help prioritize what areas should be top of mind for your teams Recommendations for each area on how you can up-level your organizations Take the assessment to calculate your Revenue IQ!  Learn more about Revenue Intelligence

Are you Sure You Want to Become a Sales Leader? While becoming a sales leader at your company might be the logical next step in your career, the move up isn't without its fair share of complications. It is important that you understand what your new responsibilities will be, and what parts of your current role you will lose if you’re promoted. Here are a few things worth thinking about: Sales managers are unable to control over 75% of the metrics they're held accountable for. Having to rely on others for success can be challenging. On average, only 60% of sales reps meet their quotas.  One of the main reasons that sales reps miss their quotas is due to low productivity. Most sellers only spend 1/3 of their time selling. You'll need to account for this if you become a sales leader and develop systems that make your team more efficient. The majority of salespeople are likely to leave their position if their manager doesn't coach them well. Which means, as a sales leader, you have t

Do you have a best practice that directly affected your GTM strategy through the lens of: Revenue / More won Deals Onboarding / Decrease in time to value Coaching / Adoption implemented at scale Market strategy / Increased market awareness of company Drop us a few sentences below to share your best practice! One entry per person, winner will be selected at random and will be notified through email & private message in the Gong Community. 

“By 2025, 75% of B2B sales organizations will replace traditional sales playbooks with AI-based guided selling solutions.” Discover how senior leaders are improving efficiencies and scaling faster with revenue intelligence.See how improved deal engagement, pipeline review, and performance coaching can help grow your organization. Augmented analytics workflows offer sellers and managers actionable insights using signals captured from various buyer interactions. You’ll get a full picture of what revenue intelligence is (and isn’t), plus how to assess if you’re ready for revenue intelligence.Download and read the full market guide here.  ​​​​​​​​​​  Learn more about Revenue Intelligence

Let’s skip all the consultants, books, expert talks, thought leadership pieces, etc., and give you the one piece of knowledge you need to have the biggest impact on your coaching.  Right here, right now: Focus your coaching efforts on the middle of your team. Who’s the middle? Picture a bell curve. On it are your low performers, average performers, and high performers. The middle performers in your pack influence about 60% of your team’s deal’s. High- and low-performers each influence another 20%. In every sales org, the majority of the sales reps perform in the middle. Even finance sets goals assuming this bell curve. And if every sales organization is designed to have this problem, we should do something to solve it. If you can influence that middle of your pack, even just a bit, you’ll drastically improve your overall team numbers (and make you a known entity at your org, in the best way). Plus, you’ll create more reliable performers out of the bulk of your team. The fact is, the re

How does Gong drive value and growth for leading B2B organizations? Gong commissioned Forrester Consulting to conduct a Total Economic Impact™ (TEI) study and examine the potential return on investment enterprises may realize by deploying the Gong Revenue Intelligence Platform. The results are significant. An investment in Gong can produce up to a 481% ROI with a less than 6 month payback period. Determine the business value of Revenue Intelligence in your organization. Prioritize your sales technology investments in 2022. See never-before-seen stats on how sales organizations are using Gong. Download the report here.   Learn more about Revenue Intelligence 

Forrester surveyed B2B sales leaders to understand how revenue intelligence helps sales organizations to chart a course to success for their team, their business, and their customers. And the results are significant: Revenue intelligent organizations are twice as likely to significantly over-perform, exceeding their revenue targets by over 10%. Get the full story in the study. Read the full study to: See which areas of their business B2B sales executives are focusing on to drive growth in the new selling landscape. Learn what solutions revenue practitioners in the B2B sales space are implementing to meet their objectives. Discover these never-published-before stats on how revenue intelligent sales organizations fare versus other firms. Download the study!   Learn more about Revenue Intelligence 

Sheena Badani, Senior Director of Marketing at Gong introduces the perspectives of Geoffrey Moore, author of “Crossing the Chasm” and investor at Wildcat Venture Partners, on the shift from a product-first approach to a customer-first approach when it comes to selling. With revenue intelligence you can prep for every customer interaction and handoff. Read the full blog to learn more on: Understand the 5 key personas involved in any technology purchase Identify which personas you are selling to at any given time Leverage those insights to align your sales strategy accordingly Read the full blog here.   Learn more about Revenue Intelligence