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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
Every great superhero needs an origin story, right? Amit Bendov, CEO of Gong, gives us the origin story of not only Gong, but the category of revenue intelligence after realizing he couldn’t make decisions on CRM data alone. Read firsthand how revenue intelligence came to be and how it leverages AI to provide organizations with a product that is: Autonomous: Freeing up salespeople to focus on making conversation and closing deals—and frees up even more time by eliminating the need for data entry after the fact. Reality-Based: Not relying on a human being to determine what’s important. It simply captures everything—even those tiny details that might make all the difference in a sale. Aligned: Allowing people to see the same reality—and learn and evolve from it. Read the full blog here.Or check out Amit’s 2019 #celebrate keynote introducing Revenue Intelligence: Learn more about Revenue Intelligence
Sham Sao, CRO, Board Director & Advisor, Growth 11 provides his perspective on why every C-level executive, not just those from sales, should understand the power that revenue intelligence provides. Through revenue intelligence time-strapped executives can harness the unfiltered voice of their customers and distill those insights to actionable strategies that drive growth. CMOs not only get real time insight into every sales conversation to inform campaigns, programs and content. CPOs can hear pains directly from customers and develop solutions to address them rather than relying on sales and customer success to relay feature requests. CCOs can ensure their teams are ramped faster and create delightful first impressions with a smooth handoff during onboarding. Read the full blog post here. Learn more about Revenue Intelligence
Based on his experience at Forrester Research, Dan Morgese, Senior Manager of Thought Leadership identifies ways revenue intelligence can give your sellers back valuable time with customers, rather than on administrivia. Read the full blog to gain a perspective on: Which areas are most commonly flagged as unproductive activities by sellers. What about these activities are becoming mundane and time consuming. How revenue intelligence can automate tasks and align teams to unlock efficiency and effectiveness across your go-to-market organization. Read the full blog post here. 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
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
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
With the talent market being as uber-tight as it is (I know of a BDR Manager who recently got poached by a company offering an OTE of $350k ), this resource we put together on using career pathing as a retention tool might be helpful to all of us folks.I’d be surprised if many of us aren’t doing one or more of these items already, but bringing them together in one comprehensive process is key: Evaluate Your Business Goals Get Aligned With Your Employees Build an Action Plan (use these metrics as a foundation) Recognize Their Progress and Give Feedback Be Ready to Adapt and Adjust (cause shiz is always changing) Hope this resource is at least a little bit helpful as we head into the new year!
It’s every program manager’s dream, right? A flawless configuration and a revenue organization that’s buzzing with excitement before launch. You’re putting in the hard work of coordinating efforts and standing up your instance. -But whether you’re a team of 5 or 500, change management is a mission critical (and often the least predictable) piece of the puzzle. So how do you ensure that your Gong users not only adopt, but reap the full benefits of the platform? Check out these three tips for planning a seamless and effective Gong rollout: Tip 1: Create an internal communication plan (early!)How will you inform your organization and get users excited about using Gong? You’ve just started the implementation process and go-live seems light years away, but establishing a comms plan early will give you time to gather resources and pivot if necessary. Answer these key questions:What’s in it for your team? Why should they want to use Gong? Make sure you’re informed about the value Gong offers.
What’s on Mark Truman’s wish list? Filling his sales team’s pipeline with truly qualified leads and knowing when to disqualify a prospect. Mark is the Chief Revenue Officer (CRO) at EdgePetrol, a UK-based software company that specialises in fuel price optimisation. Their pricing software gives petrol station owners real-time, accurate insights to help them maintain or increase volume and fend off aggressive competition by making better pricing decisions. But Mark and his team ran into some roadblocks while trying to meet their pipeline goals. EdgePetrol’s prospect base was so used to the status quo, they didn’t recognize their situation as problematic, or see a need for a solution. With a global pandemic and an off-kilter economy, EdgePetrol needed new ways to build a highly qualified pipeline and communicate its product’s value so it could close big deals. How did the company regain its balance? Gong’s Revenue Intelligence platform helped EdgePetrol create predictable revenue and u
Technology is transforming how people monitor and improve their performance. Sports superstars like LeBron James analyse game footage to adapt their playing style and learn from their mistakes. Legendary sports teams like New Zealand’s All Blacks rugby squad bring tape into the locker room to prepare for championship games. The old adage is true: seeing is believing. This approach has trickled down to the business world, and I now review video conference footage with members of my sales teams, who switched from in-person to remote sales meetings during the COVID-19 pandemic. I’m the Chief Revenue Officer at simPRO Group. Our cloud-based platform is a single-stop service, project, and maintenance management solution used by more than 6,000+ trade and construction companies in field and office environments. Our customers include electrical, plumbing, HVAC, security, and fire protection service providers in the US, the UK & Ireland, Australia, and here in New Zealand. THE CHALLENGEWit
In a sales cycle, the magic moment occurs when the customer becomes more interested in a company than the company is interested in the customer. If you can’t identify that point and replicate it, you can’t scale effectively. Kustomer didn’t want to miss out on those opportunities. Kustomer is a customer service CRM platform that helps our clients effortlessly manage high support volume. We operate as a true SaaS model in that we want our customers to have a single hand to shake (or a throat to choke) both pre-and post-sale. This model allows us to make smart business decisions in terms of customer acquisition, and better fulfill our promise to ensure they get the full value of the product. I joined the company as VP of Sales just a few months after our market launch, but within 90 days the CEO asked me to take on the Customer Experience team. It was supposed to be temporary, but four years into the journey, I’m the SVP, Global Sales and Customer Experience. The entire revenue funnel fr
Impact transforms the way enterprises manage and optimize all types of partnerships. Their Partnership Cloud is an integrated end-to-end solution for managing an enterprise’s partnerships across the entire partner life cycle to activate rapid growth. They were in search for a solution that could provide more clarity around what reps were saying in their calls, so they could provide a better onboarding experience for new salespeople to help them ramp faster, and to also improve the company’s overall coaching processes. Since getting Gong, they’ve improved coaching through feedback and call libraries, informed coaching priorities with Gong data and analytics, and gained clarity on customer needs and personal areas of improvement. THE CHALLENGEImpact wanted more transparency around how its reps conducted phone calls. It also wanted to boost its onboarding process to ramp new employees faster and improve ongoing call coaching. THE SOLUTION Comments, Tagging, and a Call Library for better p
”Everyone impacts retention”That’s Alli Tiscornia speaking. She’s the Chief Customer Officer at Sendoso, the world’s first Sending Platform (SP). Sendoso helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, Sendoso customers increase the effectiveness of their existing go-to-market programs and improve their relationships with customers. Alli leads a Customer Experience team of 50 and is a strong advocate for the “everyone impacts retention” mantra. She believes her team’s success is dependent on happy, satisfied customers. However, no company in the history of companies has ever had 100% happy-all-the-time customers. All organizations experience churn. Learning why customers leave or choose not to renew inevitably becomes a guessing game — an educated guess at best. Was there a gap in the sales-to-customer success transition?Did the champion move to a new company?Was it one bi
Workato is the single platform to integrate anything and automate everything. It is an Enterprise Automation platform that enables both business and IT to drive business outcomes by listening to and taking actions on business events. As a company in hypergrowth, Workato knew it was time to stop relying on anecdotal data. And, as Bhaskar Roy, Head of Growth and Marketing at Workato, wisely stated, “You can’t make practical changes based on anecdotal data.” Before Gong, the truth always lived somewhere between “one sales rep said this; another said that.” It became a real challenge to effectively — and accurately — track demand generation and see the full funnel. This uncertainty didn’t sit well with Bhaskar, whose marketing team is driven by the number of opportunities it generates. Note: While all Marketing and Sales teams — in theory — work hand-in-hand, Bhaskar believes the two teams at Workato are uniquely aligned because a core marketing metric, the data point everyone on his tea
If customer referrals are gold, unsolicited customer referrals are platinum. When Chief Revenue Officer at Inflow Communications, a Gong customer and Genesys partner, said, “Because of Gong, we are moving significantly more business,” that’s all Alex Ball, VP of Mid-Market & Velocity Sales at Genesys needed to hear. He was “all in,” ready to learn more.Alex immediately started internal discussions at Genesys about Gong.“When a partner goes out of its way to share how much they love a product in its tech stack,” said Alex, “that speaks volumes.”Once Genesys purchased Gong, they began understanding what Inflow meant about “moving significantly more business.” In the first year of implementing Gong, Genesys achieved the following:A 50% increase in win rate for Gong-influenced calls A 38% reduction in opportunity time to closeTHE CHALLENGEGenesys wanted to reduce the amount of time sales managers spent on each account’s prep work. It also needed more efficient onboarding to make reps
SurveyMonkey: Where the Curious Come to Grow SurveyMonkey is the world’s leading survey software, and as a company, it is a place “where the curious come to grow.”Jeffrey Coleman, SurveyMonkey’s VP of Customer Success, is well-aligned to this philosophy. “We’re always trying to figure out what it is we can learn from a situation,” he shares. “How do we take what we’re learning, adapt that, and really put that into our growth mindset?” For SurveyMonkey, bringing in Gong was an opportunity for their team to start to listen and learn about what was really going on in interactions with customers. Gong Helps SurveyMonkey Elevate the Quality of Customer Conversations Since deploying Gong, SurveyMonkey has seen an improvement in CSMs who were being coached, but also by the managers who are doing the coaching. Using scorecards, having visibility into the lifecycle of an account, a greater understanding of churn indicators, and better cross-functional collaboration has helped the CS team thrive
When new Diligent employees go through orientation, they are introduced to Gong.You see, Gong has been a vital member of the Diligent team for over 2 years.And to be clear, when we say “Gong,” we don’t mean a person at Diligent. Nope. We are referring to Gong, the company — you know, Gong, the Revenue Intelligence platform. Gong, the tool that allows you to operate based on reality instead of opinions.That Gong. Gong is embedded into Diligent’s culture. Diligent is “the pioneer in modern governance,” empowering leaders to “turn governance into a competitive advantage through unparalleled insight and highly secure, integrated SaaS applications, helping organizations thrive and endure in today’s complex, global landscape.”This is the story about how Gong made an immediate impact and eventually engrained itself in nearly every team at Diligent — from its sales, marketing, customer success, and product teams.Since implementing Gong, one of the Diligent sales team boasts:A 7.4% increase in
Content Marketing- From Inspiration to Generation with Gong's Content Marketing Manager Nehal Tenany
Ever wonder how the Gong Marketing Team creates such incredibly relevant, persona appealing, and actionable content? From inspiration to content generation, Content Marketing Manager, @nehal.tenanyshares her workflow on how she creates attention grabbing, easily digestible, helpful and relevant content.00:38 - Gong Superpower"My superpower that Gong provides me with is the ability to eavesdrop into sales calls for inspiration and content generation."00:46 - Content Marketing’s Biggest Challenge"One of the biggest challenges that we have is the ability to deeply understand the buyer"00:55 - The Workflow on Finding the Right Calls to Help Build the Right Content" Here how I find and listen to Gong calls around customer pain points and challenges"02:29 - Once the Right Call is Found, Nehal Listens to the Call to Gain a Deeper Understanding of the Customer Challenge"I try to fully understand the challenges of this persona"3:11 - Once All the Informations is Gathered From These Calls, Nehal
Former Rockstar SDR now CSM @Alyssa Sanchez shares her workflow on how she gains inspiration and scales her time on crafting highly effective prospecting emails, which she attributes a large part of her success as an SDR00:26 Alyssa’s Superpower" Here is how I supercharge my prospecting emails using Gong"00:31 Why it’s so important" In my time as an SDR, I've found that having both great cold calling skills and email outreach skills is crucial to being an over-attaining SDR"01:01 A big challenge SDR’s face" The toughest thing about prospecting is sending the right message at the right time"01:14 Alyssa starts her workflow in slack" I like to see which meetings top performers have recently set"01:54 Then accesses Gong via link in slack" This link will allow you to go straight to where in the account the meeting was booked"02:11 How Alyssa identifies a top performers email strategy" Here I can really drill down to see what were these personalized touches across all different stakeholder
@Mark Banuelos Customer Training Specialist share the FOUR areas of his job in which Gong has a significant impact. This video gives you an understanding of the primary challenge all customer education teams face, how @Mark Banuelos has uniquely solved those with Gong…and how deeply embedded and critical Customer Education is to the entire post-sales journey of our prospects / customers.In Mark’s own words - “I’m going to share with you an end-to-end workflow that my teammates on the training team use that makes us feel like we have a superpower” 00:09 - What is Customer Education?00:21 - What is their biggest challenge?"One of the biggest challenges we face is how do we create a uniqued and customized learning experience for our customers that is both scaleable and efficient"00:41 - #1 Finding the data - Mark walks through how he quickly gathers all the information he needs, specifically customer priorities"We work with many teams ranging from sales, professional services and Customer
Commercial CSM @Abigail Salvador shares how she uses Gong to prepare herself for upcoming customer negotiations. This is a workflow that everyone who does negotiation calls can learn from. Watch how @Abigail Salvador prepares herself with the best talk tracks to take control of her book, ensure her negotiation calls are value driven and drives velocity in her renewals. Abby’s Superpower"My superpower is my ability to get ahead of risky conversations by tapping into how successful CSM handle negotiations"00:40 Why It’s Important" Maintaining control and centering the customer conversation will drive better renewal velocity"00:52 Abby’s Workflow"First, identify the call by searching by call titles where negotiation likely happens"01:54 Finding the Right Type of Risk"Then I lean into the specific type of risk to help you identify which calls to listen to. In this case I want to hear when pricing is discussed"02:36 Leaning in On The Customer Voice"I refine by search by only listening to
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