You could have (Gong) questions.
We now have (Gong) solutions.
✔️ Ever puzzled how an Account Govt begins their day with Gong?
✔️ Need to use Gong to trace a rollout or initiative at your group?
✔️ Have to up-level your Gong Offers recreation?
We just lately requested our Gong Group members to share their Gong greatest practices. As our raving followers usually do, they delivered. Huge time.
We heard from Gong customers in roles throughout Gross sales, Enablement, Advertising, and Buyer Success.
We learn these replies and distilled them into 21 ideas and methods you may implement now.
Let’s begin with 6 ideas from Gross sales Administrators.
6 Gong Offers greatest practices from Gross sales Administrators
We requested Gross sales Administrators to share their Offers greatest practices, particularly their best-kept secret about how they use Offers for teaching.
Right here is how they replied.
1. Reward your reps for asking for suggestions on their Gong calls.
“Discover methods to reward workers who need to get higher and are prepared to ship requires suggestions. Allow them to realize it’s okay to attempt one thing new and fail so long as they’re able to be taught from the expertise. We see essentially the most progress when our staff members really feel like they’ve a secure house to ask for suggestions.” — Brett Armstrong, World Director of Enterprise Improvement at Avetta
Prime reps are those that WANT to be taught, WANT to get higher. They’re by no means glad with “simply being okay.” Make it secure (and straightforward) to ask for suggestions.
2. Use subsequent steps and deal warnings in Gong to remain on prime of offers and body follow-ups
“We use deal warnings to grasp any dangers related to the offers and use these to border our follow-ups. Utilizing the subsequent step part and warnings have helped coach methods to remain on prime of offers and guarantee we’re speaking by way of every little thing with prospects to result in extra gross sales.” — Kayla Kuzer, Retail Gross sales Director at Alpine IQ
As we are saying on this web page, “Deal warnings assess all deal interactions, provide you with a warning to dangers, and inform you what must be addressed earlier than the deal is misplaced.” Deal warnings assist you floor danger from the beginning. No surprises. Gross sales managers don’t like surprises.
3. Strain take a look at and acknowledge patterns in your offers with SPICED + Gong
“Every week, I’ve my staff stroll by way of SPICED, subsequent steps, and forecast class for the month, then present their rolled-up forecast numbers for the month & quarter. We will marry this with the information Gong tracks round multi-threading exercise and stage timestamps to supply a succinct, reality-based view of every opp.” — Jacob Walker, Head of Gross sales at Occupier
Did Jacob say “reality-based?” We’re blushing.
Actuality is a Gong factor. As we are saying throughout our web site (and advertising/gross sales copy), Unlock Actuality. Gas Your Income Engine.
4. Measure the success of your gross sales sprints with subsequent steps, deal warnings, and the engagement visualization in Gong
“One extra merchandise that we’ve discovered actually invaluable in 1:1s are the flags round ‘not sufficient contact’” and ‘offers stalled in stage’ to assist drive the place I can become involved with offers in a team-based promote. Figuring out locations the place we are able to level-up and stakeholder map to different individuals within the prospect’s org can assist our offers transfer and drive extra engagement in partnership with our reps.” — Alex Heller, Senior Director of Gross sales and Account Administration, NYSHEX
Properly mentioned, Alex. Right here’s an instance of what that would seem like:
5. Create ‘Gong of the Week’ name workshops as alternatives to teach and evaluation offers
“One factor I do is have a gathering with my staff as soon as every week the place we break down considered one of their calls. We name it the staff “Gong of the Week.” It serves as a training session, in addition to a deal evaluation. The staff loves it.” — Ezra Steinberg, Regional Director of Gross sales at Moveworks
Oooh. We like this. “Gong of the Week.” Be aware to self: This might be a weblog submit in and of itself!
6. Get a top-down view of your small business and pivot into bottom-up and training with ease
“My favourite tip is to embed the Deal part into my and my staff’s day by day opinions. This enables us to proactively affect the quarter finish earlier than it’s quarter finish 🙂 From pipeline evaluation to deal warnings, exercise insights and updating Salesforce, I can do all of it from right here. I may even go right down to electronic mail and name stage for proactive teaching.” — Susan Kilcline, Business Gross sales Chief at Udemy
Wait. Gong as the one supply of fact? The one-stop store? We approve.
5 methods to make use of Gong to trace a rollout or initiative
We requested Gross sales Enablement Managers if (and the way) they’ve used Gong to trace a rollout or initiative.
Right here is how they replied.
7. Use Gong to run ‘Disco Name teaching classes’ along with your BDRs and AEs
“Each BDRs and AEs prefer to see what others are doing and verify if there may be any speak monitor that is perhaps working higher for any of them. It additionally creates the interplay wanted for a distant workforce, as we received’t be speaking about targets there, so that they really feel that they will share their struggles with their colleagues and collect concepts and ideas.” — Isabella Grandchamp, Income Enablement Supervisor Pigment
We don’t discuss with Gong as the final word gross sales teaching platform only for enjoyable. Proper? And self–teaching is a big a part of this. “Let your reps take enchancment into their very own palms. Gong is like recreation movie for gross sales professionals.”
8. Use Gong to coach inside groups on new onboarding processes for Enterprise clients
“We created a situation and had SMEs from our AE, Success and Undertaking Administration staff role-play by way of the situation for his or her inside prep calls, in addition to mock calls with the ‘buyer.’” — John Machak, Gross sales Coach at PerkSpot
Position play FTW! Some of the efficient — low danger, excessive reward -— methods to be taught …
9. Use Gong to teach new hires
“We stroll by way of the analytics of Gong and the way we are able to monitor totally different calls, conferences and feedback. Typically we overlook the straightforward issues that Gong offers, so pointing these out have been very useful for our staff members. Ensuring notifications are turned on in order that the teaching notifications are obtained might be simply ignored.” — Delila Home, Enablement Coaching Specialist at SmartRent
The satan is within the particulars, as they are saying. However, wait. Who’re “they,” and do “they” nonetheless say that?
10. Saved Gong searches + aligned trackers + supporting scorecards and greatest follow library calls = profitable
“With one of the best follow calls I recognized, I created each a public saved seek for managers to make the most of themselves whereas additionally creating a personal saved search on a weekly foundation that I get despatched to my inbox which I then evaluation on a bi-weekly foundation to determine which calls I add to our ‘Resolution Framework Discovery Greatest Apply’ library folder.” — #MyGongSecret WINNER Ian Gwynne, Expertise Enablement Architect at Mimecast
Be aware: We extremely advocate studying Ian’s “tremendous stellar secret search (attempt saying that 5 instances quick 😂)” in its entirety. Well worth the time. Properly performed, Ian.
11. Use Gong to roll out and monitor MEDDPICC adoption at your group
“I up to date our deal board to incorporate key MEDDPICC areas (arrange as trackers). Now when wanting on the deal board everybody can see every key MEDDPICC areas for each deal. That is useful in a number of methods: provides gross sales management focus to their teaching efforts, exhibits adoption of the methodology and signifies the place additional coaching is required, for instance, multithreading the offers is one space the information confirmed us needing a bit of labor.” — Viktorija Hartwell, Gross sales Enablement Supervisor at Accredible
Here’s what that appears like at Accredible. Cool, huh?
Use Gong Offers to help your teaching initiatives
We requested Gross sales Managers to share how they use Offers to help varied teaching initiatives.
Easy.
12. Use Gong to grasp why offers are stalling
“Have a look at the highest precedence offers, (decided by deal significance or the extra mature offers which can be caught), and hear fastidiously to the CUSTOMER and the explanations WHY the deal is stalling! As soon as we really perceive the underlying causes, we’re in a position to handle and pinpoint the friction factors!” — David Roi, Head of Company Improvement at Centrical
Bonus factors to David for utilizing daring, underline, ALL CAPS, and some totally different coloration fonts. Properly performed, sir.
6 Gong greatest practices for Buyer Success Managers
We requested Buyer Success Managers, “How do you begin your day with Gong?”
Here’s what they shared.
13. Filters. Filters. Filters.
“I personally deal with Gong like a podcast of my clients. I’ve filters so I’m listening to the purchasers most related to my function. Gong is on the house display screen of my telephone.” — Jeff Smith, Buyer Success Supervisor at 15five
14. Structured self-coaching
“We’re rolling out using Gong to self-coach in a structured approach utilizing a scorecard.” — Jeff Smith (once more).
Jeff coming in scorching with not 1, however 2 secrets and techniques! Thanks, Jeff, you overachiever you!
15. Use the Deal Board for renewal dangers
“Offers – warns me approach higher than our CRM if a renewal deal in-quarter is stale or not getting replies/touchpoints — Matt Gardner, Director of Buyer Expertise at RouteThis
16. Use scoring to assist standardize the EBR course of
“Scoring of recorded calls – We rolled out a proper EBR course of which we now have to report on to our CEO and the board. The rubrics and scoring reside in Gong and 80%+ is a ‘success’ in our studies. Offers us a typical understanding of what a profitable EBR appears to be like like.” — Matt Gardner (once more)
17. Alerts and emails to be up to the mark
“Churn language and different particular language alerts – I get an electronic mail when clients point out to ANYONE on my staff one thing which will point out a danger so I can select to analyze additional.” — Matt Gardner (yet one more time)
To not be outdone, Mr. Gardner dropped in 3 ideas. Spectacular!
Uncover feelings in your prospect’s decision-making course of
We requested Account Executives how they began their day with Gong. Here’s what Justin shared.
18. Uncovering emotional cues to find true prospect emotions
“One particular follow that has benefited my gross sales follow and course of essentially the most is looking by way of my calls to seek out particular emotional cues that uncover true emotions my prospect has both about their ache, the gross sales course of, or product match/proof of idea. Typically I’ll search the decision transcript for particular phrases, like “wow,” “excellent,” and “superb” (and even the inverse like “unattainable,” “frustrate/ing,” “annoy”) that point out feeling or related emotion; others I’ll seek for physique language, bodily cues, lengthy or probably important pauses on their finish, or if there’s an viewers of two or extra, any indicators that there might be miscommunication or disagreement internally on the prospect’s facet.” — #MyGongSecret WINNER: Justin Benton, AE at FormAssembly
We now have a winner. Nice secret, Justin. Thanks for sharing.
3 Gong greatest practices for Entrepreneurs
We requested Entrepreneurs what their #1 Gong greatest follow was. Here’s what they shared.
19. Validate the success of your advertising messaging
“One factor that I love to do is search in Gong for competitor key phrases, and in addition the phrase “i really like Alyce.” This offers me intel that I can use in my advertising campaigns – angles to play up, misconceptions to reveal, and so forth. Additionally helps me perceive the notion of our model out there.” — Christina Mowry, Development Advertising Supervisor at Alyce
Be aware: the title of the corporate (not the worker) is Alyce. The prospect loves the corporate, Alyce.
20. Floor buyer ache factors and hone your messaging
“A method I make the most of the information is by looking by product title and what ache factors are being introduced up. I take heed to our prospects’ language and make the most of this when designing messaging for our electronic mail campaigns. It additionally helps me acquire insights into a few of our opponents and what our prospects discover missing with their options. This allows us to construct out higher battle playing cards and provides the gross sales staff some ammo when taking over a competitor.” — Laura Bailey, Advertising Supervisor at Aurigo
There is no such thing as a must guess (or assume) what your buyer ache factors are. They are going to share all of them … and you’ve got them recorded and might search.
21. Use insights in Gong to strengthen your knowledge evaluation
“When doing knowledge evaluation, I pull out any outliers or notable information to discover or take heed to. It helps add context to the information and strengthens my presentation abilities when sharing findings with the staff. Understanding that staff members will ask “why did this occur?” lets me be prepared with the reply and provides extra worth to the insights from the information.” — Annie Jackson, Advertising Operations Supervisor at Evaluation Trackers
I really like how Annie is absolutely leaning into the insights Gong offers.
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And that’s a wrap: 21+ Gong-specific ideas, methods, and takeaways you may implement proper now.
Do you know … that is the kind of banter that happens within the Gong Group? Need in on the motion (the place among the greatest, most useful, Gong-related) conversations occur?
(That was a rhetorical query. Of COURSE, you do!)
Be part of the Gong Group for extra greatest practices like these and to attach with fellow Income professionals!