SHARE REVENUE HACKS & TIPS
Share your sales tips & ideas with other customers
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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
Thanks for coming to our recent customer event - Train With Gong’s A(I) Team: Smart Trackers & Deal Boards. As promised, here are tips directly from the experts themselves. These tips will help you leverage Gong to effectively track and reinforce the adoption of your strategic initiatives at scale. Tips from a Sr. Product Marketing Manager @ GongI’m sure you’re thinking about all the different ways you can start to use Smart Trackers in your business already. So, I’d like to leave you with a few actionable tips so you can get started leveraging Smart Trackers ASAP.If this is the first time that anyone in your company has used the feature, a business admin will need to unlock it first.Unlocking smart trackers enables us to prepare your calls so that they can be used to build the tracker’s AI model. This process takes up to 2 days. When the processing is done, you’ll be notified by email and can start building your first smart tracker.This model needs at least 500 calls in the system
I’m doing our end of year metrics and have decided to focus on three areas moving into 2023: More than 4 engaged contacts before our technical eval sales stage, ensuring that we are addressing budget before this same stage, and ensuring we are discussing quantifiable metrics for a successful implementation.BUT…I want to raise enthusiasm. Has anyone done some kind of gamification, perhaps for 30 days, that really got people hyped up about their usage of Gong? Extra applause if it involves building out a “best of” library…. Thanks in advance…
🎶 On the eleventh day of Gong, my sales rep gave to me, coaching best practices for my Sales stra-te-gy! 🎶 Good news: Frontline Managers were on the nice list this year. As a treat, here are lots and lots of resources from the Visioneer Community and Gong Academy that will make your jobs easier! From Visioneer @Train the Sales Trainer, get the seven-rule sales coaching formula for role play. Check out this stellar resource from Visioneer @Matt Green on building Sales career paths for your team! From Visioneer @Andrew O'Driscoll, these are the 7 tabs in Gong you need to run an effective 1:1! Visioneers like you have had lots of coaching best practices to share - feel free to add your tips in here too! Coach like an all-star with this Modern Coaching playbook. Have you joined the Frontline Manager group yet? It’s a Visioneer Community favorite. Join a conversation or start a new one! Gongster @Chip Grossman shares his not-so best kept secrets like how to coach on your
🎶 On the twelfth day of Gong, my sales rep gave to me, executive best practices for my sales stra-te-gy! 🎶 Before we go on our merry way, we’d like to share some of our favorite best practices from executive leaders, for executive leaders. This playbook is the kick-off tool you need to get you thinking about the sales decisions Gong can help you solve. Get leadership strategies and best practices here. Only have 10 minutes? Take this course to learn high-impact tips for executive sponsors to maximize your Gong rollout. @Kelly Wright knows how to run go-to-market. You’ll be on the edge of your seat reading her blog, The Edge. In many cases, the key to unlocking the potential of your product is Customer Education. Hear from @Eran Aloni the three reasons why advanced customer education is crucial for your business. This one’s for those “We have a problem…” moments. From VP of Sales @Bob Spina, get the five-step framework for keeping business on track during challenging macr
🎶 On the tenth day of Gong, my sales rep gave to me, Gong Assist for my sales stra-te-gy! 🎶 Get up to speed on the world’s most intelligent task master! If you love learning, you’ll crush through this Gong Assist course in the Gong Academy! Assist Hub is your one-stop-shop for prioritizing and acting on deals, so you can keep your pipeline moving and meet your quota. Here’s an Assist Hub how-to from our Help Center. Not sure how to maximize Assist? Here’s everything in the kitchen sink on how to use Assist in your life. If you’re not already using Gong Assist, make sure to sign up for the beta program. Join this LIVE Gong Assist Training to learn how to work smarter, not harder with Assist. Time kills all deals. Learn two Gong Assist workflows for driving deals and making sure that nothing slips. With Gong Assist, you can save money on that virtual assistant you were planning on hiring for year end! How does Gong Assist make your life easier? Let us know in the commen
🎶On the ninth day of Gong, my sales rep gave to me, CSM best practices for my Sales stra-te-gy! 🎶 Good news: Customer Success Managers were on the nice list this year. As a treat, here are lots and lots of resources from the Visioneer Community and Gong Academy that will make your jobs easier! If you want to learn best practices around reviewing calls, reviewing deals, finding calls and tracking your progress in Gong, this one’s for you. Sign up for a Live Getting Started with Gong training session here. Looking for self-paced training specifically for you? Check out this course to learn key CSM workflows in Gong and get tips and tricks from the pros along the way. CS Leaders, we didn’t forget about you! Check out this course to learn how to effectively forecast risk, coach your team, and get new hires ramped up fast! Are you ready to save the Realm of Reality? Travel through the mystical land of Gong with your trusty sidekick Bruno on this Gong Quest for CSMs! Want to kn
🎶 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 seventh day of Gong, my sales rep gave to me, Deal best practices for my Sales stra-te-gy! 🎶 Gong without Deals is like cookies 🍪 without hot chocolate ☕️ — they’re just better together. Check out the best-of-the-best Deals content from Gongsters and your Visioneer peers while you enjoy your cookies and hot cocoa this holiday season: Here are 10+ Deals best practices from @David Roi, @Viktorija, @Kayla Kuzer, @SaaS Revenue Guy, @Jacob Walker, @Ezz24, @Alex Heller, @Susan Kilcline, and more! How a Sales Manager at Centrical uses Gong to understand why deals are stalling How a Sales Enablement Manager at Accredible uses Gong to track MEDDPICC methodology adoption in deals How a Sales Director at Occupier uses SPICED + Gong's deal boards to recognize patterns and pressure test deals How a Sales Director at Alpine IQ uses next steps and deal warnings in Gong to stay on top of deals and frame follow-ups How a Sales Director at NYSHEX uses next steps, d
🎶 On the eighth day of Gong, my sales rep gave to me, MORE Deal best practices for my Sales stra-te-gy! 🎶 If you were hoping for some more Gong Deals content…it’s your lucky day! On this day of 12 Days of Gong, we’re featuring all of the Deals content specifically from our Gong Academy. By the time you finish taking all of these courses, your Deals skills will be brrrrrrrrilliant! ❄️ Ever wondered what a day in the life using Gong should look like for your role? Join a live training session for a deeper understanding of best-in-class workflows so that you and your teams can close more deals. Check out our live training library and sign up for an upcoming session Frontline Managers — get Gong certified! Master your craft at managing your teams, deals, pipeline, and forecast using Gong. Learn more about the FLM Gong Certification here. Operation: Presidents Club! Set yourself up for success and brush up on your Deals knowledge. Give yourself a quick refresher on reviewing pi
🎶 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 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
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
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