Gong’s Post

WHERE ARE MY SWIFTIES AT?! Anyone else ready to listen to Taylor Swift’s new album all weekend? We’ve got a sneaking suspicion that mentions of Taylor Swift will spike on Gong calls this week. Stay tuned - will report back 😉

ICYMI Gong’s Ask Anything feature for Contacts launched last week. And Brian LaManna, Gong AE and 4x President’s Club member, is giving away his most successful Ask Anything prompts. Don’t sleep on these! ⬇️ “Before product + feature launches, we put our own 500+ in GTM to the ultimate test. Our team rolls it out internally and pushes us for feedback. As daily power users of Gong, we challenge our product team for perfection. Then we go live to our 4,000+ customers. Gong's Ask Anything feature for Calls, Deals, Accounts, Contacts launched last week! 𝐒𝐭𝐞𝐚𝐥 𝐦𝐲 𝐟𝐚𝐯𝐨𝐫𝐢𝐭𝐞 𝐩𝐫𝐨𝐦𝐩𝐭𝐬: Prospecting: -Who has shown interest at this account in the past? -Why did the last opportunity turn closed-lost? -What's their tech stack? Pipeline Reviews: -What risk is there with this deal? -Have they ever looked into our competitors? -Have we discussed security, legal, or the signer yet? Also, noticed my sales leaders asking me way less questions... The real 'source of truth' lies in the actual conversations. Not what reps choose to put into CRM 💥” Write these down, and use them for BIG wins this quarter.

ARE YOUR HANDOFFS SMOOTH ENOUGH? The customer journey doesn’t end when you shake on it. In fact, there are multiple handoffs still to come… Even AFTER your buyer moves through marketing and sales. If your upcoming handoffs aren’t frictionless, there’s trouble brewing in your customer journey. Here’s how to solve for it: Create an updated customer journey map that shows you critical touch points for your revenue teams and customers. Use it to identify pain points, opportunities for improvement, and replicable moments of success in your customer journey. In Gong’s latest guide, we share a five-step process for building an ideal customer journey map for your teams. It’s got tips for smoothing out your handoff process, AND how to use AI to your advantage throughout the customer journey. Grab your copy here: https://lnkd.in/gsXXYRfy

NEW INSIGHTS TO LEAD THE WAY 68% of leaders are optimistic that revenue performance will improve in 2024. Read all about how they plan to get there in our latest report, The State of Revenue Leadership. Grab your copy here: https://lnkd.in/gmYijeDF

HOT TIP (Almost) no one does this. After you present pricing… Pause. That’s right. Top producers hold off for 2.1 seconds after their pricing explanation. That’s TWICE as long as average reps. Here’s why it works: By pausing, you demonstrate rock-solid confidence in your pricing. And that means less haggling and more closing.

ENABLING CHANGE IS HARD But this makes it easier… Most enablement teams implement 10+ planned change programs a year. Sadly, their success rate is only 30% (McKinsey). Don’t let your program lurch toward failure. Learn to tackle change management effectively using our guide to a proven, 4-step framework. You’ll get a working plan to ensure the success of your upcoming change programs. How do we know it works? We use it at Gong. See the guide here: https://lnkd.in/gaMxqcm4

ANTI-COACHING These questions seem harmless. But if you’re using your 1:1s to ask: Who have you talked to? What did you talk about? What’s the next step? That’s not coaching. That’s just updating CRM. Out loud. To each other. Very anti-coaching. Very un-you. Cut the game of catch-up and skip to the good stuff.

GONG 🤝 ROOTLY Efficient processes… *That’s* how the Rootly team was able to increase productivity by 67% and competitive win rates by 13%. (🤯) See their full story here: https://lnkd.in/gYDK5_Kq 

TOP REPS FOLLOW A PROCESS In fact, every successful profession does: Doctors, pilots, astronauts – you name it. It’s the difference between consistently hitting your targets and praying your deal closes on the last day of the quarter. After analyzing 10,332 deals, we compiled all 11 critical steps that will have you hitting quota every. single. time. Grab this fill-in-the-blanks template to rock your 1:1s and QBRs. (You’ll be sharing it with your team in no time.) It's all yours right here: https://lnkd.in/gM5C2UpU

A PEEK BEHIND THE CURTAIN: DataChat’s revealing their Gong secrets. Join us to hear from Viken Eldemir, CEO of DataChat, about how his team uses customer insights from Gong to streamline their engineering processes and develop their product. You’ll learn how the team at DataChat: - Used Gong beyond their sales teams to enhance collaboration with engineering - Transitioned from context-lacking CSM notes to a rich model, enabling direct interaction with prospects and customers - Improved their understanding of roadmap priorities The true power of any solution lies not just in its features - But in how effectively you use it. Save your spot here: https://lu.ma/t828cj7v