Gong

HIT THE GONG Today, we’re celebrating a major milestone… Gong has officially surpassed $300 million in ARR. What’s fueled this momentum? ?? Usage of Gong’s AI capabilities has risen by nearly 50% in the last 12 months ?? Gong Engage & Gong Forecast are the fastest growing products on our Revenue AI platform ?? Gong’s adoption extends beyond the sales org and across a wide range of industries in the enterprise We’re proud to be leading the charge in Revenue AI by helping customers solve complex business challenges and deliver measurable outcomes. HUGE thank you to our customers, partners, extended community, and Gongsters for making this milestone possible. We’re just getting started! ?? Read more here: https://lnkd.in/gprfbjyq

SHOULD HAVE MULTI-THREADED

STEAL THIS PLAYBOOK They say to be the best, you’ve gotta learn from the best. And Gong AE & President's Club member Brian LaManna just dropped a masterclass in maximizing your day. Here’s how he turns whitespace into revenue. ?? “Here's what my schedule looks like for today. 8 AM - 1:1 connect with a rep in my deal 9 AM - Demo 10AM - Discovery Call 12:30 PM - Commercials Call 2:30 PM - Pilot training Pretty standard. Nothing too crazy. Here's what I added to it, to fill in the whitespace. 7:30 AM - Strategize all plays for day, on active deals 8:30 AM - Plays for day on active deals 11 AM - Finish plays for day on active deals 11:30 AM - Prospect 3 new accounts (3-5 people at each) 1 PM - Break 2 PM - Send 3 gifts to 3 prospects 3 PM - All follow ups for the day I time blocked each one of these at 7:15 AM while I strategized my day. Whitespace is either: 1) Prospecting 2) Active Deals 3) Breaks Don't let 77% of your time go to non-revenue generating activities. Prospecting. Active Deals. Most other stuff is noise.”

“DRIVING NEXT STEPS” ISN’T ENOUGH You know discussing next steps is good for deals. But most sellers think locking in the next meeting is enough to keep deals moving forward. (Spoiler: It isn’t.) That’s why our Gong Labs data team analyzed 9K+ deals to learn what REALLY drives deals forward. It’s all about discussing the right topics. Topics have a massive impact on whether buyers continue down the buying process. There are two types of topics: value-based and features-based. Value topics are things like discovery, business impact, and use cases. Product features are exactly that: all about your product and how it works. The data shows that value-based topics are FAR more productive. Put another way, when sellers focus on features, they are significantly less likely to earn a follow-up call. So ditch the feature dumping, and start focusing on what buyers really care about. VALUE.

SPRING CLEAN YOUR PIPELINE ?? The first day of spring = the perfect time to clear out the clutter. Just ask Tara Ramachandran, Sr Manager/Head, GTM Operations and Enablement at OpenSesame. Gong Engage helped her team streamline their GTM approach and clean up old prospecting clutter.?

9 YEARS AND MILLIONS OF CALLS LATER In 2016, we published one of our most popular Gong Labs posts about the impact of the talk-to-listen ratio on sales success. Now, nearly a decade later, we’ve revisited the data in a follow-up article to see what’s changed … and what hasn’t. Check out the latest from Gong Labs to see what sales call stats separate top-performing reps from the rest.

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ST. PADDY’S DAY, THE GONG WAY! Our Dublin Gongsters celebrated with a traditional Irish workshop — music, dancing, and a whole lot of craic!????? Sláinte to good vibes and great company.

“THE DEAL LOOKED SOLID. WHAT HAPPENED?” Yikes. Sales leaders hear this (or say it!) all the time. But the terrible truth is: Deals don’t slip overnight. There are always red flags… ?? A delayed follow-up ?? A subtle shift in prospect sentiment ?? An important task that fell through the cracks These small moments add up, turning a sure thing into a missed forecast. Our latest cheat sheet shows you how to use AI to keep your deals on track. Ready to stop guessing and start closing? Grab your copy here: https://lnkd.in/ginxaCne

WANT BIGGER DEALS? MULTI-THREAD. Multi-threading isn’t just a strategy—it’s the key to unlocking massive deal sizes. Here’s how it works: 1?? Build a team of advocates. Engage stakeholders from across the organization—end-users, decision-makers, even legal. The more champions you have, the stronger your momentum. 2?? Align early and often. Enterprise deals fall apart when internal teams aren’t aligned. Multi-threading ensures everyone is bought in at every stage. 3?? Reinforce your value. Different stakeholders care about different things. Use multi-threading to tailor your value to each group and build trust across the board. Want to close 7-figure deals? Get more people involved. Early. Strategically. Consistently.