Gong

WE’RE. SO. BACK. Celebrate ’25 is officially on – and this time, we’re doing it bigger and bolder. 📍 Austin, TX 📅 October 20–22 🎤 In person. In the flesh. In your calendar. It’s where revenue leaders, operators, and sellers come together to shape the future of GTM as we enter the era of AI-Powered Revenue. You’ll walk away with: ✅ Actionable AI-powered strategies ✅ Operator-level insights ✅ New connections (and a few new favorite tacos) See you there? Learn more → https://lnkd.in/dPXZxjcc

OOPSIES

SALES REPS. LET’S TALK ENABLEMENT. You attend training. You read the deck. But do you actually feel enabled? Tell us 👇 Vote then share in the comments – what formats help you perform your best?

THEY SAY TO BE GREAT, YOU GOTTA LEARN FROM THE GREATS But shadowing top reps takes time – especially when you're busy running your own deals. Gong AE (and 6x President's Club member !!) Brian LaManna skips the ride-alongs and uses Gong to quickly spot what top performers do differently – then puts those insights into action to level up, fast. See more tips from Brian on how to use Gong to learn from top-performers here: https://lnkd.in/gXirw3uc

BEWARE OF HAPPY EARS Take this tip from Sunny Huang, Director of Strategy at Gong: “‘Happy Ears’ is such a weird phenomenon. You can be keenly aware that it exists, and still fall victim to it. When you're IN the deal, you're just less likely to see the gaps. This prompt fixes that: 𝙖𝙘𝙩 𝙡𝙞𝙠𝙚 𝙖 𝙨𝙠𝙚𝙥𝙩𝙞𝙘𝙖𝙡 𝙚𝙭𝙚𝙘𝙪𝙩𝙞𝙫𝙚 𝙗𝙪𝙮𝙚𝙧. 𝙗𝙖𝙨𝙚𝙙 𝙤𝙣 𝙩𝙝𝙞𝙨 𝙙𝙚𝙖𝙡, 𝙬𝙝𝙖𝙩 𝙬𝙤𝙪𝙡𝙙 𝙢𝙖𝙠𝙚 𝙮𝙤𝙪 𝙝𝙚𝙨𝙞𝙩𝙖𝙩𝙚 𝙩𝙤 𝙢𝙤𝙫𝙚 𝙛𝙤𝙧𝙬𝙖𝙧𝙙? 𝙬𝙝𝙖𝙩 𝙖𝙧𝙚 𝙩𝙝𝙚 𝙤𝙣𝙚 𝙤𝙧 𝙩𝙬𝙤 𝙩𝙝𝙞𝙣𝙜𝙨 𝙛𝙚𝙚𝙡𝙨 𝙫𝙖𝙜𝙪𝙚, 𝙪𝙣𝙥𝙧𝙤𝙫𝙚𝙣, 𝙤𝙧 𝙝𝙖𝙧𝙙 𝙩𝙤 𝙟𝙪𝙨𝙩𝙞𝙛𝙮 𝙩𝙤 𝙮𝙤𝙪𝙧 𝙩𝙚𝙖𝙢? 𝙗𝙚 𝙨𝙥𝙚𝙘𝙞𝙛𝙞𝙘. It forces your deal out of your own narrative, and into the buyer’s risk filter. Use it when everything feels fine. That’s when it’s most useful.” Because “fine” is where happy ears thrive.

INSIGHTS > DATA Wait what? Here’s the thing: Everyone has data. The teams pulling real insights from it? They’re the ones winning. Most orgs claim to be “data-driven” but fall short in 3 key areas: 🔍 Clarity – While data is abundant, it can be overwhelming and complex in such large quantities. Insights are distilled to be easy to interpret. 📍 Context – Data expressed as a single number is often useless. Insights provide a point of comparison or background for deeper understanding. ⚡ Actionability – Data is static. Insights drive action that results in change. That’s where AI comes in. It helps you distill the signal from the noise and uncover what really matters. How are you uncovering insights about your GTM org?

TEAMS WIN CHAMPIONSHIPS Sales isn’t a solo mission – it’s a team sport. Team selling means weaving multiple people from your org into the sales conversations. Think: sales engineers, sales leadership, and success managers. Because here’s the thing: Adding ONE more person from your org to sales calls DOUBLES your chances of reaching closed-won. DOUBLES (!!!) I guess teamwork really does make the deal work.

MICROMANAGEMENT KILLS MOTIVATION According to Gartner, 83% of sellers feel demotivated. Why? They feel like cogs in a machine. So flip it: Give reps ownership. Let them make decisions. Play to their strengths. Coach, don’t control. ✅ Set clear goals ✅ Keep progress visible (dashboards > guesswork) ✅ Use 1:1s to review, refine, and grow Empowered reps = motivated reps. And motivated reps = closed deals. Want more on how to lead a high–performing team? ➡️ https://lnkd.in/gP2Mg2ya

MARKETING VS SALES We’ve all seen the jokes and memes. And know that when sales and marketing *are* aligned we can delight customers, increase profitability, and accelerate growth. But did you know marketing’s success also impacts your rep retention? (Say what?) In fact, sales reps who feel their marketing team sources enough pipeline for them to be successful are 43% LESS likely to pursue a role at another company. Prioritize alignment. Retain your talent. Win as a team.

POP QUIZ What do Hearst Newspapers, WalkMe, Trimble Inc., BlackLine, and Conga have in common? They’re all transforming their go-to-market teams with Revenue AI.   Aaand they’re all past winners of our Golden Gong Awards. 🏆 The Golden Gong Awards honor companies using Gong’s AI-powered platform to innovate, boost productivity, and drive serious revenue impact. Think: The LeBrons of revenue 🐐✨ This year’s winners will include standout public and private companies leading the charge in revenue transformation. Think you or your team has what it takes? Submit your story by 9/4 and join the ranks of GTM greatness: https://lnkd.in/gacQGCNQ