Hi Everyone!
Caroline Anderson previous SDR now CSM shares how she leverages Gong to gain a full understanding of an account’s engagement history and narrows in on persona-based topics to craft individual messaging and have value add conversations with her contacts.
Caroline’s Gong Superpower Which Helps Her Prospect Efficiently Into a Transitioned Account"Navigating a newly transitioned account can be tricky and time consuming. With Gong I can easily gain a full understanding of an account's history"
Caroline’s Workflow Is a Top Down Approach"I search for all calls in the calls tab. I then select the account name which drives me to the dealboard. From there I can start to gain a deeper understanding of this account."
Dialing Into Key Interest On an Account" I type in the word "pain" in the search bar to help me dial into what the prospect cares most about."
Identifying an Account’s Needs to Create Targeted Messaging For Outreach and Value Add in Future Conversations"I look to see what questions were asked on both ends to determine where I can add the most value to the conversation"
Ensuring The Outreach is Multi-Threaded"I narrow down engagement by each contact to ensure I have outreach that will pique each role's unique interest and ideally restart a conversation"
Gong Makes Prospecting Painless" Gong allows me to quickly and easily gain a full understanding of an account's history to enable me to create personalized and value add messaging"
Watch Video Here: https://listen.casted.us/public/76/Gong-on-Gong-36ab42c1/6aabc850
