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.

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 

SHORTER EMAILS = MORE REPLIES Ever open Netflix to find something to watch…  …and 30 minutes later, you’re still scrolling? That’s the paradox of choice: Too many options = no action. Same goes for long, cluttered cold emails. When reps cram in *everything*, buyers choose *nothing*. Gong Labs data shows what actually gets replies:  ✅ Under 100 words ✅ 3-4 sentences max ✅ Clear, easy action Less thinking = more clicking = more replies. Try it out in your next email.

BIGGEST SALES CALL MISTAKE Feature dumping. Don’t tell buyers *how* your product works. Tell them the *results* they’re going to get. Instead of discussing features and technology, focus on business value and pain. That’s where the money’s at.

DISCOVERY FATIGUE IS REAL (Especially for C-suite executives.) The more questions you ask, the shorter their response. They’ve been through the “discovery dance” too many times. Their patience wears thin. They’ll entertain the first few questions. But very quickly, you’ll receive one-word, irritated answers. Instead, stick to 2-3 high-level questions. Alert them to threats they haven’t foreseen. Educate them on external trends that threaten their status quo. They’ll become captivated when you show them how their current status quo is no longer viable. THAT’S how you’ll keep execs engaged (and discovery fatigue low).

ENABLEMENT 🤝 FRONTLINE MANAGERS When enablement leaders and frontline managers work together, program adoption increases and win rates improve. But FLMs are often hesitant to adopt unproven programs. That’s why we created this cheat sheet — to help you drive alignment with frontline managers and improve initiative adoption. Get your copy: https://lnkd.in/g5J8Cy5i

CHEESY? MAYBE. TRUE? ABSOLUTELY.

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)”