Gong’s Post

INTRODUCING AI-POWERED SALES EXCELLENCE Meet Gong’s three *new* AI capabilities— Designed to bridge the gap between strategy and execution. ✨ Assessment Tools for AI Smart Trackers  ✨ AI Methodology Playbooks  ✨ AI Scorecard Suggestions Now you’ll have access to trustworthy insights you need to know: Who’s adopting. What’s landing. Where growth is possible. Learn more here: https://lnkd.in/gJWUTP8D

TOTALLY BEEN THERE You’re in the middle of a discovery call and your buyer blurts out: Can you just show me the product? Ouch. Here’s why it happened: Your question didn’t align with your prospect’s stage in the buyer’s journey. Most salespeople are trained to start by diagnosing a buyer’s problems. But that only works if your buyer is in the first two stages of that funnel, when they are thinking through the problem. If your buyer is past that stage… Asking about problems isn’t the right move. It creates friction and irritates the buyer. A better starting question is: What are you hoping to achieve with X solution? That question matches the buyer’s stage in their journey. Make sure your questions do the same.

16% INCREASE IN WIN RATES 💥 Here’s how SpotOn did it. Read their full story here: https://lnkd.in/gSXFAJ6h

5 SIMPLE STEPS To forecast successfully. We built an entire guide that breaks down each step so you can forecast with confidence. Grab it here: https://lnkd.in/gWingnbY

TAKE THIS EXPERT ADVICE From Brian LaManna, Gong AE and 5x Presidents Club Member. “Favorite way to use Gong (very tactically) as a rep: 1) Capture call with Gong 2) Be 100% present on calls and take zero notes 3) After call, ask Gong "bullet out everything the prospect shared for my notes" 4) Copy Paste into my own notes (CRM is auto-updated) 5) Click "Generate follow up email" 6) Hit send. Things that previously took away from my conversations: -Having to take notes -Scramble down key details Things that took away from my time to sell in my day-to-day: -Updating CRM -Writing 15 min follow up emails All replaced with: -Gong Now imagine these insights at aggregate across your entire GTM. I went from using the tech (Gong) every day at BrightEdge, to selling it every day. Former customer and raving fan turned most passionate seller. Proud to work at the undisputed leader.” Boom.

80% OF DATA IS UNSTRUCTURED Here’s what we mean: Data exists across different systems, locations, and sometimes, formats and versions. Emails between customers and sales reps. Feedback in spreadsheets. Call notes on a shared doc. (Chaotic. 😵💫) We all know AI can help, but how do you actually get started? 1. Get the data right. Data lives beyond the obvious places, and often without business context. But without access to this data, any analysis will be incomplete. 2. Translate unstructured data into structured data. Even the simplest business questions start with correlating discrete, structured values. 3. Know that LLMs won't perform magic. They’re not built for classification tasks, which are the mechanism for converting unstructured data to discrete values. Gong CPO and co-founder Eilon Reshef shares his tips on how to unlock business value from your data today in the latest publication of The Edge. Check it out here: https://lnkd.in/gfpXF_sf

THE SECRET TO A WINNING SALES TEAM? Consistency. Winning revenue teams use methodologies, like Challenger, Sandler, or SPICED - To guide reps through the sales process, improve deal qualification, and increase win rates. It’s clear that sales methodologies help unlock business growth, but it’s not as obvious how to get started, so we’re here to help. Get our latest guide to learn how to: 1️⃣ Choose the right sales methodology for your business 2️⃣ Implement the methodology effectively 3️⃣ Manage adoption and understand what’s working and what’s not with AI Grab your copy here: https://lnkd.in/gqpb-urY

TEAMS WIN CHAMPIONSHIPS Sales isn’t a solo mission – it’s a team sport. Team selling means weaving multiple people from your org into the sales conversations. Think: sales engineers, sales leadership, and success managers. Because here’s the thing: Adding ONE more person from your org to sales calls DOUBLES your chances of reaching closed-won. DOUBLES (!!!) Guess teamwork really does make the deal work.

OOPSIES

MORE PERSONALIZATION = MORE REPLIES Every seller has their go-to personalization strategy. But the ones who most master multiple techniques connect with more buyers and book more meetings. We analyzed more than 30,000 emails and found that when reps use several approaches in a single email, their reply rate skyrockets. This could mean finding relevant information based on the contact, the account, or even their industry. Before you hit send on that next email, think about how you can better connect your message and your offering to the recipient. Your buyer (and your bank account) will thank you.