As a salesperson who has been fortunate to work in multiple environments where Gong was a part of the tech stack, I have seen many inventive and unique ways to leverage the platform to better interact with and understand all the conversations that drive your deals. One specific practice that has benefited my sales practice and process the most is searching through my calls to find specific emotional cues that uncover true feelings my prospect has either about their pain, the sales process, or product fit/proof of concept. Sometimes I will search the call transcript for specific words, like “wow”, “perfect”, and “amazing” (or even the inverse like “impossible”, “frustrate/ing”, “annoy”) that indicate feeling or associated emotion; others I will search for body language, physical cues, long or potentially significant pauses on their end, or if there’s an audience of 2 or more, any signs that there could be miscommunication or disagreement internally on the prospect’s side.
Not only does this insight aid in understanding my current conversations but similarly help me better speak in future conversations to what is important to prospects. If I notice a certain topic across multiple calls or conversations regularly doesn’t generate much emotional appeal, I may need to reconsider how I’m communicating the topic or even look at adjusting the medium in which I discuss that. Inversely as well, any topic that shows a pattern of inciting feeling, makes an emotional connection, or triggers some type of positive social cue, becomes something that I want to i) make sure this is a topic covered as often as possible when applicable, and ii) share with my team and org, as this is likely something with significance to all or most prospects and customers (worth noting that this is very easy to do via comments and #tagging on calls to filter and search through later).
Can’t thank Gong enough for how it helps me be a better seller!
@Justin Benton WOW this is EXACTLY what we mean when we say “unlock reality.” This is such a great use case for Gong. Thank you so much for sharing! Gong swag coming your way!
Thanks, Molly! You and everyone at Gong absolutely rock. Appreciate the feedback and greatly looking forward to both the swag and the Gong community’s best tips!
As a salesperson who has been fortunate to work in multiple environments where Gong was a part of the tech stack, I have seen many inventive and unique ways to leverage the platform to better interact with and understand all the conversations that drive your deals. One specific practice that has benefited my sales practice and process the most is searching through my calls to find specific emotional cues that uncover true feelings my prospect has either about their pain, the sales process, or product fit/proof of concept. Sometimes I will search the call transcript for specific words, like “wow”, “perfect”, and “amazing” (or even the inverse like “impossible”, “frustrate/ing”, “annoy”) that indicate feeling or associated emotion; others I will search for body language, physical cues, long or potentially significant pauses on their end, or if there’s an audience of 2 or more, any signs that there could be miscommunication or disagreement internally on the prospect’s side.
Not only does this insight aid in understanding my current conversations but similarly help me better speak in future conversations to what is important to prospects. If I notice a certain topic across multiple calls or conversations regularly doesn’t generate much emotional appeal, I may need to reconsider how I’m communicating the topic or even look at adjusting the medium in which I discuss that. Inversely as well, any topic that shows a pattern of inciting feeling, makes an emotional connection, or triggers some type of positive social cue, becomes something that I want to i) make sure this is a topic covered as often as possible when applicable, and ii) share with my team and org, as this is likely something with significance to all or most prospects and customers (worth noting that this is very easy to do via comments and #tagging on calls to filter and search through later).
Can’t thank Gong enough for how it helps me be a better seller!
Following up here to add these Gong Academy resources for Account Executives, written by Gong Customer Training Specialist @Chris Maironis:
The Playbook for Modern Sellers
outlines strategies and best practices you can implement today to level up your sales skills, improve relationships with potential buyers, and win more deals.
https://academy.gong.io/the-playbook-for-modern-sellers/939716/scorm/1g74u5cs1cft8
Revenue Professional Live Training
A day in the life of a Revenue Professional using Gong (Deal Board Overview, Call Review, Finding Calls, Team Insights)
https://academy.gong.io/live-getting-started-with-gong-revenue-professionals/814173
Level Up - Topics
Learn how Gong's topics can help inform everyone from Reps to Senior Leadership on how key, customer-facing interactions are influencing revenue.
https://academy.gong.io/level-up-topics?reg=1
