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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

So you’re really getting serious about this education thing, huh? Good, let’s chat. Long before an organization has anyone in a formal training role, they should begin to think deliberately about how they educate their customers. Education plays a valuable role in the customer journey and is a key pillar of the notion that it's much cheaper to keep existing customers than go out and acquire new ones. I want to share a few things I’ve learned in my time at Gong that can help you formalize and standardize your customer education, specifically with regard to live training, long before it is any one person’s job. For full transparency, I was not a part of this time period at Gong as my hiring signified the end of this chapter and beginning of the next for our organization. For most organizations in this phase, delivering training to customers is either a significant portion of one/a few people’s job or a small part of a lot of people’s job. In either case, there are a few deliberate steps

Hello Gong Community! 1st time poster here…  I joined Gong back in June after a 7 year run as a researcher.  At my last organization I spent a majority of my time working with sales leaders to measure their sellers’ productivity. As part of this exercise, we would give reps the opportunity to provide qualitative feedback, specifically asking them where they would like to spend less time. The objective was always to reduce low-value tasks in hopes to spend more time engaging with customers.  The below blog outlines 5 of the most common activities that were identified and ways that Gong can alleviate these pain points. This perspective is based on the feedback of more than 30,000 B2B reps.   Top areas for saving timeData entry and internal reporting Internal meetings Internal communications/email Customer support issues/escalation Lead identification and qualificationDo any of these resonate based on how you or your team(s) are spending time? What did I miss? How has Gong helped reduce t

“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