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Tray.io Increases Booked Meetings by 40% Using Gong

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San Francisco, CA












Automation Software


increase in booked meetings by SDRs

The Challenge

In one of their business segments, Tray.io was experiencing unsatisfactory MQL to SQL conversion rates.

The Outcome

Tray.io's head of marketing and head of product marketing started to listen to SDR calls recorded on Gong to find out areas where they could improve. They revised their messaging, launched new training, and then used Gong to make sure that all of those learnings were being implemented.

Tray.io enables citizen automators throughout organizations to easily automate complex processes through a powerful, flexible platform, and can connect their entire cloud stack thanks to APIs.

Before Gong, one of their business units was struggling to express the value of their product. “We were experiencing less than stellar marketing qualified lead (MQL) to sales qualified lead (SQL) conversion rates,” said David Hershenson, the current Chief of Staff at Tray.io (but its former Director of Sales Development and Productivity).

After listening to Gong calls, the leadership team at Tray.io was able to uncover that there was a lot of variation in what was being said by members of their SDR team.

“Within 48 hours, we were able to come up with a standard training, get everybody trained on the new packaging and the way that we wanted everything positioned. And then immediately after the session, we were able to determine again using Gong that all of those learnings were being done correctly.”

The result? A 40 percent increase in booked meetings. 

Great things happen when a company listens.

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