How are you using Gong to help your sales with accounts? Give examples

 ​@Katelyn Verrocchio ​@Caroline Bertinetti ​@Maureen Dennison ​@Grissel Viteri ​@Arthur Lee ​@Sydney Tress ​@Blake Buckley ​@Rinske Meerenga ​@Chelsea Alterman ​@aframpton any thoughts? 

A few ideas I’ve seen become really useful: tracking themes over time, especially objections, pain points, competitors, and business priorities; using discovery calls to shape top-of-funnel marketing content and sales enablement; and mining common buyer questions to improve AEO/SEO, website FAQs, and rep talk tracks.

Where it gets especially powerful is combining Gong with SFDC or CS data: looking at which call themes correlate with deals advancing or stalling, creating better implementation handoffs from sales to CS, and surfacing churn or expansion signals earlier from the combination of calls, emails, CRM activity, and support history.

Thanks ​@Arthur Lee ​@Daniel Brown some ideas!

For me, the most useful feature has been the Conversations page. I use it to filter all of my calls, or calls related to a specific event I’m working on, across multiple accounts. This helps me identify trends and recurring objections that come up consistently.

By doing this, I can build a high‑level overview for a specific event, industry, or even an individual salesperson. I try to review this on a monthly basis so I can also see how these trends evolve over time.

Based on these insights, I approach my next calls differently and go in better prepared, often with responses ready for common objections that I already know are likely to come up.

To clarify, are we looking to see how we’re helping our Sales Team with their Accounts, or how we’re using Account Boards? 

If the former, a new push we’ve recently made is using a combination of Engage to target our Tier 1 ABX Accounts, then using Builder + Theme Spotter to understand how those accounts behave so we can better coach up our Sales Team in their flow/outreach: 

• We built out Contact Lists in Engage with our Tier 1 (top) ABX accounts + contacts. 
• We’ve had the Sales Team work these via Engage flows for the last ~6 months. 
• We’ve taken the data and ran it through Builder + Theme Spotter to gauge how the accounts we’ve penetrated are behaving/responding, and how conversations are flowing.
• We’ve taken that data and made actionable changes to our Engage flows to help streamline the outreach. 

So far, we’ve seen an uptick in response rates! We are still working to gather actual pipeline $ data and feel confident we’ll see positive trends there. 

Excited to share more!