“Adapt or die.”
Within the 2011 film Moneyball, Oakland A’s supervisor, Billy Bean, tells his lead baseball scout (a 29-year veteran within the trade) to “adapt or die.”
The scout complained that Bean was “discounting what scouts had accomplished for 150 years” in favor of a “child who has an economics diploma from Yale.”
Bean, forward of his time, tossed his palms within the air and instructed the scout to “adapt or die.”
Automation just isn’t a brand new phenomenon. Hardly.
Within the gross sales world, automation is available in many kinds — emails that set off as soon as a prospect clicks a hyperlink, a Slack notification that fires off when some standing adjustments or a signed copy of a contract generated when a deal closes.
This text will discover gross sales automation, particularly specializing in how Gong’s Help product will enable you win increasingly usually.
What’s Gong’s Gross sales Automation?
First, what’s gross sales automation? Automation guidelines make one thing occur mechanically, so that you don’t should work too arduous.
At Gong we’ve plenty of automations, try the full checklist of gross sales automations right here to see how Gong can join knowledge from important income programs — mechanically.
Utilizing Gong, you possibly can:
From there, we depend on our integration companions to do what they do finest.
>> Seismic in order that calls and enablement supplies are all present in one place, related to CRM
>> Vidyard to get extra offers over the end line with video
>> Proposify for extra visibility into gross sales paperwork when they’re
And Google Workspace and HubSpot CRM and Salesforce and Slack and Zoom — the checklist goes on (and on and on… and grows daily!)
What’s Gong Help?
In early 2022, we launched Gong Help to assist enhance productiveness by means of automated activity administration, i.e. gross sales automation.
Gong aids productiveness by recommending actions that assist groups give attention to important, revenue-generating duties.
Gong Help goes additional and automates extra time-consuming, low-value duties. How?
EXAMPLE #1: as a substitute of merely reminding gross sales reps to arrange a gathering or ship an e-mail, Gong will draft the e-mail and assembly invite that the rep can then ship.
EXAMPLE #2: When a contact adjustments roles inside their group, Gong will remind the gross sales rep to congratulate them.
In brief, Gong Help frees time for extra value-add work, resembling constructing deeper buyer relationships.
Bought it. So how can I keep organized, on activity, and WIN MORE with Gong Help?
Purchase Gong!
(Really, we suggest beginning with a Gong demo to get solutions to your questions, discover ways to win extra offers, skyrocket rep success, and achieve important market intelligence with Income Intelligence. You recognize.)
However if you’re not fairly prepared to leap to SHOW ME A DEMO stage, right here is a little more about Gong Help and the way it works in actual life.
STEP #1: SDR OUTREACH
Until you might be getting boatloads of inbound requests with prospects falling over themselves to get a reside demo (wouldn’t that be good?), sending chilly emails is a necessity.
Let’s say Siobhan is one in all your SDRs. She’s utilizing Gong to handle her gross sales day. She fires up Gong and sees that “attain out Acme” is on her to-do checklist right this moment.
From inside Gong, Siobhan makes use of a gross sales e-mail template — one she will simply customise and personalize. And personalize she does, utilizing the Gong-Vidyard integration, Siobhan embeds a (personalised) video for Clara.
BONUS: From inside the Gong exercise tab, Siobhan can see that “CRO Clara” has considered her Vidyard video not as soon as, not twice, however 5x. Engagement FTW!
5 video views are additionally an amazing indicator/sign that Clara is engaged and prepared for the subsequent step within the gross sales funnel delivered for Siobhan in her gross sales engagement platform.
STEP #2: AE HANDOFF
It’s now time at hand off this — now heat — result in Andre, the Account Government (AE).
With out a want for a prolonged dialog (or e-mail or slack or textual content or cellphone name), Andre can see the complete dialogue Siobhan has had with Clara. Once more, gross sales automation.
He picks up the place she left off with an e-mail…
… an e-mail Clara replies to, favorably (phew!).
As with each motion, Andre’s e-mail and Clara’s response are captured in Gong, so the deal standing is thought and clear.
A demo is scheduled and offered to Clara. She replies to Andre, indicating she’d like to maneuver ahead and loop within the VP of Finance and the VP of Ops. Andre creates a Slack Join channel to proceed the dialog.
Issues are buzzing alongside now.
It’s time for Gong Help (GA) once more. After the decision, GA reminds Andre to ship a follow-up e-mail with the entire motion gadgets, the proposal, and so forth. Gross sales automation!
However then, crickets. Did Andre get ghosted? Nooooo. All was going so nicely.
It will be simple for Andre to overlook about Clara and the group as he’s (hopefully) working a number of different offers concurrently.
Not with gross sales automation:
A Deal Warning is triggered: “Haven’t heard again in 5 days.”
Andre is aware of precisely what to do subsequent… he shares a bit of content material along with his chillyer prospect to reengage.
The monitoring exhibits a number of Acme group members learn the article — Undertaking Reengagement was a hit! One other assembly is ready, and the deal is transferring ahead once more.
Gong Help enters the image once more (much more gross sales automation) to remind Andre to replace his gross sales forecast, which he does, and his supervisor is mechanically alerted. Gong is utilizing actuality to find out the subsequent steps … not some fancy sequence that’s usually not correct.
The following step is making certain all of those adjustments get up to date into the CRM. One-click and it’s accomplished. No have to open CRM or pipeline administration software program — all of it occurs from inside Gong.
All that’s left is to get this deal signed. Gong Help? You there? After all.
Andre customizes the Gong template and fires off a customized e-mail with the settlement included (utilizing the DocuSign integration).
Contract views are tracked and housed inside Gong, and shortly after, there’s a Gong notification that the contract has been signed.
STEP #3: AE TO CSM HANDOFF
Lastly, the AE to CSM handoff occurs automagically with an onboarding nurture e-mail collection initiated and an introduction to Sam, their CSM. Sam sends a useful article (thanks once more to gross sales automation), and the subsequent section of the connection begins.
And that’s the way it’s accomplished.
Gross sales automation is right here. Now.
Automation just isn’t a factor of the long run. It’s right here. It’s now.
Gong Help is likely one of the instruments our gross sales group at Gong makes use of each single day.
Join a demo now and find out how Gong can help your gross sales course of as you lean into automation.