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What are your Deals best practices? Share them with us! Respond to the thread below with your best-kept secret about how you use Deals for coaching. This contest is officially closed — but you can still share your tips and tricks with the Gong Community in the thread below! The first 5 people to respond with top-quality tips or best practices will win some exclusive vintage Gong swag. (Remember our old logo? Want it in your closet?) And…one lucky winner will get 30 minutes on our CEO Amit Bendov’s calendar AND a feature on our LinkedIn page. Here’s how to participate: Write up a quick post (about a paragraph) about how you use Deals to support your coaching initiatives. You can also record a video, write a song, or get creative! For a second entry: Click the three dots on the bottom right-hand side of your post and hit “Link to URL” Share your best practice with the link to your post and the hashtag #MyGongSecret on your LinkedIn. Submissions will be accepted until thi
Do you use Gong Deals to support coaching initiatives? Tell us how! Respond to the thread below with your best-kept secret about how you use deals for coaching. This contest is officially closed — but you can still share your tips and tricks with the Gong Community in the thread below! The first 5 people to respond with top-quality tips or best practices will win some exclusive vintage Gong swag. (Remember our old logo? Want it in your closet?) And…one lucky winner will get 30 minutes on our CEO Amit Bendov’s calendar AND a feature on our LinkedIn page. Here’s how to participate: Write up a quick post (about a paragraph) about how you use Deals to support your coaching initiatives. You can also record a video, write a song, or get creative! For a second entry: Click the three dots on the bottom right-hand side of your post and hit “Link to URL” Share your best practice with the link to your post and the hashtag #MyGongSecret on your LinkedIn. Submissions will be ac
See below for a recap of Gong’s Q3 2022 Product Buzz (PB) presentation, as well as the questions and associated answers that were discussed during the session. We’ve also included some resources to our Gong Academy and Help Center to help you start implementing these workflows, features, and functionalities. Happy Gonging!!! Click here for a full recording of this Product Buzz Live session. Here’s what was shared during this PB Live session: Gong Forecast Introducing the industry’s first reality-based forecast solution, built on the Gong Reality Platform! Some highlights: Align your organization across every individual and team forecast, quickly and all in one place Understand all customer interactions - what they say, write, read, and engage with - to forecast on a full picture of reality from over 100 reality sources Improve accuracy by drilling down into any level of your forecast to understand and act upon deal-level data Diagnose and pinpoint exactly
🎥 WATCH: How to Measure Enablement with Gong - Interview with Nate Vogel, VP of Enablement at GongInterview
If you’re in a Sales Enablement role at your organization, you’ve probably been asked to measure the success of your programs. But how exactly do you do that? How do you deliver relevant metrics to your leaders to prove the value of enablement at your org? Tune in to this interview with @Nate Vogel, Vice President of Enablement at Gong, to learn: How to measure accountability at each phase of the enablement process What enablement effectiveness is (and how to measure it with Gong) How to tie enablement into the overall KPIs of your business, like ARR, upsell, and churn Three examples of how Gong uses Gong to measure enablement and make data-driven decisions for our business, including: Using Gong to lift Commercial win rates Launching and measuring new strategic narrative messaging adoption and performance with Gong Using Trackers to measure win rate over time with Gong Special thanks to Roxy Ameri, @Brandy Ringler, Leah Wilson, Danny Wasserman, @Chelsea Neill,
The Sales Coaching Formula for Role Play“Everyone needs a coach” ~ Bill Gates, Founder and CEO MicrosoftCoaching in the call is the key to success for the sales rep The sales trainer must be able to effectively listen to the sales call, identify problems precisely, use a variety of coaching styles and methods to communicate and provide the solution in a well-planned and demonstrated format.(Coaching in the call - Listening to recorded calls)"Practice does not make perfect. Perfect practice makes perfect." ~ Vince Lombardi, Head coach of the Green Bay Packers (1960s).The coaching formula gives the sales trainer a structure on how to deliver information. It is a basic seven rule system:The Coaching formula:1. Listen/Observe - Don’t try and observe every aspect of the call. At junior sales rep level you will need to listen to one phase of the call. At senior sales rep level you will need to concentrate on the 'message' part of the call.2. Diagnose - Understand the detail of the call. Yo
Our Customer Education team wants to make sure you and your team(s) have all the training and knowledge you need to absolutely crush it with Gong. That’s why we created the Gong Academy experience: Access all Gong training content and courses in ONE place. Whether you want to learn everything or just take one live training session, you can do it all in the Gong Academy. Look for courses or content that meet your needs by filtering for topics, duration, and level of Gong expertise. Earn certificates of completion for live trainings and learning paths. Share with your manager and post to LinkedIn for bragging rights. Access the Gong platform from the Gong Academy. This means you and your team are seconds away from doing whatever you just learned about. Curious about where to start? Live training sessions are here: Live training registration Paths for getting started are here: Self-paced paths New feature info is here: Product buzz live How Gong uses Gong is explained here: G
Thanks for coming to our recent customer event: Focus and Forecast: How to Use Gong to Influence Your Deals. As promised, here are tips directly from Tenny Tagg and Scott Tower. These tips will help you leverage Gong to have greater forecast accuracy and get ahead of risk in your business. Real-time changes in the constrained economy system have also expedited the need to understand your company, your direct reports, and your customer. Job #1 for Frontline Managers is to sell, which requires managers to:Understand the market Understand the customer Understand company processes Understand your people Lead and guide them as quickly as possible with the most effective sales action as their coachWith Gong, drilling down to the deals behind the numbers is easy, giving you immediate access to all the CRM data, deal warnings, conversation activities, and other engagement events for every deal.Gong Forecast enables you to forecast with confidence and demonstrate command over your business, wha
Great question! A Center of Excellence, also known as a COE is a committee and central hub of resources formulated to accomplish two key things: ENSURE ALIGNMENT: COE's are designed to comprehensively orient multiple teams around the unified processes, platforms, and operations of a specific initiative. FOSTER ADVANCEMENT: The approaches executed by a COE should intend to go beyond what has already been done before in the organization. This committee can be used for a variety of projects, one being your implementation of Gong. TIP: In Gong Academy you can view a full course about how to develop a COE and use it for the purpose of implementing Gong. A COE is typically initiated when a company is approaching brand new ground and you need your best hands on deck. You might be expanding into new markets, exploring a new territory, introducing a new strategic product, or developing a new team. What differentiates the concept of a COE from a traditional task force is that it is designed
Unlock Sales Productivity With Buyer Engagement Insights Thanks for coming to our recent customer event: “Unlock Sales Productivity With Buyer Engagement Insights”. As promised, here are tips directly from Kelly Lewis, the VP of Revenue Enablement at Highspot. These tips will help you leverage Gong to have greater productivity, increase efficiency, and ensure effectiveness. (Watch the recording here.) Steps to Measure Content Effectiveness: Stage 1:How to understand employee usageAre sellers adopting the tool?What content is used most?On what device do our sellers consume content?What content needs refreshing?What content should be archived? Step 2: How to understand customer usageWhat type of content are our sellers sharing?What kind of content resonates with our customers and prospects?What should we build next?What do our partners read and share with our customers? Step 3: Content EffectivenessDo our sellers use content in their calls effectively?Are our sellers positioning appropri
“We have a problem…” That never-great-to-hear statement came from one of our Sales Directors, who followed it up with, “We need to lower our price to win this deal.” Then a sales rep texted me to say two forecasted deals were slipping due to budget freeze. And during my quarterly deal review, I saw that multiple deals were sitting with a CFO, which is atypical for budget approval. What was going on? Was this all caused by the changes in our economy? My best guess was probably. I immediately turned to the data, and partnered with our RevOps team to uncover the truth. Five easy steps got us back on trackMost sales orgs are affected by the new economic environment, and trying to reshape your strategy without first knowing how it affects you is bad for business. Go straight to your numbers to draw correlations and uncover trends related to emergent business pains. Not surprisingly, we used Gong to do this. Here’s how you can get deals back on track like we did, in five steps: Step 1: Cre
The Gong Community just celebrated its first birthday 🥳, and we want to make sure we're getting wiser as we get older. Your feedback is crucial in helping us understand how we can improve the Gong Community experience to better serve you and your needs. Please take 5 minutes to answer the questions in the survey below honestly. Thank you for your time — I look forward to hearing from you! Access the Gong Community Feedback Survey here.
When I started working at Gong in 2017 as a founding member of the Customer Success team, we didn’t yet have strong recommendations for how ICs should use Gong (we also didn’t have many ICs). I started listening to tons of calls during my “self-paced onboarding”, many of which were from our CEO, @Amit Bendov, as he sold the product, and our CCO, @Eran Aloni, who was onboarding customers. Being new to the team, it was helpful to hear our execs talk about our product’s value, but as I became more familiar with the sales process and identified my own gaps in knowledge, I began to dig for calls in a more targeted way. I leveraged our Calls page and filtered for calls that mentioned our machine learning features, so I could better position them myself. I also searched for demo calls using CRM Opportunity Stage filters to hear how AEs (rather, our one AE!) positioned Gong’s value. And I listened to past calls with accounts I was managing, to learn what we had promised and where the last po
You have (Gong) questions. We have (Gong) answers. ✔️Ever wondered how an Account Executive starts their day with Gong? ✔️Want to use Gong to track a rollout or initiative at your organization?✔️Need to up-level your Gong Deals game? Last month, we asked our Gong Community members to share their Gong best practices. As our raving fans often do, they delivered. Big time. We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. We read those replies and distilled them into 21+ tips and tricks you can implement now. Let’s start with 6 suggestions from Sales Directors. 6 Gong Deals best practices from Sales DirectorsWe asked Sales Directors to share their Deals best practices, specifically their best-kept secret about how they use Deals for coaching. Here is how they replied. 1. Reward your reps for asking for feedback on their Gong calls. “Find ways to reward employees who want to get better and are willing to send calls for feedback. Let them know it’s
Our integration with Crayon gives sales and success teams valuable competitive insights in the context of when they need it most. It’ll take customer interactions that mention competitors within Gong, and directly connect it to Crayon’s sales deliverables. This ensures reps have the right information at the right time to combat any competitor mention in a deal quickly and easily. Check out what this integration can do to help combat competitive objections only on Gong Collective
Thank you to everyone who participated in our #MyGongSecret campaign! 18 of you (!!) in roles across Sales Enablement, Customer Success, Sales, and Marketing shared some truly incredible, actionable Gong best practices. 👏 Please join me in congratulating our two lucky winners! 🎊 @Justin Benton, Account Executive at FormAssembly Learn how Justin uses Gong to uncover emotions in his prospect’s decision-making process @Ian Gwynne, Sales Enablement Manager at Mimecast Learn how Ian uses Gong’s saved searches, aligned trackers, scorecards, and filters to create a best-practice library for the Mimecast Sales team I also want to give a HUGE shoutout to @Isabella Grandchamp @John Machak @Delila House @Viktorija @David Roi @Kayla Kuzer @Jacob Walker @SaaS Revenue Guy @Alex Heller @Ezz24 @Susan Kilcline @Jeff Smith @Matt Gardner @Christina Mowry @Laura Bailey and @Annie Jackson for taking the time to share your Gong best practices. The Gong Community is a better, more helpful pla
Thanks for coming to our recent customer event: Turn Uncertainty into Revenue!As promised, here are tips to help you leverage Gong to better understand and act on market trends. Here are some key points on how to use Gong to drive visibility regarding revenue strategy and decision-making through a customer-centric focus, through connecting customer insights to internal teams, and through an agility mindset. Customer Centric Focus Pivot from a coaching focus approach to an emphasis on customer stories. Deep understanding and social listening with customers drive trust and shared goals /interests. Have an enterprise-level focus on long-term relationships and navigation together while evolving as strategic partners. Understand what changes have they faced in their business and where you can lean in together. Align these insights with earnings, calls objectives, and forecasts. Tip for LIVE Gong Dashboard * if you have a focus around IRI dashboard integration, search the term, see wha
Want 30 minutes with our CEO or Head of Content Devin Reed? Share your best-kept Gong secret, tip, or workflow for your chance to win! This contest is officially closed — but you can still share your tips and tricks with the Gong Community in the thread below! Here’s how to participate: Find the thread for your role here Share a high-quality response with your best practice for a chance to win. Answers should be about a paragraph long. Images, videos, or screenshots are highly encouraged! For a second entry: After you share your best practice here in the Gong Community, click the three dots on the bottom right-hand side of your post and hit “Link to URL” Share your best practice with the link to your post and the hashtag #MyGongSecret on your LinkedIn. The first 25 people to submit a best practice are guaranteed to win some VINTAGE Gong swag.And two lucky winners will be selected to win 30 minutes with our CEO Amit Bendov or Head of Content Devin Reed. Submissions w
How do you start your day with Gong? Share your workflow with the Gong Community! Respond to the thread below with your best-kept secret about how you use Gong to up-level your SDR game. This contest is officially closed — but you can still share your tips and tricks with the Gong Community in the thread below! The first 5 people to respond with top-quality tips or best practices will win some exclusive vintage Gong swag. (Remember our old logo? Want it in your closet?) And…one lucky winner will get 30 minutes on Gong’s Head of Content Strategy Devin Reed’s calendar AND a feature on our LinkedIn page. Here’s how to participate: Write up a quick post (about a paragraph) about how you use Gong in your day-to-day as an SDR. You can also record a video, write a song, or get creative! For a second entry: Click the three dots on the bottom right-hand side of your post and hit “Link to URL” Share your best practice with the link to your post and the hashtag #MyGongSecret on your
Gong has opened up an entirely new “conversation dataset”.Please join us next Wednesday at 1PM EST when I host a meetup focused on Gong Data, and ways to make the most of this data. Ask questions, learn, and share about how to optimize your use of data in Gong.If you work with Gong data at any level, we’d love for you to join us.This meetup will be highly interactive. Please come ready to share and learn:What you know about Gong datasets and access methods How you have used Gong data within your team Ideas on how to capture and present the data that your team cares most aboutWe will provide you a freebie spreadsheet based Tracker Tuning tool to help you get the most from Trackers. Register for the event
What’s worse than trying to navigate your team and your business through highly volatile, uncertain economic times? Flying blind while doing it.Thankfully, we’ve put together a playbook around how we at Gong, are using Gong to track and stay ahead of the impact that macroeconomic risk will have on our business.You’ll learn how we’ve leveraged Tableau for ELT-level visibility, and 3 plays that your Sales and CS Leadership, Marketing, and Enablement teams can do today to mitigate risk, and pivot messaging. What are your strategies for tracking and getting ahead of macroeconomic risk? Let’s chat in the comments!
Providing a product is not enough. You need to enable your customers to master it.Google’s Adwords certification was a game-changer for advertising careers. Why? Because it enabled users to wield Adwords with mastery—not just proficiency. There’s a world of difference between proficiency and mastery. Adwords created masters, leveled up careers, and let employers see the certification as evidence of superior talent. Creating a new category takes lots of market education. And elevating your stakeholders’ careers is a great way to get them excited about investing in their own education.That’s why we launched Gong Academy: our comprehensive set of courses that allows customers to realize the full potential of the Gong platform. We also recently added the Gong Certification Program, which allows users to uplevel their skills and gain a competitive professional edge. Within days of launching, we saw over 450 people enroll in the certification program. Providing product education and certific
Gong’s Raving Fans have always been central to our success as a business. That’s why we’re investing in spaces where Raving Fans like you can connect, learn, and share best practices with each other. It’s a way to improve your use of Gong and boost your career. I’m proud to share that our Raving Fans have now launched three meetup programs:Women in Revenue: Co-led by Katrine Reddin, Head of Sales at Commsor, and Ashley Coghill, AE at Seismic, who met in the Gong Community. Gong in EMEA: Co-led by Vinit Patel, CCO and Co-Founder of Filtered, and Elin Hammenfors, Global Sales Enablement Manager at Quinyx, who met at the first EMEA meetup. (Seeing a trend? Meetups are beneficial!) Data in Gong (for Program Managers - request to join): Led by #Gongfamous Community member (and leaderboard leader!) Andrew O’Driscoll, Founder of Growment.What are Gong Community meetups? They’re virtual and in-person monthly gatherings led by Gong Community members who want to learn from each other, share t
Forecasting isn’t just about calling a number — It’s about getting accurate data and creating an action plan.The problem is - most leaders can’t see deal hurdles until it’s too late (...and the deal may already be lost)!That’s why my favorite thing to do every morning is to look at my Deal Board – the RED FLAG deal warnings allows me to see potential risks identified directly by prospects across my entire team’s pipeline, so I can instantly see where we need to focus in order to win. This also shows: -which deals are stalled (and why)-who to needs to get involved -which deals are beginning to ghost us I spend about 30 minutes every day on my MEDDPICC Deal Board (...which automatically inspects our pipeline) to move deals forward and forecast based on data I trust. A little bit of truth serum (eg. VISIBILITY) can turn your deal (or entire quarter) around! Happy selling! #UnlockReality
If you’re in a Customer Success role, then you know that having control over your book of business helps you be a strategic partner to your customers and feel more confident during growth and renewal conversations. On today’s episode of Gong on Gong, Customer Success Manager @Kendall Ritter shares how she uses Gong to seed growth opportunities within her team's upcoming renewals to ensure they're equipped with a game plan that drives momentum in customer conversations. Watch the video here! “Having control over your book of business helps you be a better partner, present up, hit your numbers quarter over quarter, and feel confident saying, “I’m not afraid of risk or growth opportunities because I know and can see all of the inputs and outputs that I should be driving based on the indicators that Gong is telling me.” What are your strategies for leveraging dealboards as a CSM? We’d love to learn from you — let us know in the comments!
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