In the fall of 2019, I was introduced to Gong through one of our board members. Gong is a revenue intelligence platform, but I initially viewed it as a tool for coaching, allowing managers to listen to sales calls. I couldn’t be in 10 meetings at once, so I thought Gong would let me play Monday morning quarterback and give feedback to our sales reps.
As I took a closer look at the platform, however, I realized that Gong could provide management with visibility into things that we were flying blind on before. With that, we could make truly data-driven decisions, not just on the sales side, but on the CX side as well.
An example of a former blind spot was the insight into the sales cycle. For example, Gong will show us if there’s been a reply from a contact in the last 30 days. If there’s no reply in the last 30 days and the account executive (AE) continues to make overtures, that tells me there’s no sincere interest from the prospect. We can then choose to try another tactic or reallocate time and effort to more fruitful activities.