HOW GONG USES GONG
Stories from Gongsters about how they use Gong to solve their challenges and unlock their superpowers 💥
- 17 Topics
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What’s worse than trying to navigate your team and your business through highly volatile, uncertain economic times? Flying blind while doing it.Thankfully, we’ve put together a playbook around how we at Gong, are using Gong to track and stay ahead of the impact that macroeconomic risk will have on our business.You’ll learn how we’ve leveraged Tableau for ELT-level visibility, and 3 plays that your Sales and CS Leadership, Marketing, and Enablement teams can do today to mitigate risk, and pivot messaging. What are your strategies for tracking and getting ahead of macroeconomic risk? Let’s chat in the comments!
If you’re in a Customer Success role, then you know that having control over your book of business helps you be a strategic partner to your customers and feel more confident during growth and renewal conversations. On today’s episode of Gong on Gong, Customer Success Manager @Kendall Ritter shares how she uses Gong to seed growth opportunities within her team's upcoming renewals to ensure they're equipped with a game plan that drives momentum in customer conversations. Watch the video here! “Having control over your book of business helps you be a better partner, present up, hit your numbers quarter over quarter, and feel confident saying, “I’m not afraid of risk or growth opportunities because I know and can see all of the inputs and outputs that I should be driving based on the indicators that Gong is telling me.” What are your strategies for leveraging dealboards as a CSM? We’d love to learn from you — let us know in the comments!
On today's episode of Gong on Gong, Director of Customer Education @Stephanie Pellegrino shares how she leverages scorecards to reduce trainer ramp time by 67%! In 2021, Stephanie grew her team by 900% and hit incredible milestones along the way including: Trained 23K users via live training Amassed 16.7K academy users Launched 360+ courses and content Receive an 96% CSAT for all types of live training Are you using this superpower? How do you use in-line editing? Let us know in the comments below!(And if you’re a Gong customer, you get special access to Stephanie’s video walkthrough of her process for using scorecards to standardize trainings! Watch it here.) Stephanie’s challenge: In the past, ramping new hires into their training roles took as long as 90 days. Stephanie’s superpower: Using Scorecards to train new hires and cut ramp time by 67% Stephanie’s workflow: Create your scorecards “The scorecard helps ensure that every call has really solid logistics that encompas
On today’s episode of Gong on Gong, Sales Manager @Drew Wills shares how he uses Gong to forecast with confidence for the first time in his 10-year career in Sales. Watch the video here (and get a sneak peek of Gong Forecast ahead of our official launch 👀) “Towards the end of the quarter, we’ll know exactly how much we have left to close, what is sitting with who, and we’re all rowing in the same direction to get big deals over the finish line. I’m spending less time deciphering where we’ll finish and more time coaching and helping my team close their deals.” Now that you’ve had an exclusive peek at Gong Forecast, what do you think? How will Gong Forecast help you and your team achieve your goals? We’d love to hear from you in the comments!
On today’s episode of Gong on Gong, Senior Account Executive Sarah Brazier shares how she collects ✨ magical moments ✨ from conversations with her prospects and uses them in her final business cases to win pilots. Watch the video here! (0:46): "Gong gives me the ability to build better business cases by helping my prospects relive magical moments.” (4:00): “The workflow is simple: Multithread your accounts, capture those conversations, listen back and find the meaningful, magical moments where your prospect had that big realization moment...and showcase it in your final business case." Do you use Gong to capture magical moments during conversations with your prospects?
On today’s episode of Gong on Gong, Director of Commercial Sales Bryan Tucker shares how he uses Gong to spot unknown risks in must-win deals and uses that data to coach his managers and reps. Watch the video here! "As a second-line leader with a team of 45 people and 200+ deals in my pipeline on any given month, it would literally be impossible for me understand the details of 95% of the deals. That means that when I’m coaching my leaders or reps, I could be completely missing the mark or doing more damage than good without Gong.” Get the workflow (1:57): How to coordinate your coaching with a leader on a must-win deal for the quarter How do you identify risks in your deals in Gong? Let us know in the comments below!
On today’s episode of Gong on Gong, Growth Account Executive @Lauren Frilling shares how she uses Gong to understand her customer’s full history to drive impactful renewal and growth conversations. Watch the video here! “I listen back to these calls to hear directly from the voice of the customer — what they cared about and how they're using Gong — so I can tell that story or ask for the business come renewal time.” Key Takeaways (00:35): The superpower Gong gives growth account executives is teleportation — the ability to go back in time and fully understand an account’s history around growth and renewal so that you can have effective conversations with your customers. (00:39): This workflow helps you understand why your customer became a customer, why they renewed, what they accomplished over the last 12 months, and how your product helped them get there. (3:41): As a best practice, follow this workflow any time you’re handed a new account. Pro tip: Filter by calls on the account
📢 Cue the air horns! 📢 On today’s episode of Gong on Gong, Sales Enablement Manager of Global Onboarding Eric Lindroos shares how he uses Gong to onboard new Gongsters in a remote environment while keeping it fun, entertaining, and organized. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how Eric ensures that every single new hire at Gong feels well supported and set up for success in their new role. Fun fact about Eric: He just moved to Dublin, Ireland with his puppy Bradley Benjamin! 🐶 #EnjoyTheRide How do you use Gong for enablement and onboarding at your organization? Let us know in the comments below! Eric’s challenge:Helping new hires feel less isolated and siloed while onboarding remotely. Eric’s superpower:The ability to onboard 40 to 60 new Gong employees across multiple locations and multiple time zones in a remote environment every month. Eric’s three onboarding calendars General onboarding calendar Give new hires exposure t
On today’s episode of Gong on Gong, Customer Account Executive @Ian McDonald shares how he replicates the behaviors that successful Account Executives exhibit to close large, Enterprise-level deals over $100,000. Watch the video here! “In order for me to get promoted, I know that I have to be closing big deals. I use Gong to automatically surface the moments that are relevant to me in real-time and use data to pinpoint key behaviors that I know I need to replicate.” Key Takeaways(1:07 min): Gong allows AE’s to democratize their own skill development by giving them access to good behaviors that AE’s are exhibiting to close large deals. By automating this learning, AE’s can continue to succeed in their role while setting themselves up for future success and promotion. (2:22 min): This workflow allows AE’s to narrow down to a specific key moment in Gong and automatically send that snippet to their inbox for review. How do you use Gong to level up in your career? Let us know in the comm
On today’s episode of Gong on Gong, Gong’s Head of Global Enterprise CS @Nick Vealitzek shares how he uses Gong to prepare himself and his team for renewals and upsells. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how to quickly understand how your largest renewals, upsells, and risks are tracking. Fun fact: Nick lived and worked in Prague in the Czech Republic, where he met his now-wife. “Spare a thought for her as well — she traded the last name Snow for Vealitzek. I think that means she loves me.” How do you use Gong to prepare yourself and your team for renewals and upsells? Let us know in the comments below! Nick’s challenge:Having to send his CSMs the dreaded “Hey, what’s the status of X or Y customer?” Slack or email. Nick’s superpower: The ability to quickly understand how his team's largest renewals and upsells are trending towards the end of the quarter or year. Nick’s workflow: Click into the Deals tab Sort by ARR to see the la
On today’s episode of Gong on Gong, Senior Mid-Market CSM @Kathryn Lancendorfer shares how she uses Gong Assist to send flawless follow-ups to her customers without missing a beat. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how to prioritize and maintain high-quality follow-ups with your customers. Fun fact about Kathryn: She loves to ski and snowboard! In the winter, you can find Kathryn shredding the mountains in Tahoe or Jackson Hole, Wyoming. How does Gong Assist help you stay on top of your follow-ups? Let us know in the comments below! Kathryn’s challenge:Finding the time to follow up immediately after her important calls Kathryn’s superpower:Using Gong Assist to prioritize follow-ups and keep action items from slipping through the cracks Kathryn’s workflow: Navigate to your outstanding assists and prioritize them based on what’s most important Review your action items and determine how much time it will take you to follow up with
Get ready for one of the most comprehensive How Gong Uses Gong videos ever recorded. 🤯 On today’s episode of Gong on Gong, Manager of Enterprise SDRs @Nadeen Jubran shares how she uses Gong to effectively coach her team of 10 SDRs remotely and at scale. If you’re a new SDR leader or an aspiring one, keep reading (or if you’re a Gong customer, watch the video walkthrough here) for a crash course to become a master of coaching. What are your tips for coaching large teams of SDRs at scale? Let us know in the comments below! Nadeen’s challenge: Managing teams of 7-10 SDRs while being remote and in back-to-back meetings all day Nadeen’s superpower: The ability to effectively coach SDRs on their call conversations at scale "Being successful in sales and leading sales teams is rooted in a desire to want more, constantly learning to think critically about how you can improve your process, your craft, your flow. The SDRS on my team are eager to improve, evolve, develop and learn. And because
On today’s episode of Gong on Gong, Customer Success Enablement Manager @Vanessa Gabor shares how she uses positive manager feedback in Gong to scale message adoption and enable her teams to handle renewals and upsells. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how to use advanced call filters to scale your efforts around sharing best-in-class calls! How are you leveraging advanced call filters in Gong? Let us know in the comments below! Fun fact about Vanessa: she and her fiancee have been nomadic for the last year, living in different places for 2-3 months at a time! Vanessa’s challenge: Scaling efforts around sharing best-in-class calls Vanessa’s superpower: The ability to leverage manager coaching to surface specific calls “I'll use this when I'm looking for A-plus calls to build up our library or trying to capture trends around the best ways to handle a renewal.” Vanessa’s workflow: Toggle to the Calls page Use additional filters a
On today’s episode of Gong on Gong, Commercial Customer Success Manager Jack Judge shares how he uses comments in Gong as a system of record to help get better visibility into what’s important to his customer and effectively collaborate cross-functionally. Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to learn how to keep track of important customer information and share it efficiently across your organization! How are you leveraging comments in Gong? Let us know in the comments below! Fun fact about Jack: he knows how to breakdance! Jack’s challenge: Keeping track of customer information and sharing it with his team Jack’s superpower: Using comments in Gong to get visibility into what matters to his customers “The ability to leverage comments allows for everyone who is involved or will be involved with this customer to have the same qualitative understanding of what is most important to them.” Jack’s workflow: Open a call from the Gong homepage
On today’s episode of Gong on Gong, Director of Product Marketing @victoria.chernova shares how she uses Gong to create effective messaging, measure adoption, and uncover the market’s response. Marketers and non-marketers alike, this one’s for you! Keep reading (or if you’re a Gong customer, watch the video walkthrough here) to get the blueprint for creating messaging that resonates and drives revenue. Victoria’s challenge: Hearing from customers without needing to ask for face time. “Prior to Gong, I had to rely on a very small sample set. With Gong, I can hear from dozens of customers at twice the speed.” Victoria’s superpower: The ability to get closer to the customer (and therefore getting closer to the revenue) “The best messaging is rooted in customer research. Messaging won't resonate, drive leads, or help your field teams close deals if it's not rooted in customer reality. Great messaging identifies and names a customer's pain, and what's even more powerful is if we use their o
On today’s episode of Gong on Gong, Mid-Market Manager of Customer Success @Devon Kirschmann shares how she:Uses Gong + Gainsight to rapidly and efficiently assess risk for effective 1:1s Launches strategic initiatives from rollout to impact validation. This is one you’ll definitely want to read (and if you’re a Gong customer, make sure to watch this super-detailed video!) Fun fact about Devon: Her life is consumed by her precious french bulldog named Remy. Devon’s challenge: Removing redundancy, having impactful meetings, and ensuring that milestones with customers are focused on moving them forward in that maturity. Devon’s superpower: X-ray vision. 😎 "I can see through the noise in the fluff to quickly identify risk, arm myself with the right context, and game plan with my team." Devon’s workflow for risk assessment Get up to speed on where her accounts stand. “This enables me to focus my 1:1's on the path forward versus reflecting on the past.” Leverage tools harmonious
How Gong Uses Gong: Using a Renewals Deal Board to Strategize and Drive Value with Customer Account Executives
On today’s installment of Gong on Gong, Customer Success Manager Claire Malik shares her secret sauce for bringing in her largest renewals! Read on (or if you’re a Gong customer, watch this video!) to learn more about how Claire prioritizes her renewals, uses Gong to get behind the scenes of all her account conversations, and determines how she plans to proactively work with her CAEs to close deals. Fun fact about Claire: she lived abroad twice in her early twenties despite never having traveled out of the country before! Claire’s challenge: Staying organized and strategizing on large accounts given how many contacts she has to manage. Claire’s superpower: Understanding how to help her Customer Account Executives identify growth opportunities by listening to recent engagements in Gong so that she can tactically support them. Claire’s workflow:"I start off in my renewals deal board and prioritize my largest renewals. Next, I look to see if there are warnings associated with the accoun
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