One area of focus for our sales team will be having them speak more more to value than feature dumping. Does anyone have any suggestions on how Gong can be leveraged to notify AE managers when value is discussed on calls proactively? Or said another way, what’s a good way to highlight AEs who spend time talking features vs value?
Any help or ideas would be greatly appreciated.
Best answer by Mike Cardno
It’s tempting to default to feature dumping in the absence of good discovery questions.
A basic tracker (time bound to within X minutes of call start / aligned with your process) that includes the essential question words - what, describe, how etc - should identify top performance.
From there you can drill in to individual calls and likely find that there’s much more value being spoken to on those calls.
Would also be curious to hear what you’re doing now so that we can build on top of that!
I’ll also tag an expert internally on this topic as well so you get the best answer here.
Thanks
It’s tempting to default to feature dumping in the absence of good discovery questions.
A basic tracker (time bound to within X minutes of call start / aligned with your process) that includes the essential question words - what, describe, how etc - should identify top performance.
From there you can drill in to individual calls and likely find that there’s much more value being spoken to on those calls.
+1Trackers are a convenient, great way to start. I would also suggest leveraging snippets for examples of good and leverage peer to peer learning. You will begin to see some of your team shift the messaging becuase they see and hear what good looks like.
Trackers are a convenient, great way to start. I would also suggest leveraging snippets for examples of good and leverage peer to peer learning. You will begin to see some of your team shift the messaging becuase they see and hear what good looks like.
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