Gong

THANK YOU, RAVING FANS G2 just announced their Summer 2025 Report, ranking us: #1 for RO&I: Momentum Grid® Report for Revenue Operations & Intelligence (RO&I) #1: Results Index for Revenue Operations & Intelligence (RO&I) #1: Enterprise Results Index for Revenue Operations & Intelligence (RO&I) #1: Usability Index for Revenue Operations & Intelligence (RO&I) We couldn’t have done it without YOU.

BIG DAY FOR INDIE 🐾 She officially made the WeWoof Wall in our Chicago office 💜 Top-tier office dog. Even better coworker. S/o Dan Usem and his fur baby.

EXPERT ADVICE Take this sales tip from Sunny Huang, Director of Strategy at Gong. 🔥 “This question drives a 31% win rate lift (!) ‘𝗢𝗻 𝗮 𝘀𝗰𝗮𝗹𝗲 𝗼𝗳 𝟭 𝘁𝗼 𝟭𝟬…’ Play this out in your head. You ask a prospect, towards the end of a call: ‘On a scale of 1-10, based on what we covered, 1 being we totally missed the mark, 10 being yes, I love what I see, let’s move to pricing… Where are you on that scale?’ The prospect says 7. You already know what to say next. Let’s say it together. “𝗪𝗵𝗮𝘁 𝘄𝗶𝗹𝗹 𝗶𝘁 𝘁𝗮𝗸𝗲 𝘁𝗼 𝗴𝗲𝘁 𝘆𝗼𝘂 𝘁𝗼 𝗮 𝟭𝟬? OR “𝗧𝗲𝗹𝗹 𝗺𝗲 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗶𝘀 𝟯 𝗽𝗼𝗶𝗻𝘁 𝗴𝗮𝗽.” Why does this work? It's about 𝗤𝗨𝗔𝗡𝗧𝗜𝗙𝗬𝗜𝗡𝗚 𝘂𝗻𝗰𝗲𝗿𝘁𝗮𝗶𝗻𝘁𝘆. Uncertainty isn't bad. It's only bad when it's vague. This question forces specificity, which then makes the gap clear, and then solvable. Btw, this call & response is also backed by science. The same guys behind The Challenger Sale (Matt Dixon & Ted McKenna) found that 56% of lost deals aren't from rejection - 𝘁𝗵𝗲𝘆 𝗱𝗶𝗲 𝗯𝗲𝗰𝗮𝘂𝘀𝗲 𝗼𝗳 𝗶𝗻𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻. Buyers aren't not saying ‘no.’ They’re saying ‘I’m not sure.’ The takeaway is simple. When in doubt - Ask the prospect to quantify their uncertainty, so that you can close the gap. (Gong data, 281 deals over last 2 quarters)”

“I NEED TO THINK ABOUT IT” When you hear this – don’t panic. Gong Labs data shows buyers really just need to think about it. That’s the good news. The not-so-good news is you’re more likely to have a longer sales cycle. Like 173% longer. So next time you’re hit with this objection, try this response: “When most people tell me they need to think about it, it’s typically because they’re not interested or I missed something in our meeting.” If you missed something, they’ll respond with “No, we’re interested, it’s just that…” That ‘dot dot dot’ is where they start to reveal their uncertainty, whatever it may be. Now you’ve uncovered the true hurdle in your deal and confirmed that they’re interested. Try it out.

YOUR REPS DON’T NEED MORE PRODUCT SLIDES. They need to know how to win deals. That’s why our latest guide breaks down 5 best practices for onboarding that can give reps faster time to quota, higher satisfaction, and create more predictable revenue in the long run. Grab your copy: https://lnkd.in/gPWUPAjG

EOQ HAS ME LIKE

KEENAN’S SALES SUPERPOWER Check it out ⬇️ S/o Keenan Christian Lewis

ANTI-COACHING These questions seem harmless: ❓ Who have you talked to? ❓ What did you talk about? ❓ What’s the next step? But if your 1:1s sound like this… You’re not coaching. You’re just updating CRM. Out loud. If you have Gong, you already know what happened. Use your 1:1s to dig into the why behind performance. That’s where the good stuff lives:  ✅ “You lost this deal after pricing came up. Let’s look at how you positioned value before that moment.” ✅ “You’ve got high activity but low conversion — let’s review a call where the prospect went cold.” ✅ “This deal keeps getting pushed. Let’s look at talk ratios and next steps to spot the breakdown.” When you walk in already knowing the what, you can spend your time coaching the why. That’s how you move the middle. That’s how you create top performers.

THE SECRET TO SUCCESS IN SALES? Having ONE source of truth. Here’s what we mean: Sales isn’t just about working hard. It’s about working smart. And nothing’s smarter than having all your data and insights in one place, right in your workflow. It’s a game-changer because it means: ✅ No more toggling between tools. Save time and stay focused. ✅ Instant insights. See what’s working (and what’s not) in real-time. ✅ Stronger decisions. Make every move backed by data, not guesswork. When your CRM, call data, emails, and deal insights all live together, you’re not just a seller - you’re a strategist. Your secret weapon? A single source of truth that powers every action. Make your data work for you. Not against you.

ENABLEMENT THAT ACTUALLY ENABLES Most programs focus on content. Decks, certifications, LMS modules... But TOP teams focus on behavior. Because your reps don’t need another deck. They need to know what works – and how to do it consistently. Here’s how enablement pros do it with Gong:  ✅ Surface what top reps do to win ✅ Scale those motions across the team ✅ Track adoption in real-time This is enablement with teeth. Not theory. Revenue impact.