Hi Everyone, I’m trying to identify common objections in Gong. Outside of going through and listening to calls at 2x speed, I’m trying to see if there are any best practices users are doing to identify these.
For context, I find objections in Gong, then hold a 30 minute meeting and call on different reps to give their response to the objection. Then allow the team to give feedback. So trying to find trends around objection.
Have you tried using the calls you have already identified, isolate the common language you are hearing your customer use, then using that to create a Smart Tracker?
I have done something similar isolating language to create VOC - Voice of Customer Smart Trackers. We can then drill down into Negative VOC Sentiment, or Positive VOC Sentiment.
One of the most successful applications of this that I implemented was using Smart Trackers linked to Slack - with a user group for just Senior Leaders within the org. The tracker was for late stage competitor mentions. I identified when any competitor mention came up on an opportunity that was set to close in that calendar quarter - OR - that was in the late stages of the sales funnel.
Leadership LOVED this visibility.
Smart Trackers are the best way - but a slightly more efficient way if you’re looking for a bandaid fix is to go into a call → points of interest → asked by others. It’s not perfect because it does pick up questions like “where are you located?”, but it could make what you’re doing a bit more efficient.
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