SHARE REVENUE HACKS & TIPS

Happy Women’s History Month! This edition of the Community Catch-up goes out to the incredible women of the Gong Community. 💜 I sincerely feel so lucky to get to meet and work with this wonderful group of smart, incredible, and strong women in Revenue every day. I hope you’re taking some time this month to celebrate yourselves!  What’s new with youLet’s give a warm welcome to a few of our newest Community members!  @Jenna Bugiardini@Jordan Richardson@Sean Stemas@Dave Gann@Carrie Colman@Regan Bushman@karenwarfield@Alberto Chiquete@Korin Hedlund@Rachel Hudson@Kay Matsumoto@Brion MacDonald@Michael Cattermole@lili@Karla.Navarrete@Marcela Alvarado@Jeramee_Waldum@nbaguley@Daniel Ku@Josh Desmond If you’re tagged above, please share in the comments below: Who are the women in your life (personal or professional) that inspire you? Bonus points for photos! Friendly reminder to head on over to our Introductions thread and tell us a little bit more about you and what you do! What’s new in the Com

One of the toughest challenges we face as frontline managers is a lack of time. Between closing deals/renewals and managing escalations, it’s incredibly difficult to find time to polish and execute a consistent coaching plan.  Below are three tips that have helped me develop a simple, time-friendly coaching plan that leverages the Gong platform:  1. Coach on your mobile You might be surprised to learn that I do about 75% of my coaching on the Gong mobile app. I’m at my most productive when I listen to calls while doing things I enjoy. For example, I often listen to calls while I’m just getting my day going, taking a lunch break, or on a walk. The mobile app makes it super easy to coach on the go. 2. Address two key pointsI don’t like leaving a ton of comments in a rep’s call, as too much info is hard for the rep to implement. Instead, I leave one comment that focuses on two things: what’s good and where there are opportunities. An equal ratio of good to opportunities works, but I’ve fo

Forget “business-to-business”—your sales and marketing need to be “human-to-human.”  On March 10th from 10:00 AM to 3:30 PM CST, you’re invited to Fast Forward, Vidyard’s virtual event where you’ll learn from experts (including Gong’s very own @Sheena Badani) about:  How to show you care through your sales and marketing outreach (and why that's so important)  Ways to make buyers realize you're a human, not just another faceless company Expert tips for spreading the word, building trust, and locking down sales with video  Register now to save your spot!

Happy last day of February! 👋 While you’re closing those final deals and celebrating your wins from this month, I’m here to fill you in on what (and who) is new here in the Gong Community. What’s new with you Let’s give a warm welcome to a few of our newest Community members! @Diva McGrath@Omri Levy@Neil Fiedler@Bradley Hollingsworth@HET@Andrew O'Driscoll@Mark Haas@BrookeKelley21@Vicki Judd@Kristin Tyndall@Emily Capleton@Venkat Rangan@Lisa Gray@edirusso@Yana Friedman@SimonIf you’re tagged above, please share in the comments below: What was the highlight of your month? Bonus points for photos!  What’s new in the Community  Here’s what you missed at the Gong Meetup for EMEALast Wednesday, we gathered virtually with Gong customers and prospects in EMEA for our first ever Gong Community meetup!  Our fearless leader @Vinit Patel hosted a conversation about how to make Gong part of your workflow and how to leverage Deal Reviews, and the EMEA meetup crew shared tips for creating a coaching c

We’re hosting our first-ever virtual Gong Community meetup! 🎉 Next Wednesday, February 23rd at 2:00 PM, join @Vinit Patel to meet, chat, and learn from fellow Gong users in EMEA about topics like: How to make Gong part of your workflow How much time you should be spending in Gong How to most effectively leverage Deal Reviews + Any other topics that are top of mind for you! I hope you’ll join us for some casual networking, deep discussion, breakout sessions, and of course, fun. 🥳RSVP here!

The most impactful book I've ever read across my Sales career is "Influence" by Robert Cialdini. He breaks down the psychology of why people say "yes," and how to apply these learnings to become a skilled and ethical persuader. We invited Robert to this special live event so you can apply his principles of persuasion across multiple selling scenarios to help you move deals forward, close more revenue, and shorten your sales cycle. Join me and Robert on March 9th at 10 AM PST — it's completely free and will change how you sell forever. Register for your free spot! 

Are you a Salesforce user?  If you haven’t already connected the Gong App for Salesforce, you’re missing out!  The Gong App for Salesforce helps you turn your sales conversations and indicators of customer health into valuable reports so you can get visibility into your deal processes and risks.  The best part? It’s all done within Salesforce automation engines.Get the app!

Wish you knew how to have more meaningful conversations with prospects so you could close more deals, faster?  It’s your lucky day, my friend.  Our partners at the Sales Impact Academy (SIA) are making their course, “Sales Conversations that Win” available to Gong Community members (including you!) for free.  In this live, expert-led course, AEs and BDMs will learn how to:  Improve conversations with prospects to drive momentum during the sales cycle Better understand prospects’ pain points and value drivers Create more revenue opportunities via referrals and customer advocates  And that’s just for starters. This is an outstanding chance to boost your skills and learn from some heavy-hitting sales experts.  Space is limited. Reserve your spot HERE.

You know how good winning feels. But how does it sound?? This video on the Gong LinkedIn page has me feeling super hyped and wondering what winning sounds like to you.  To me, it sounds like Alex Toussaint saying "Feel good, look good, do better!" as I finish a super hard Peloton ride.  I also loved this comment from Caleb Norris on that LinkedIn post:"It's that random interrupting "YES" when you're on a training call, and you look up to see one of your SDRs fist pumping because they just had a prospect agree to a demo! It never gets old!" So...what does winning sound like to you?? 

Did you end 2021 with the numbers you’d envisioned? If not, I’ve got some tips to share. In sales, there are always peaks and valleys. Sometimes it feels like an energizing walk on a sunny day, and at others, it feels like an uphill trudge. When things are going well, it seems like the good times will never end, but sales slumps happen to the best of us. Your sales slump, your spirits slump, and it’s an all-around bummer of a situation. The magnificent sevenIf you’ve been there before, or are there now, there are seven questions you can ask yourself to help turn things around. Each answer contains information that’s vital to getting (or remaining) on track and avoiding sales slumps in the future:  What was the general situation around your last slump (think of risks, market context, company/team dynamics, etc.)? Is that comparable to what’s happening now? How did you eventually turn things around? What worked and what didn’t work? Would any of those ideas or tactics be useful i

 tl;drTop three moves of an inspiring SDR manager: Support, motivate, empower, trust, and challenge your people. Care about their mental, physical, and emotional well-being. Reframe your past hurdles in a productive and positive light and help others do the same.  I knew one month into my first Sales Development Representative (SDR) role at Glassdoor in 2015 that I loved being part of leadership. The hiring manager, Marie, (my now mentor and a dear friend) took a chance on me when I had zero tech/SAAS/SDR experience. Marie transformed my life as an SDR and a human being by providing inspiring leadership. It came in the form of support, motivation, empowerment, trust, and challenges. Marie took a genuine interest in my whole being—in my mental, physical, and emotional health. She encouraged me to take vacation days and mental health days, knowing I would be a much stronger salesperson, leader, and teammate if I cared for myself outside my job. Through her actions and compassion, she

Are you Sure You Want to Become a Sales Leader? While becoming a sales leader at your company might be the logical next step in your career, the move up isn't without its fair share of complications. It is important that you understand what your new responsibilities will be, and what parts of your current role you will lose if you’re promoted. Here are a few things worth thinking about: Sales managers are unable to control over 75% of the metrics they're held accountable for. Having to rely on others for success can be challenging. On average, only 60% of sales reps meet their quotas.  One of the main reasons that sales reps miss their quotas is due to low productivity. Most sellers only spend 1/3 of their time selling. You'll need to account for this if you become a sales leader and develop systems that make your team more efficient. The majority of salespeople are likely to leave their position if their manager doesn't coach them well. Which means, as a sales leader, you have t

Do you have a best practice that directly affected your GTM strategy through the lens of: Revenue / More won Deals Onboarding / Decrease in time to value Coaching / Adoption implemented at scale Market strategy / Increased market awareness of company Drop us a few sentences below to share your best practice! One entry per person, winner will be selected at random and will be notified through email & private message in the Gong Community. 

Let’s skip all the consultants, books, expert talks, thought leadership pieces, etc., and give you the one piece of knowledge you need to have the biggest impact on your coaching.  Right here, right now: Focus your coaching efforts on the middle of your team. Who’s the middle? Picture a bell curve. On it are your low performers, average performers, and high performers. The middle performers in your pack influence about 60% of your team’s deal’s. High- and low-performers each influence another 20%. In every sales org, the majority of the sales reps perform in the middle. Even finance sets goals assuming this bell curve. And if every sales organization is designed to have this problem, we should do something to solve it. If you can influence that middle of your pack, even just a bit, you’ll drastically improve your overall team numbers (and make you a known entity at your org, in the best way). Plus, you’ll create more reliable performers out of the bulk of your team. The fact is, the re

Being a CIO is more challenging than ever. The shift to the public cloud, the burgeoning SaaS landscape, and a new focus on frictionless customer and employee experiences means a host of new and demanding hurdles for those in our position.   Previously, the CIO role focused on functional and transformational efforts. From a functional perspective, CIO organizations spent a large portion of their time fighting fires, improving systems performance, and managing costs. Operationally, they focused on driving systems evolution, creating alignment, and redesigning business processes. The increasing role of technology as a differentiator means an additional set of responsibilities for the modern CIO. We must now be strategic in identifying revenue opportunities, driving business innovation, and uncovering avenues for business differentiation.  In essence, the modern CIO has a seat at the table when it comes to making top-level strategic decisions and driving value for their organizations. Tod