SHARE REVENUE HACKS & TIPS

🎶 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

🎶 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

🎶 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

🎶 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

🎶 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

🎶 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

🎶 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

🎶 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! 

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

🎶 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

🎶 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!

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

🎶 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

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

 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

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

🎶 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

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

📚🚀 Introducing the Gong Ultimate Revenue AI Recipe Book! 🎉📊 Want to know how revenue leaders like you use Gong to achieve key business outcomes?  The Gong Ultimate Revenue AI 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/

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