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This is one of the hardest things to do in sales. Let’s make sure you know how to do it right. Things are lined up nicely. You have a good relationship with someone below the executive level who’s telling you what you want to hear, saying it’s “with their manager”, or being just nice enough that you stick around even though you know they can’t get the deal done. Here’s the kicker: They will never be able to say yes, but they can definitely say no and ruin the whole deal if you upset them by going over their head to the real decision maker. You have four options. Choose according to your circumstances: Start highYes, it’s a bit late for this, but I’m adding it here to reinforce the importance of starting your prospecting at the highest level possible and getting referred down. If you prospect into the C-suite without trying to sell to them, and you ask for a referral down, you have an open door to go back to if the deal gets stuck. Also, after getting referred down, you can let the pers
On today’s episode of Gong on Gong, Senior Account Executive Sarah Brazier shares how she collects ✨ magical moments ✨ from conversations with her prospects and uses them in her final business cases to win pilots. Watch the video here! (0:46): "Gong gives me the ability to build better business cases by helping my prospects relive magical moments.” (4:00): “The workflow is simple: Multithread your accounts, capture those conversations, listen back and find the meaningful, magical moments where your prospect had that big realization moment...and showcase it in your final business case." Do you use Gong to capture magical moments during conversations with your prospects?
Next week, I'm launching the first edition of The Edge, a monthly newsletter where I'll share my thoughts, tactics, and tips on how to get a competitive edge in your career and at your organization. I've always wanted to create content that connects me to fellow GTM executives where we can share data-driven insights about sales, growth, scale, and building winning teams. So, here it goes! You can sign up for The Edge here: https://www.gong.io/the-edge/ Please let me know — what topics are you most interested to learn more about?
What’s new with you Let’s give a warm welcome to a few of our newest Community members! @Gerry Hurley @Meagan Davis @Nate Slayton @Elyse Nagler @Michelle Idertogtokh @cdykmngk @Rebekah Shields @Nicole Cordes @tartenouveau @Dani Larson @Sarah C @adamoncue @Remy Podrats @Nathan Byren @Kaitlyn Callahan @Iskandar Ishak @Jonathan Gallagher @Pedro Diaz Ochagavia If you’re tagged above, please share a win from this week in the comments below! Friendly reminder to head on over to our Introductions thread and tell us a little bit more about you and what you do! What’s new in the CommunityShare your best practices Identifying risks in your must-win deals FOR CUSTOMERS ONLY: Support Tip of the Week: Want your calls to be private? Here’s what you missed at our last virtual meetup for EMEA Do you talk more than you listen? Attend an event The Gong Community virtual meetup for Women in Revenue April 29th at 11:00 AM CDT Hosted by Katrine Reddin and Ashley Coghill FOR CUSTOMERS O
On today’s episode of Gong on Gong, Director of Commercial Sales Bryan Tucker shares how he uses Gong to spot unknown risks in must-win deals and uses that data to coach his managers and reps. Watch the video here! "As a second-line leader with a team of 45 people and 200+ deals in my pipeline on any given month, it would literally be impossible for me understand the details of 95% of the deals. That means that when I’m coaching my leaders or reps, I could be completely missing the mark or doing more damage than good without Gong.” Get the workflow (1:57): How to coordinate your coaching with a leader on a must-win deal for the quarter How do you identify risks in your deals in Gong? Let us know in the comments below!
On today’s episode of Gong on Gong, Growth Account Executive @Lauren Frilling shares how she uses Gong to understand her customer’s full history to drive impactful renewal and growth conversations. Watch the video here! “I listen back to these calls to hear directly from the voice of the customer — what they cared about and how they're using Gong — so I can tell that story or ask for the business come renewal time.” Key Takeaways (00:35): The superpower Gong gives growth account executives is teleportation — the ability to go back in time and fully understand an account’s history around growth and renewal so that you can have effective conversations with your customers. (00:39): This workflow helps you understand why your customer became a customer, why they renewed, what they accomplished over the last 12 months, and how your product helped them get there. (3:41): As a best practice, follow this workflow any time you’re handed a new account. Pro tip: Filter by calls on the account
📢 Cue the air horns! 📢 On today’s episode of Gong on Gong, Sales Enablement Manager of Global Onboarding Eric Lindroos shares how he uses Gong to onboard new Gongsters in a remote environment while keeping it fun, entertaining, and organized. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how Eric ensures that every single new hire at Gong feels well supported and set up for success in their new role. Fun fact about Eric: He just moved to Dublin, Ireland with his puppy Bradley Benjamin! 🐶 #EnjoyTheRide How do you use Gong for enablement and onboarding at your organization? Let us know in the comments below! Eric’s challenge:Helping new hires feel less isolated and siloed while onboarding remotely. Eric’s superpower:The ability to onboard 40 to 60 new Gong employees across multiple locations and multiple time zones in a remote environment every month. Eric’s three onboarding calendars General onboarding calendar Give new hires exposure t
Looking to increase sales visibility? Or to better leverage buyer signals to ensure you’re taking the right next step? On April 12, join Drift’s Senior Director of Mid Market Sales, Brooke Freedman and Gong’s Head of Mid Market Sales, Kevin Kotecki at Sell With Clarity and Stay 3 Moves Ahead. In this webinar, you’ll walk away with practical tips on: #1 Why visibility – both into a deal and of the rep – is a crucial part of closing deals #2 How to take the right next step - leveraging buyer signals to achieve success #3 Practical ways to train your team to sell effectively in a digital-first environment Save your seat here!
What’s new with you Let’s give a warm welcome to a few of our newest Community members! 👋@Jelguin Vargas @Vincent Tang @Spenser Clark @rickysparenga @Monet Baer @Taylor Bogar @Chris Martin @jcoolidge20 @Danielle Efronson @Monique Seymour @John Kipe @John Posan @Mandy Maleta @Candice Henderson @Nick Christian If you’re tagged above, please share your win from this month in the comments below! Friendly reminder to head on over to our Introductions thread and tell us a little bit more about you and what you do! What’s new in the CommunityShare your best practices FOR CUSTOMERS ONLY: Anyone sending Gong digests to your sales team? Track your largest renewals, upsells, and risks Democratize your skill development Join a meetup The Gong Community Meetup for EMEA (hosted by @Vinit Patel and @Elin Hammenfors on April 13th at 2:00 PM GMT). RSVP here! FOR CUSTOMERS ONLY: Get the latest product updates Meeting Confirmation Assist and Intro Assist See engagement events from your favorite
Say goodbye to listening to podcasts and audiobooks during your commute and long flights, and say hello to the Gong mobile app! During our most recent Level Up Live, we walked through how users can leverage our powerful Gong mobile application to: Listen, Comment, & Score Calls: Review calls during your commute, at the gym, or on a plane (yes, you can listen offline), and maximize your productivity! Give and receive real-time coaching and feedback using comments (voice comments, too) and scorecards. You can also set up push notifications when your team mentions you in a comment! Stay on top of accounts, deals, and to-dos. Stay on top of every deal and closely monitor account activity, warnings, and deal details right from the deals tab in Gong Mobile. You can even leverage Siri Shortcuts using an iOS device to quickly pull up your most important accounts by saying “Hey Siri, Open account Acme Corporation" Ensure your critical follow-up actions never slip thr
On today’s episode of Gong on Gong, Customer Account Executive @Ian McDonald shares how he replicates the behaviors that successful Account Executives exhibit to close large, Enterprise-level deals over $100,000. Watch the video here! “In order for me to get promoted, I know that I have to be closing big deals. I use Gong to automatically surface the moments that are relevant to me in real-time and use data to pinpoint key behaviors that I know I need to replicate.” Key Takeaways(1:07 min): Gong allows AE’s to democratize their own skill development by giving them access to good behaviors that AE’s are exhibiting to close large deals. By automating this learning, AE’s can continue to succeed in their role while setting themselves up for future success and promotion. (2:22 min): This workflow allows AE’s to narrow down to a specific key moment in Gong and automatically send that snippet to their inbox for review. How do you use Gong to level up in your career? Let us know in the comm
On today’s episode of Gong on Gong, Gong’s Head of Global Enterprise CS @Nick Vealitzek shares how he uses Gong to prepare himself and his team for renewals and upsells. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how to quickly understand how your largest renewals, upsells, and risks are tracking. Fun fact: Nick lived and worked in Prague in the Czech Republic, where he met his now-wife. “Spare a thought for her as well — she traded the last name Snow for Vealitzek. I think that means she loves me.” How do you use Gong to prepare yourself and your team for renewals and upsells? Let us know in the comments below! Nick’s challenge:Having to send his CSMs the dreaded “Hey, what’s the status of X or Y customer?” Slack or email. Nick’s superpower: The ability to quickly understand how his team's largest renewals and upsells are trending towards the end of the quarter or year. Nick’s workflow: Click into the Deals tab Sort by ARR to see the la
Last week I was joined by nearly 200 Gong Admins for a value packed session on the deep business insights that can be extracted from Call Search. We explored the ways that users can intersect quantitative and qualitative aspects of their conversations as well as the underlying metadata from sources like CRM, Telephony & Web Conferencing platforms to answer more specific questions that drive better, more strategic decisions. For those of you who couldn’t make it, here is the link to the recording. Don’t miss the downloadable pdf on that page that is referenced in the session and will be a helpful guide on some of the advanced keyword syntax you can employ. I want to leave you with some of the insightful questions from your peers that were answered during this session, and most importantly, the opportunity to share your takeaways and best practices and ask questions of your peers if you’re stuck on how to search for something you’re seeking insight into. Please add your voice to th
Happy Women’s History Month! This edition of the Community Catch-up goes out to the incredible women of the Gong Community. 💜 I sincerely feel so lucky to get to meet and work with this wonderful group of smart, incredible, and strong women in Revenue every day. I hope you’re taking some time this month to celebrate yourselves! What’s new with youLet’s give a warm welcome to a few of our newest Community members! @Jenna Bugiardini@Jordan Richardson@Sean Stemas@Dave Gann@Carrie Colman@Regan Bushman@karenwarfield@Alberto Chiquete@Korin Hedlund@Rachel Hudson@Kay Matsumoto@Brion MacDonald@Michael Cattermole@lili@Karla.Navarrete@Marcela Alvarado@Jeramee_Waldum@nbaguley@Daniel Ku@Josh Desmond If you’re tagged above, please share in the comments below: Who are the women in your life (personal or professional) that inspire you? Bonus points for photos! Friendly reminder to head on over to our Introductions thread and tell us a little bit more about you and what you do! What’s new in the Com
One of the toughest challenges we face as frontline managers is a lack of time. Between closing deals/renewals and managing escalations, it’s incredibly difficult to find time to polish and execute a consistent coaching plan. Below are three tips that have helped me develop a simple, time-friendly coaching plan that leverages the Gong platform: 1. Coach on your mobile You might be surprised to learn that I do about 75% of my coaching on the Gong mobile app. I’m at my most productive when I listen to calls while doing things I enjoy. For example, I often listen to calls while I’m just getting my day going, taking a lunch break, or on a walk. The mobile app makes it super easy to coach on the go. 2. Address two key pointsI don’t like leaving a ton of comments in a rep’s call, as too much info is hard for the rep to implement. Instead, I leave one comment that focuses on two things: what’s good and where there are opportunities. An equal ratio of good to opportunities works, but I’ve fo
On today’s episode of Gong on Gong, Senior Mid-Market CSM @Kathryn Lancendorfer shares how she uses Gong Assist to send flawless follow-ups to her customers without missing a beat. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how to prioritize and maintain high-quality follow-ups with your customers. Fun fact about Kathryn: She loves to ski and snowboard! In the winter, you can find Kathryn shredding the mountains in Tahoe or Jackson Hole, Wyoming. How does Gong Assist help you stay on top of your follow-ups? Let us know in the comments below! Kathryn’s challenge:Finding the time to follow up immediately after her important calls Kathryn’s superpower:Using Gong Assist to prioritize follow-ups and keep action items from slipping through the cracks Kathryn’s workflow: Navigate to your outstanding assists and prioritize them based on what’s most important Review your action items and determine how much time it will take you to follow up with
Forget “business-to-business”—your sales and marketing need to be “human-to-human.” On March 10th from 10:00 AM to 3:30 PM CST, you’re invited to Fast Forward, Vidyard’s virtual event where you’ll learn from experts (including Gong’s very own @Sheena Badani) about: How to show you care through your sales and marketing outreach (and why that's so important) Ways to make buyers realize you're a human, not just another faceless company Expert tips for spreading the word, building trust, and locking down sales with video Register now to save your spot!
Happy last day of February! 👋 While you’re closing those final deals and celebrating your wins from this month, I’m here to fill you in on what (and who) is new here in the Gong Community. What’s new with you Let’s give a warm welcome to a few of our newest Community members! @Diva McGrath@Omri Levy@Neil Fiedler@Bradley Hollingsworth@HET@Andrew O'Driscoll@Mark Haas@BrookeKelley21@Vicki Judd@Kristin Tyndall@Emily Capleton@Venkat Rangan@Lisa Gray@edirusso@Yana Friedman@SimonIf you’re tagged above, please share in the comments below: What was the highlight of your month? Bonus points for photos! What’s new in the Community Here’s what you missed at the Gong Meetup for EMEALast Wednesday, we gathered virtually with Gong customers and prospects in EMEA for our first ever Gong Community meetup! Our fearless leader @Vinit Patel hosted a conversation about how to make Gong part of your workflow and how to leverage Deal Reviews, and the EMEA meetup crew shared tips for creating a coaching c
We’re hosting our first-ever virtual Gong Community meetup! 🎉 Next Wednesday, February 23rd at 2:00 PM, join @Vinit Patel to meet, chat, and learn from fellow Gong users in EMEA about topics like: How to make Gong part of your workflow How much time you should be spending in Gong How to most effectively leverage Deal Reviews + Any other topics that are top of mind for you! I hope you’ll join us for some casual networking, deep discussion, breakout sessions, and of course, fun. 🥳RSVP here!
Get ready for one of the most comprehensive How Gong Uses Gong videos ever recorded. 🤯 On today’s episode of Gong on Gong, Manager of Enterprise SDRs @Nadeen Jubran shares how she uses Gong to effectively coach her team of 10 SDRs remotely and at scale. If you’re a new SDR leader or an aspiring one, keep reading (or if you’re a Gong customer, watch the video walkthrough here) for a crash course to become a master of coaching. What are your tips for coaching large teams of SDRs at scale? Let us know in the comments below! Nadeen’s challenge: Managing teams of 7-10 SDRs while being remote and in back-to-back meetings all day Nadeen’s superpower: The ability to effectively coach SDRs on their call conversations at scale "Being successful in sales and leading sales teams is rooted in a desire to want more, constantly learning to think critically about how you can improve your process, your craft, your flow. The SDRS on my team are eager to improve, evolve, develop and learn. And because
The most impactful book I've ever read across my Sales career is "Influence" by Robert Cialdini. He breaks down the psychology of why people say "yes," and how to apply these learnings to become a skilled and ethical persuader. We invited Robert to this special live event so you can apply his principles of persuasion across multiple selling scenarios to help you move deals forward, close more revenue, and shorten your sales cycle. Join me and Robert on March 9th at 10 AM PST — it's completely free and will change how you sell forever. Register for your free spot!
Ever wonder why some companies seem to accelerate during platform rollouts while others flounder right out of the gate? Some rollouts fail because users lack buy-in, so adoption is low. Others fall flat because the company doesn’t communicate the initiative's expected goals and outcomes clearly. For end users, that’s a non-starter. If you want to avoid these issues during your Gong rollout, watch this message from Gong’s President & COO, Kelly Breslin Wright, and its CRO, Ryan Longfield. They’ve been through it all before and have some sage suggestions to help you nail your next rollout. Executive Sponsors: Leading the Way They focus in particular on three components that leaders of successful rollouts use to pick up steam right out of the gate. All three are critical to your Gong rollout: 1. Communicate the whyBe clear about what’s coming and why, and focus on Gong’s benefits. You’ve just invested heavily in your teams’ skills and future. Let those teams know how Gong will empow
On today’s episode of Gong on Gong, Customer Success Enablement Manager @Vanessa Gabor shares how she uses positive manager feedback in Gong to scale message adoption and enable her teams to handle renewals and upsells. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how to use advanced call filters to scale your efforts around sharing best-in-class calls! How are you leveraging advanced call filters in Gong? Let us know in the comments below! Fun fact about Vanessa: she and her fiancee have been nomadic for the last year, living in different places for 2-3 months at a time! Vanessa’s challenge: Scaling efforts around sharing best-in-class calls Vanessa’s superpower: The ability to leverage manager coaching to surface specific calls “I'll use this when I'm looking for A-plus calls to build up our library or trying to capture trends around the best ways to handle a renewal.” Vanessa’s workflow: Toggle to the Calls page Use additional filters a
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