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SHARE REVENUE HACKS & TIPS

Share your sales tips & ideas with other customers

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123 Posts
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
Hannah Hapin
Hannah HapinGongster
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
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
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
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
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
Hannah Hapin
Hannah HapinGongster
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
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
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
VisioneersTV S1 E4: How Mary Delaney uses Gong to improve win rates and understand her business

 Welcome to season one, episode four of VisioneersTV featuring @Mary Delaney, CEO at KarbonHQ! 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 by Gongsters for folks i

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Molly Kipnis
Hannah Hapin
Hannah HapinGongster
published in SHARE REVENUE HACKS & TIPS
Tips from "Storytelling with Data: Let the insights make an impact"

Thanks for coming to our recent customer event, Storytelling with Data: Let the insights make an impact. Here are some tips to help you better understand and leverage Gong Data Cloud.  📊🕵🏻Since your company’s use cases and business questions are endless, it’s important to understand the data, so that you can map your business questions to the right data points. Gong has a very rich dataset that contains both raw and enriched data types. It all starts with collecting customer conversations, which is the first building block. Whether it’s calls, emails, or calendar meetings - Gong can have the full picture of your customer interactions.  From the content of the conversations, like transcripts, and trackers, to deal insights like deal warnings and deal predictions, forecast submissions and accuracy, SDR engagement, and many more. Gong Data Cloud takes all this data, packs it in analytics-ready tables, and streams it directly into your data warehouse. This is already available today if

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Hannah Hapin
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Leon HassidCommunity Newbie
asked in SHARE REVENUE HACKS & TIPS
Use Gong snippets or transcripts for customer testimonials

I have a question that I wanted to ask the community in terms of how we can use Gong snippets or transcripts in order to convert them into customer testimonials that are of course anonymizedHas anybody considered and addressed whether there are any legal implications if we just create customer testimonials from actual Gong transcripts/video/audio, and we use them for different videos and other social media and marketing purposes?For example, the Gong CEO himself has done that here and I remember one post where he did it with sound, I just can’t find it:https://www.linkedin.com/posts/amitbendov_airocks-lastmoveradvantage-activity-7079017597932847104-fJpt/?utm_source=share&utm_medium=member_desktopDo we need to get any special permission to do that? Even though we will not be sharing any other information like the person who said it or the company they represent. The only thing that we will be using is their voice or text and I don’t think that that’s sensitive information/PIIIs this

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Molly Kipnis
Devon Kirschmann
Devon KirschmannGongster
published in SHARE REVENUE HACKS & TIPS
Ready to spruce things up for your next launch or company initiative?!

🎶 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

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Hannah Hapin
Hannah HapinGongster
published in SHARE REVENUE HACKS & TIPS
Tips from Achieving Revenue Predictability During Economic Uncertainty

Thanks for coming to our recent customer event, Achieving Revenue Predictability During Economic Uncertainty. As promised, here are tips to help you leverage Gong so you can improve your forecast accuracy. Top Tips from Drew Korab, Sales Operations Director @ UpworkIn order for you to call a more accurate forecast, have your sales ops and sales leadership team come together. Build a project plan to overcome these issues and create a forecasting methodology. Let’s break down the project into four main steps:Deep dive into your business Co-author your forecasting definitions Defined Forecast Categories ensures everyone is forecasting the same way. Moving as a team to Gong as one source of truth, gives an end to end platform to input, inspect and present your forecast both top-down and bottom-up. Define an operating rhythm Creating a forecasting rhythm ensures everyone understands their deliverables and timing expectations. Set regular reviews.By doing so, you and your team will gain im

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Hannah Hapin
shanegevans
shanegevansGongster
published in SHARE REVENUE HACKS & TIPS
How I onboarded at Gong in my first 30 days as CRO

 Hey, Visioneer Community! I'm Shane Evans, Chief Revenue Officer at Gong, and I'm thrilled to share my journey with you all. Joining the Gong family was a no-brainer for me - a thriving community that fosters collaboration and growth? Count me in! In this interview with Nisha, I shared just a few of things I’ve learned while onboarding at Gong:  Embracing the Gongster Community: Gong's unique culture treats everyone as equals, fostering collaboration and excitement for the role. Market Opportunity: Gong has a massive market opportunity in revolutionizing go-to-market functions and shaping the industry's future. Powerful Product Value: Gong empowers data-driven customer journeys and real-time decision-making. The Future of Revenue Intelligence: Imagine an even more autonomous and automated future for revenue intelligence - that's where we're headed! Gong for Onboarding Success: In just a few weeks, I became a Gong power user, leveraging it for both customer interactions and internal me

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Nate Vogel
Stephanie Pellegrino
Stephanie PellegrinoGongster
published in SHARE REVENUE HACKS & TIPS
📖 Discover our winning recipes: the Ultimate Revenue Intelligence Recipe Book is here! 🎉

📚🚀 Introducing the Gong Ultimate Revenue Intelligence Recipe Book! 🎉📊 Want to know how revenue leaders like you use Gong to achieve key business outcomes?  The Gong Ultimate Revenue Intelligence Recipe Book is here to help you unlock proven strategies and best practices to accomplish your revenue goals.  Inside, you’ll get step-by-step recipes that help you: Track the performance of your strategic initiatives  Understand what’s impacting your win rates Identify coaching opportunities  Drive an efficient forecast rollup process Build better products with customer feedback Get answers to important business questions in your BI system …and so much more! Check out all of our recipes and choose the ones that resonate with you and your sales goals and challenges: https://www.gong.io/recipe-book/

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Stephanie Pellegrino
Nate Vogel
Nate VogelGongster
published in SHARE REVENUE HACKS & TIPS
Unleashing the Power of Data: Quantify the impact of your SKO (and all strategic initiatives!)

Watch the full interview here:   As the VP of Go-to-Market Enablement at Gong, I have the privilege of leading our Enablement team in spearheading strategic initiatives like new products, messaging, or competitive strategies.  The key to measuring the success of our efforts is data. During my nine years at Tableau and now here at Gong, I have always loved diving into the numbers and gaining valuable insights. According to McKinsey, 70% of large transformational initiatives fail. At Gong, we refuse to be part of that 70%.  In this video, I sat down with Nisha to share a framework that we have been using internally at Gong to measure and track the success of our own strategic initiatives. Here's a quick overview: Intake and Insights: We gather data from various sources, including leadership, market dynamics, and our own Gong technology. We analyze this data to assess the health of our business and identify areas for improvement. Training and Certification: We roll out comprehensive train

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Nate Vogel
Matt Schroyer
Matt SchroyerGongster
posted in SHARE REVENUE HACKS & TIPS
Webinar with Ryan Longfield: Ensuring BIG-bet sales initiatives don't fail...running a successful global rollout

 Watch it here now!The bar has never been higher to deliver on value, whether it’s from a tech purchase or the rollout of a new sales methodology initiative. When you need ALL the insurance you can find, how do you nail a can’t-fail big bet? Check out this recording to hear how this tall order can be executed globally when you pair CVI + Gong + Highspot. In this webinar you’ll learn….How to empower your team using operational rigor: You’ll learn to scale winning behaviors, while increasing win rates and efficiency. How the Gong, Corporate Visions, and Highspot partnership improves your team’s capabilities: We’ll reveal the industry’s best solution for streamlining and maximizing your team’s potential. How to get the most out of your sales transformation journey: We’ll walk you through how to use methodology and innovative technology to supercharge your sales team.Check it out HERE!

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Matt Schroyer
Hannah Hapin
Hannah HapinGongster
published in SHARE REVENUE HACKS & TIPS
Tips from "5 Powerful Ways to Drive Effective Coaching"

Thanks for coming to our recent customer event, 5 Powerful Ways to Drive Effective Coaching. As promised, here are tips to help you leverage Gong’s cutting-edge technology and advanced coaching practices. Top Tips from Lisa @ JobberTime Management Listen to calls on 1.5x to 2x the speed and make use of the call Summary page Add quick comments on the calls to highlight specifics from your coaching conversations. Make sure to use language that matches the call, and be very specific in the comments about what you feel was done well. Autoplay to queue up calls and get some listening done -- I do this quickly in between meetings and I find it helps me stay on top of my coaching and breaks up my day. If you haven’t tried time blocking yet – I urge you to block some time in your cal to listen to calls. Ramp SDRs Listen to calls together as a group and talk about what was done well and what could have been done better. Align on coaching best practices w/ your management team. Utilizes and

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Hannah Hapin
Hannah Hapin
Hannah HapinGongster
published in SHARE REVENUE HACKS & TIPS
Tips from Customer Insider Event: Turn Your Pipe(line) Dreams Into Reality

Thanks for coming to our recent customer event, Turn Your Pipe(line) Dreams into Reality: A Deep Dive into Deal Boards. As promised, here are tips to help you leverage Gong so you can run successful pipeline reviews. Top Tips from Ian Lundy, Commercial Sales Manager @ GongPreparation is key I spend ~20 minutes doing analysis of each of my reps' dealboards to analyze risk, find gaps, etc. I share this with my reps, and expect the same level of preparation so these pipe reviews become action oriented Be on Offense between Meetings In the world of software, peoples attention is naturally fleeting and it is the sales woman/man’s responsibility to drive value between meetings. This can be through case studies, a quick call to ask a thoughtful question, screenshot from the tech, etc. Check the activity chart from your dealboard to get a clear look into which deals need an offensive play call. Get Wider  Here at Gong, our win rates skyrocket when we get multi-threaded in our deals whereas w

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Hannah Hapin
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
VisioneersTV Supercharge Series: Retain Customer by Achieving Measurable Outcomes

For your business to successfully and sustainably retain and expand revenue from customers, those customers must realize measurable value from their usage of your product. This is customer success. This measurable value should be packaged as Value-based Outcomes that your sales and post-sales teams can prescribe, agree, deliver and verify with your customers. This cycle of prescription, agreement, delivery and verification of Value-based Outcomes is known as the Customer ValueCycle and is the power that drives a best-in-class Net Dollar Retention engine. In this Supercharge Series video from Gong partner Valuize, you’ll learn how Gong intelligence can be used to track the execution of the Customer ValueCycle by your teams and help measure progress towards outcome achievement by your customers. Valuize Founder & CEO, @Ross Fulton, and Industry Principal, Anthony D’Auria, share 3 actionable tips that enable Gong to maximize Net Dollar Retention in your business and become integral to

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Molly Kipnis
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Amit BendovGongster
published in SHARE REVENUE HACKS & TIPS
WATCH: Five ways I use Gong every day as a CEO

Welcome to Gong! As you get up to speed, I’d like to share five ways I use Gong every day as a CEO to stay updated on how our business is tracking towards our goals and initiatives.    Check Account Status: On a typical day, I take at least two or three customer calls. In “Account Status” in Gong, I quickly prepare for those calls by checking the customer’s deal timeline, recent interactions with our team, integrations, and more. I use this feature no less than 10 times each day.   Check Deal Board: In the old days, I’d call a rep at the end of the quarter to ask about their swing deals. Now, I can see all of the swing deals on the Gong “Deal Board” so I can get up to speed without making any phone calls. Track product launches: We’re currently launching a new engagement product, and I use the “Initiatives” board to see how it’s shared by our internal team and how it’s received by our customers. I can even share highlights from customer conversations with Gongsters (our staff) and

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Zoya Segelbacher
Zoya SegelbacherGongster
posted in SHARE REVENUE HACKS & TIPS
5 Reasons Why Gong Has World-Class Sales Enablement

 I started at Gong two years ago. When I signed my offer as an SDR Manager, I learned that I was going to be starting the same day as one of my direct reports. I was concerned about how I was going to train them while I myself was learning and I was reassured that we had one of the best onboarding and enablement teams out there. All I had to do was show up ready to learn the Gong way and the Gong product and coach sales acumen while we both onboarded together.To say the least, I was thoroughly impressed with my onboarding led by Chelsea Neill, Eric Lindroos and Danica Schutt. From my first day at Gong, the enablement team has been well respected, efficient, and effective. Now I'm on the Enablement team at Gong and I can see from an insider's perspective, what it is, exactly, that makes Gong's enablement team world-class. 1. We hire a lot of people who were high-performing sellersOne of the most challenging things I hear from other sales enablement practitioners is establishing credibil

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Zoya Segelbacher
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
ICYMI: You Asked, Amit Answered!

Thanks to everyone who joined us this morning for our AMA about AI and Gong with Gong CEO @Amit Bendov, moderated by Udi Ledergor. Here are just a few of the insights Amit shared:  AI isn’t replacing Salespeople. It’s supporting them. It’s helping you automate redundant, mundane tasks, giving you more time to do the parts of your job you enjoy most: helping your customers solve their problems. AI should help you in the background. Just as people aren’t required to develop special skills to drive a Tesla, AEs and ICs shouldn’t have to stay ahead of the AI curve to benefit from it. AI should serve as an assistant to help you automate mundane tasks, surface and prioritize your most critical actions for the day, and give you insights that help you make more informed decisions. The most important skill for sellers is problem-solving; understanding a customer’s business and delivering value by helping them solve problems. Focus on these skills, and let AI help you in the background. Gong

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Molly Kipnis
Hannah Hapin
Hannah HapinGongster
published in SHARE REVENUE HACKS & TIPS
Tips from "Championship coaching: How to lead better 1:1s with Gong"

Thanks for coming to our recent customer event, Championship coaching: How to lead better 1:1s with Gong! As promised, here are tips to help you leverage Gong to devise a blueprint for better 1:1s. Efficiently do the pre-work required to understand skill gaps and earn the right.  BEFORE: Here’s how to take 5-10 minutes to prep for a 1:1 Isolate what matters most. If everything is important, nothing is.  Identify Deal drivers - across your team, which sales skills have the biggest impact on success? Examples from healthy deals: a next step on the calendar, the client is responsive and engaged, you are multi-threaded into multiple champions, and we’ve talked about pricing early. If you don’t know where to start…check out the interaction tab Worth exploring and discussing more than 1 option here before deciding on what to partner with your rep. Ideally, improving in this area gets your rep one step closer to a career goal/aspiration they have.  Align on what great looks li

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Hannah Hapin
Molly Kipnis
Molly KipnisCommunity Manager
published in SHARE REVENUE HACKS & TIPS
VisioneersTV S1 E3: How Abhishek Humney uses Gong Deals to standardize certifications, share Insights, and Uplevel his Sales stars ⭐️

Welcome to season one, episode three of Visioneers TV featuring Abhishek Humney, Revenue Enablement Manager at Postman!  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) Let us know what your biggest takeaway was from this video and what kind of conte

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Molly Kipnis
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