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SHARE REVENUE HACKS & TIPS

Share your sales tips & ideas with other customers

  • 115 Posts
  • 154 Replies
115 Posts
TLee McNabb
TLee McNabbEnthusiast
posted in SHARE REVENUE HACKS & TIPS
Using AI in our Pipeline Board

I use our Pipeline Boards for viewing status of deals multiple times a week - sometimes multiple times a day. One thing I have been thrilled to see is that when we open our Next Steps field, the AI-Suggested deal updates seem to be getting better and better as far as accuracy. I have included a HEAVILY redacted example for you to see. We just click the pencil in the field, and then the AI-Suggested deal updates suggestions appear below.The only thing we need now is a new field that can accomodate a larger character limit. We have been bound to 250 characters and with such rich updates coming from the AI suggestions, it’s a shame that we can’t just use them as-is. Quite a bit of doctoring work has to go into making the suggestion useable.I’d ove to hear if you are having luck with using AI suggestions.TIA    

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TLee McNabb
9 days ago
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Lauren SheppardGongster
asked in SHARE REVENUE HACKS & TIPS
POLL: What's your favorite kind of content from Gong? 📊📖

Help us curate the best content for you and your team. 

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L
4 months ago
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Lauren SheppardGongster
asked in SHARE REVENUE HACKS & TIPS
POLL: Sales leaders, what's keeping you up at night? 🦉👀

 

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L
4 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
Ask Anything Prompts for CSMs

Hey, Visioneers! This one’s for our CSMs here in the Community. On behalf of our CSM team at Gong, here are some of the Ask Anything prompts we use to learn about business goals, feature usage, renewals and upsells, and more.Please feel free to use these prompts in Gong’s Ask Anything on calls with your customers, and let us know below what prompts you’ve been finding helpful in your day-to-day!  Business GoalsIs there a specific problem the customer is trying to solve with our product? What specific challenges or pain points is the customer experiencing? What are the customers expectations or desired outcomes with our product? What are ACME’s business goals? I am the new CSM acquiring this account. Write me a concise statement in bullet point format listing the goals and priorities of this customer Which senior leaders have we engaged with?  What did they discuss? Feature UsageHave we discussed XYZ feature?  How many times? When? How did the customer respond?     SentimentSummarize th

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Molly Kipnis
6 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
Watch the recording: An ask-me-anything with Gong CFO Tim Riitters

Did you catch our ask-me-anything earlier this week?  I had the pleasure of interviewing Gong’s CFO Tim Riitters and asked him YOUR questions about demonstrating ROI, navigating sales pitches to CFOs, and exploring the best practices in the realm of financial leadership. Here’s a glimpse into just three of the invaluable takeaways that emerged from our discussion:There are four main reasons why people buy technology or services: increasing revenue, decreasing cost, risk management/compliance, or improving customer experience. If you’re in a position where you sell to a CFO, it’s important to understand which of these problems your product or service solves for. CFOs trust internal champions more than vendors. As a vendor, you should identify the internal champion at your prospective company and empower them with predefined ROI templates and case studies for the CFO.  Every proposal includes ROI, but few proposals focus specifically on the “R”. When selling to a CFO, help them understan

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Molly Kipnis
7 months ago
Daniel Morgese
Daniel MorgeseGongster
posted in SHARE REVENUE HACKS & TIPS
3 Key Takeaways from Shane Evan's AMA on building a world-class revenue team

Shane Evans, CRO at Gong recently shared his wisdom and experience during an AMA webinar on how to build a world-class revenue organization. In case you missed it, we summarized some of our key learnings from his great chat with @Molly Kipnis including: Where to start as a first-time CRO How to measure success When and where to get involved in deals Check out the entire blog here!   

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Daniel Morgese
7 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
YOU’RE INVITED: Ask Tim anything about selling to a CFO!

On April 10th, 2024 at 8:00 AM PT, you’re invited to join us for part-two of our AMA series with Gong CFO Tim Riitters.  RSVP HERE! This is your chance to ask Tim questions about how to sell to a CFO, proving ROI to your investors, and more.  Tim is the renowned Chief Financial Officer at Gong.io, which he joined after serving as the CFO at Pure Storage, Inc. He carries a wealth of experience from leading the finance teams at companies like Google, Deloitte, and Siebel Systems, to name a few.  During this session, Tim will answer your questions like: What matters most when assessing the ROI of purchasing a new product or service? What is “The rule of 40,” and how do you use it to understand your business’s financial sustainability and efficiency? How can I leverage Gong to accurately forecast financial outcomes and communicate metrics that matter? ​Please submit your questions to this Google Form, and we look forward to seeing you on April 10th!

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Molly Kipnis
7 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
YOU’RE INVITED: Ask Shane anything about building a world-class revenue team

On March 7th, 2024 at 8:00 AM PT, you’re invited to join us for an exclusive ask-me-anything with Gong CRO Shane Evans.  RSVP here!  This is your opportunity to ask Gong’s CRO, Shane Evans, questions about how to build and run a dynamic go-to-market team in today's competitive landscape! Shane has led revenue organizations through every stage of growth, from smaller startups to multi-billion dollar enterprises like Talkdesk. He’s also led teams at MX, a fintech company where he doubled the revenue and scaled the sales and GTM teams. Shane was also at Qualtrics during its multi-billion dollar acquisition by SAP. Put bluntly, Shane has some serious lessons to share. Join us to hear them! In just 45 minutes, you’ll hear Shane answer questions about:  Developing and running a revenue generation strategy (for any stage of growth) Getting strategic alignment on fast-growing teams Focusing on sales processes that drive consistency and results Managing change through strategic or market shifts

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Molly Kipnis
8 months ago
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Jess ArmstrongGongster
posted in SHARE REVENUE HACKS & TIPS
Continue the discussion from "Grow your Lifetime Value: How CS teams can make the most of existing customers"

  Thanks for coming to our recent customer insider event on how CS teams use Gong to mitigate risk and grow accounts!Here’s a quick recap of what we discussed:Rich from Sensei LabsExpectations of Customer Success are increasing:  Majority of growth is expected to come from expansion CSMs are expected to carry more ARR than ever before Retaining customers is getting harder CS leaders need to put systems in place to make retention and growth easier. Sensei labs uses Gong Forecast to: Get proactive visibility into risks and seize on opportunities before they grow stale Enable managers to help coach to better outcomes Combine account health scores with deal health CRM + CS platfrom + Gong: There are different jobs to be done from each, but they should all work together to give the most comprehensive picture possibleColleen from GongCSMs are facing stronger headwinds with recent pressure to consolidate tech stacks. She looks at 4 leading indicators in accounts: Key persona engagement,

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J
8 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How Kovrr's Director of Product Management Amir Kessler used Gong to collect product feedback

🎶 On the fourth day of 12 Days of Gong, Amir Kessler gave to us……best practices for Gong for Product! 🎶 Introduce yourself - what is your name, role, and organization?Amir Kessler, Director of Product Management at Kovrr. What is the challenge you were facing at your organization?We want to better understand the product features requirements and requests of our clients. Given that this data can come up in any call, Gong was the perfect place to use as a point of where all the data flows and to tag the data using Going tools. What workflow in Gong did you use to solve this challenge?We started by using trackers, but that wasn't good enough for us, as many times the requests and requirements we got were communicated to us using words we didn't think of, and therefore the tracker didn't catch them. Instead, we decided to use the native Gong app in the Zoom application. Whenever someone on a call encounters and hears data that could be classified as a request or requirement, we write a c

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Molly Kipnis
9 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How Postman’s Revenue Enablement Manager Abhishek Humney uses Gong Deals to standardize certifications, share insights, and uplevel his Sales stars

🎶 On the twelfth day of 12 Days of Gong, the Visioneer Community gave to me… …RevOps best practices from Abhishek Humney! 🎶 On this episode, Abhishek takes a deep dive into the secret sauce that’s been helping Postman’s Sales team hit their numbers.  Fun fact: Abhishek was the winner of the #MyGongSecret for Deals contest! This was his winning submission.  Here are just a few of things you’ll learn from this video: How Postman uses Gong to standardize their certification rollouts, using streams and scorecards and measuring the adoption and impact (revenue influenced) of their initiatives.  How to use Gong to track deals, wins, and losses with custom dashboards How to use Gong filters to analyze sales metrics and capture winning competitor mentions How Postman uses scorecards and best-scored calls as the curriculum in their training library.  How Postman encourages reps use Engage (previously Assist)Thanks so much to Abhishek for sharing his story! Be sure to check out all of the live

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Molly Kipnis
10 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How Viken Eldemir, CEO of DataChat.ai uses Gong to create a force multiplier for Product and Engineering

🎶 On the eleventh day of 12 Days of Gong, the Visioneer Community gave to me… …Gong best practices for CEOs from Viken Eldemir! 🎶  The challenge: Product feedback for the Engineering team was coming from notes from CSMs during customer calls, but it lacked context and didn’t allow for the engineering team to ask questions. The results: 6 weeks after Gong implementation, Engineers requested access to Gong from Viken at the company holiday party A searchable repository of objective, unfiltered feedback  Viken’s favorite holiday tradition: “My wife, kids, and I wake up on Christmas morning, open presents, then head into downtown San Francisco and tour our city for the day and night. It’s been a tradition for the last 8 years.”Thanks so much to Viken for sharing his story! Be sure to check out all of the live episodes of 12 Days of Gong here!

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Molly Kipnis
10 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How Greenlight Guru’s Director of Sales Enablement Missy Parish used Gong to generate $1M in revenue

🎶 On the tenth day of 12 Days of Gong, the Visioneer Community gave to me… …Gong revenue generating best practices from Missy Parish! 🎶 In this video, Missy shares how she used Gong to speed up the sales cycle and generate $1M in revenue for Greenlight Guru.  The challenge: Solutions engineers were doing more demos per opportunity than typical, resulting in a slower sales cycle The workflow: Solutions Engineers identify all features of software Solutions Engineers record demos for each feature Enablement team edits them into customer facing resources for AEs Build video library in Gong of snippets AEs share the videos with prospects so that they can track views and know when to reach back out/what follow up resources to send The results: Generated $1M in revenue for the business Average sales cycle went down by ~50% 36% of deals where videos were used resulted in close/won Average deal size was higher when videos were used Missy’s favorite holiday tradition: “Buying dated ornaments f

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Molly Kipnis
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How Deel’s Senior Sales Director Mike Gallardo uses Gong to hire and coach a world class team of AEs

🎶 On the ninth day of 12 Days of Gong, the Visioneer Community gave to me… …Sales leadership best practices from Mike Gallardo! 🎶 Introduce yourself - what is your name, role, and organization?Mike Gallardo, Senior Sales Director, Deel. What is the challenge you were facing at your organization? Deel is arguably the fastest growing startup of all time. My key priorities as a leader are always hiring world class Account Executives and reducing their time to productivity as much as possible.The challenge was how to execute on these initiatives (effectively and at scale) with a complex and technical product, across large cohorts of new sellers. What workflow in Gong did you use to solve this challenge?The first workflow I use in Gong to solve these challenges is reviewing AE interviews. It’s the best way, especially as an all remote company to:(1) Drive alignment and make sure you're hiring the best talent(2) Provide feedback to interviewers so they can improve(3) Document what great in

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Molly Kipnis
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How iWave’s Director of Training and Enablement Barbara Stacey uses Gong Initiative Boards to roll out and track new product messaging

🎶 On the eighth day of 12 Days of Gong, the Visioneer Community gave to me… …Gong Initiative Board best practices from Barbara Stacey! 🎶 In this video, @Barb S shares how she used Gong Initiative Boards to strategically roll out new product messaging at iWave.  The challenge: Understanding how teams were adopting new messaging Understanding how the messaging was being delivered in the field How the messaging was landing and if there was a need for course correction The workflow: Goal:  20-30% adoption in first week  40-50% adoption rate in 3 weeks Create keyword trackers aligned with product name and three components of sales pitch Create Streams and bucket calls by department to find calls when new messaging was mentioned Celebrate successes in Slack channels so people could hear what “good” sounded like Create alerts for calls without any mention of the new product and share with leadership daily The results: 40% adoption rate within first week  52% adoption rate within three wee

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Molly Kipnis
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: A throwback to the best of 2022

🎶 On the seventh day of 12 Days of Gong, the Visioneer Community gave to me…...a throwback of last year’s best content from the Community! 🎶In case you missed it, last year, we rounded up the “best-of 2022” content from the Visioneer Community and the Gong Academy. We highlighted best practices for Gong Deals, Trackers, Data in Gong, productivity hacks for Sales Enablement Managers, Frontline Managers, Executives, and more! Dive into the gems you may have missed from the Gong team and your Visioneer peers, perfectly paired with eggnog and holiday cheer.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 spruce things up for your next launch or company initiative?!Day 5: Up-level yourself with Gong and get that [ginger]bread! 🍞Day 6: 🎶 Sing “let it go” to your old forecasting process - Gong Forecast is here!Day

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Molly Kipnis
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How CEO of Karbon Mary Delaney uses Gong to understand her business

🎶 On the sixth day of 12 Days of Gong, the Visioneer Community gave to me… …CEO best practices from Mary Delaney! 🎶 In this episode, Mary shared how she uses Gong as a CEO to improve win rates and understand what’s happening across her business at a high level.  Here are just three of the many tips Mary shared in this episode: Start your day by spending ten minutes in Gong. In just ten minutes, Mary is able to answer questions like:  How are we tracking towards our Forecast? What's changed?  Which leaders are using Gong to coach their teams? Is our team aligned on how we’re talking about our new product?  Listen to the last two minutes of your team’s calls. This will help you understand the kinds of objections your teams are getting and what’s blocking them from getting a follow-up call scheduled. Then, you can build trainings for your teams based on your learnings from those last two minutes.  Leverage the How Gong Uses Gong video library. These are quick, how-to videos created b

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Molly Kipnis
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How Director of GTM Enablement Bradley Ciné uses Gong's Smart Trackers

🎶 On the fifth day of 12 Days of Gong, @Bradley Ciné gave to us… …best practices for Smart Trackers (and a recipe for yellow soup)! 🎶 Bradley Cine, Director of GTM Enablement at Movable Ink, shares how he uses Gong’s Smart Trackers to increase MEDDICC adoption at his organization.   The challenge: Getting his Sales team to fill out all the necessary information in the MEDDICC qualification methodology. The workflow: By using Smart Trackers, reps to easily inspect their calls and identify moments related to specific components of MEDDICC. The results: A 25% increase in MEDDICC methodology adoption within Salesforce  Bradley’s favorite holiday tradition/recipe: On January 1st, Bradley celebrate Haiti’s independence day with a big bowl of Soup Joumou, which translates to “yellow soup.” Get the recipe for Soup Joumou here! Thanks to Bradley for sharing his story! Be sure to check out all of the live episodes of 12 Days of Gong here! 

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Molly Kipnis
11 months ago
Hannah Hapin
Hannah HapinCommunity Manager
published in SHARE REVENUE HACKS & TIPS
Tips from "Ready for Revenue Kickoff? How to launch initiatives that stick!"

Thanks for coming to our recent customer event, Ready for Revenue Kickoff? How to launch initiatives that stick!Here are some tips to help you better understand and leverage Gong’s initiative boards and trackers to ensure initiative success. --Use Smart Trackers and Initiative Boards to:❗Help quantify risk💪🏼Verify team adoption of initiatives🔎Identify opportunities to enforce coaching, save deals, and adjust initiatives as needed Smart trackers allow us to pull keywords/phrases from the training and reinforcement activities to measure adoption. But before you go and set up a bunch of smart trackers, consider the maturity of your sales org. If your sales org is fairly new, that means you might not have enough stored data to properly use Smart Trackers, so we suggest using basic trackers instead. We suggest having at least 1,500 recorded calls in your library for optimal accuracy when using Smart Trackers.Here are some resources to help you better leverage Keyword Trackers, Smart Trac

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Hannah Hapin
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How Mimecast's Technology Enablement Architect Ian Gwynne used Gong to roll out a new product

🎶 On the third day of 12 Days of Gong, @Ian Gwynne gave to us…...best practices for Gong for RevOps! 🎶 Introduce yourself - what is your name, role, and organization?Ian Gwynne, Technology Enablement Architect at Mimecast What is the challenge you were facing at your organization? We were rolling out a new product globally where we were taking a product led growth approach by offering a 30 day trial and we wanted to get a better idea of the feedback received from prospects and customer who purchased the solution, what messaging was used for positioning the product and trial and what content was used related to these conversations. What workflow in Gong did you use to solve this challenge?First step was to create a “Smart Tracker” in Gong which allowed us to use Gongs AI to adapt and build off conversations to effectively track what keywords came up during conversations related to our new product roll out. With the use of Smart Trackers we were able to pick up how reps naturally posit

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Molly Kipnis
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How Viable's Head of Marketing Nicole Bansal uses Gong to drive lead flow and product understanding

🎶 On the second day of 12 Days of Gong, Nicole Bansal gave to us… …best practices for Gong for Marketing! 🎶 Nicole Bansal, Head of Marketing at Viable, shared how she used Gong to help generate demo registrations and attendance.   The challenge: Driving lead flow and product understanding  The workflow: Using Gong's search filters, Nicole found snippets of customer reactions to the product during existing demos, which were then compiled into this 30-second sizzle reel. The results: Evergreen marketing material with over 8,000 views from prospective customers (their most watched video — with more views than their demo video itself!) Nicole’s favorite holiday tradition: Putting on some holiday tunes, putting a yule log on the TV, and decorating her Christmas tree!  How do you use Gong for Marketing? Let us know in the comments below, and check out all of the live episodes of 12 Days of Gong here!

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Molly Kipnis
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong is back for another round of Visioneer best practices!

It’s that time of year again…12 Days of Gong is back! For the next 12 days, we’re sharing real-life success stories and actionable best practices from Visioneers like you in roles across Leadership, Sales, Enablement, Marketing, and more! Plus, our Visioneers are sharing their favorite holiday traditions and dishes.  Check this page every day until December 22nd to hear from your fellow Community members about their most impactful Gong workflows! My favorite holiday tradition If we haven’t met yet, my name is Molly Kipnis, and I manage this incredible Visioneer Community here at Gong. Nothing beats summers in Chicago, I do love a good holiday season. Petition to rebrand the seasons to Summer, Spring, Fall, and Holiday? For me, the holiday season is all about the three F’s: Family, Friends, and (most importantly) Food.  I celebrate Hanukkah, and the best part about Hanukkah is, of course, the latkes. While homemade latkes are certainly tastier, I prefer the store-bought ones from Trader

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Molly Kipnis
11 months ago
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
12 Days of Gong: How LinkedIn's Senior Sales Manager Mark Treacy uses Gong to improve objection handling

🎶 On the first day of 12 Days of Gong, the Visioneer Community gave to me… …objection handling best practices from Mark Treacy! 🎶 Hear from Mark Treacy, Senior Sales Manager at LinkedIn, about how he uses Gong to improve objection handling amongst his team.   The challenge: Objection handling and competitive selling skills in an increasingly competitive digital landscape The workflow: Mark’s team performed keyword searches to analyze competitor mentions and common objections that were coming up on their calls They also used Gong call recordings for objection handling training and group role playing exercises  The results: A 20% increase in his sales team's patience and question rate quarter over quarter More effective handling of common ojections in market Mark’s favorite holiday tradition: Visiting the Christmas Tree and Lights at Denver Union Station with his wife and son! 🎄 What are your best tips or workflows for improving selling skills and objection handling with your Sales te

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Molly Kipnis
11 months ago
Hannah Hapin
Hannah HapinCommunity Manager
published in SHARE REVENUE HACKS & TIPS
Tips from "Race to Embrace Gen AI: How to close productivity gaps and improve the buyer experience"

Thanks for coming to our recent customer event, Race to Embrace Gen AI: How to close productivity gaps and improve the buyer experience. Here are some links to help you better understand and leverage Gong’s AI-powered Call Spotlight.  Overview of how you can use Gong’s AI to automate your team's critical processes...The Components of Call SpotlightHighlights Here, you'll see a call brief, next steps (based on Gong’s enhanced AI models!), and more — all pulled directly from the call and pre-assembled to save you listening time.  Ask anything Have a question about something specific from a call? Ask Anything in Call Spotlight is the place to go when you need answers! Ask about the customer's pain points, their desired outcomes, or whatever you'd like to have synthesized from the call.  Outline The Outline contains bulleted, digestible chapters that break down the entire call, so that you can skim through the play-by-play in record time. TipsUse the “Ask Anything” tab to generate a conc

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Hannah Hapin
1 year ago
Liz
LizEnthusiast
posted in SHARE REVENUE HACKS & TIPS
Leveraging Gong for Forecasting

Last week GTM Advisors hosted a Roundtable with revenue leaders, including two forecast pros from Gong to discuss how to improve forecasting. We’ve broken down the Top 3 Forecasting Challenges and the Top 3 Forecasting Recommendations. During the Roundtable we discussed how to leverage Gong to overcome the challenges and implement the recommendations. Here is a link to the recording of the Roundtable on YouTube. The panelists provided some incredible tips for both reps and revenue leaders. I’d love to hear from the community on how they’ve leveraged Gong for forecasting? What part of Gong can you now not imagine living without? Thanks to @Pete Sibley and @Samantha Levine for joining us! 

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Liz
1 year ago
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