SHARE REVENUE HACKS & TIPS
Share your sales tips & ideas with other customers
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🎶 On the sixth day of Gong, my sales rep gave to me, Gong Forecast for my sales stra-te-gy. 🎶 With Gong Forecast, your deals will be as clear as ice. 🧊 If this is your first time hearing about Gong Forecast, check out this update to learn more and request to see it in action. Want to know how Senior Director of Sales @Ken Edwards uses Gong to boost forecast accuracy and deal management at Uberflip? Peer into Ken’s in-depth weekly routine in Gong. See Gong Forecast in action! Learn how Gong Sales Manager @Drew Wills uses Gong to drill into forecasted deals to see a full and clear reality in this episode of How Gong Uses Gong. Forecasting isn’t just for Sales. Learn how Gong Senior Director of RevOps @Shantanu Shekhar leverages Gong to bring a blend of data and reality to his perspective in leadership forecasting conversations in this episode of How Gong Uses Gong. Managers, get excited! Rolling up an accurate forecast just got a whole lot easier. From Gongster @Andrea Cantrel
🎶 On the fifth day of Gong, my sales rep gave to me, tools for up-leveling my Gong stra-te-gy! 🎶 With a new year just around the corner, there’s no better time than now to start thinking about your goals. And if your goal is to take your Gong expertise to the next level (which it totally should be!), we’ve rounded up the tools you need to set yourself up for success in 2023: Looking to show off your Gong skills and boost your career? Become Gong certified and join an elite group of Program Managers and Frontline Managers! Learn more about the Gong Certification Program here Join the Gong Program Managers group to connect with and learn from fellow Gong Admins like you Join the Frontline Managers group to connect with and learn from fellow FLMs like you Are you ready to save the Realm of Reality? Travel through the mystical land of Gong with your trusty sidekick Bruno on one of our Gong Quests! Begin a Gong Quest on Gong for Salesforce, Gong for CSMs, and Managing Econ
🎶 On the fourth day of Gong, my sales rep gave to me, Gong Sales Enablement and RevOps strategies! 🎶 Sales Enablement Managers and Gong Admins, this is our holiday gift to you. Here are some the best resources from 2022 written by Visioneers and Gongsters like you, all wrapped up in one big, sparkly Gong bow! Need a few suggestions to get your enablement strategy off to a fast start? Check out this Enablement guide from the Gong Academy. We asked Sales Enablement Managers how they use Gong to track a rollout or initiative. Here are the best tips from Visioneers @Isabella Grandchamp, @John Machak, @Delila House, @Ian Gwynne, and @Viktorija: How a Sales Enablement Manager at Mimecast uses Gong's saved searches, aligned trackers, scorecards, and filters to create a best-practice library for his Sales team How a Sales Enablement Manager at Pigment uses Gong to run "Disco Call coaching sessions" with BDRs and AEs How a Sales Enablement Manager at Perkspot uses Gong to tra
🎶 On the third day of Gong, my sales rep gave to me…Gong data for my revenue strategy! 🎶 Cozy up by the fire 🔥, grab a mug of hot chocolate ☕️, and dive into our Gong Data resources, including meetups, groups, courses, and more! Learn how to leverage Gong data with this course in the Gong Academy here. Want to know how your Gong rollout is being adopted by your team? Check out this quick course in the Gong Academy! DYK: Visioneer @Andrew O'Driscoll hosts a monthly meetup for Data in Gong! Join the Data in Gong group for meetup updates and recaps: https://visioneers.gong.io/groups/data-in-gong-78 Register for our next meetup on 12/14 at 1:00 PM ET: https://visioneers.gong.io/events/12-14-visioneer-community-meetup-for-data-in-gong-79 Browse Gong date-related questions and answers from fellow Visioneers here. How are you planning to use Gong Data in the new year? Let us know in the comments, and be sure to check out all 12 Days of Gong resources here!
🎶 On the second day of Gong, my Sales rep gave to me, Gong Macroeconomic Trackers and a revenue strategy! 🎶 Don’t let the current macroeconomic climate knock your holiday spirit. Here are a few strategies and tactics you can implement to mitigate macroeconomic risk in your business as you head into next year. Get Gong’s playbook for tracking and staying ahead of macroeconomic risk, shared by our own Senior Manager of Value Insights @Sunny Huang, here. Learn Gong’s VP of Strategic Sales @Bob Spina’s five-step approach to reshaping your sales strategy for the macroeconomic climate here. What strategies or tactics in Gong have you implemented to mitigate risk and keep business on track?Let us know in the comments, and be sure to check out all 12 Days of Gong resources here!
🎶 On the first day of Gong, my Sales rep gave to me, a Smart Tracker for a revenue stra-teg-y! 🎶 In case you missed it, we launched Smart Trackers so you can quickly and easily train our AI engine to accurately track more initiatives without hours of QA. Read up on Smart Trackers and watch a tutorial here Learn how to start creating Smart Trackers here See how Visioneer @Andrea Ihara uses Smart Trackers to engage new sellers here And don’t forget about Initiatives, which lets you see who’s using your latest messaging and who needs encouragement. Check out the Initiative board and take a tour here See you tomorrow for Day Two of 12 Days of Gong! ☃️
The holiday season is a time for reflection...and 2022 was quite a year! Here at Gong, we looked back through our best content and wrapped up the gems you may have missed. For 12 days, starting December 1st, you’ll find “best-of 2022” content from the Visioneer Community and the Gong Academy. These 12 days will be packed with a little something for everyone: Deals, Trackers, Data in Gong, productivity hacks for Sales Enablement Managers, Frontline Managers, Executives, and more! Don’t miss (twice) these roundups from the Gong team and your Visioneer peers, perfectly paired with eggnog and holiday cheer. Start the holiday season right and come back here every day for new (-ish) content curated just for you. After all, it is the most wonderful time of the year! Day 1: Sleigh all day with Smart Trackers & the Initiatives DashboardDay 2: 🌲 Fir-get about surprises with our Macroeconomic TrackerDay 3: 🪵 Yule be blown away after learning what Gong Data can do for youDay 4: Ready to sp
What does a day in the life look like for you? -Wake up ~5:30am-Start work at 6:00am (I work east coast hours)-Answer emails, prep for the day/week, organize, ect. -Join calls as scheduled-Lunch break and try to take a walk or do yoga-Afternoon work (meetings, pipeline building, ect)-Afternoon workout-Errands-Dinner and shows
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
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
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
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
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
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
Gong is the first platform I log into and the last thing I check at the end of the day. Why? The deals section. It’s where I go to understand my business as the Senior Director of Sales at Uberflip. Of course, much of my coaching, enablement, and customer feedback lives in Gong, but for my day-to-day job of serving a team that is focused on driving revenue from new logos, it’s indispensable. Our team cadence is probably similar to yours, so you should be able to use the tips below about how Gong fits into our routine. Its place in our process is critical to being effective on the front lines and communicating accurate numbers up to my senior exec team and board. Here’s how we make sure that happens consistently: Let's start with effective deal management. Monday is pipeline review day. Our frontline managers typically start their work week running pipeline reviews with each rep on their team. We separate this from sessions dedicated to coaching or career development so the managers and
🥁 Topping up our Gong habits: how we're getting more out of Gong across Sales, CS, Marketing & Product
We recently launched an activity-based SPIFF for all Gong users (recorders & collaborators) across all our revenue & product functions and saw some amazing levels of engagement.We’ve now taken that one step further and created five Gong Awards categories which we’ll track via nominations from the team (including self-nominations) to turn this initial increase in activity, into real insights.#realitynotopinions after all! (Feel free to steal and copy as much as you like!)
For our Community team event this quarter, @Molly Kipnis and I met with Michelle Carter, an olympic athlete and gold medalist. Michelle has an inspiring life - her dad (also her coach), won an olympic medal the same year he won a Superbowl ring and Michelle even suffered a debilitating injury and bounced back! Michelle created the five champion's mindset principles and how to apply these principles to different areas of your life. Sharing with you for inspiration! See it Create a vision board. Other ways to create a vision board: consider using words, they double as affirmations and also consider writing out your bio. Imagine what it looks like. If you see it, you believe it. Visualize in detail exactly what you want to achieve so that it feels like you’ve done it 1000 times. Speak it Get comfortable saying exactly what you want to accomplish Muhammad Ali verbally said he was the greatest, he internalized it, believed it and became it. “Whateve
Managers, get excited! Rolling up an accurate forecast just got a whole lot easier. Check out three ways Gong helps you roll up a number you can defend: You have access to what’s really going on in your pipeline.Your Forecast board marries CRM data with deal activity to help you decide which deals to include in your forecast (and when to put away those rose-colored glasses). Drill down into any forecast category to review the deals that make up your forecast. Take a gander at account activity in the side panel, then hop over to the Inspection tab to look for deal warnings. See a deal in commit that’s gone quiet or isn’t multi-threaded? Give it the boot! You can track trends over time. Seems simple, really, but being able to see week-over-week trends for each forecast category is a superpower. Commits trending down late in the quarter? It’s time to roll up your sleeves and look under the hood! You’ll get a read on forecast accuracy with no heavy lifting. How can you gauge your forecas
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