Gong

DIXIE AND LUCY Reporting for dialing duty 📞 S/o Tanner Webb 🎣! #GongsterLife 

NEVER LEAVE EMPTY-HANDED Maybe your cold call didn’t work out (this time). No problem. But you can still leave with something. Here’s how to turn their objection into ammo as you continue prospecting the account: First, validate the objection – “That’s fair.” Second, label the objection – ”It seems like you’re not the best person to speak with.” Third, follow up with a secondary task – “I’m curious if you know who is in charge of projects like this at [COMPANY NAME]? That’s it, on to the next.

GRATEFUL, TODAY AND EVERY DAY For the AEs sneaking one last email before dinner… For the CSMs making sure their accounts feel supported over the break… For the RevOps heroes quietly keeping the entire machine running… We see you. We appreciate you. And we’re thankful to be your Revenue AI OS. 💜

AI DOES ITS BEST WORK WHEN… It actually understands the full context. That’s the heart of the convo between NoAA Ilani (Gong’s VP of Product) and Ethan Lee on the Future Proof podcast. They get into: - How AI gets smarter when it has long-term deal memory - How automating seller busywork frees teams up to focus on real relationships - And why - even with incredible AI - people still want to be sold to by *people* If you’re thinking about the next era of Revenue AI, this convo is a must-listen. 🎧 Full episode: https://lnkd.in/gT-sWvtS 

STEAL THIS AI PROMPT 👀 Did you know winning enterprise deals hinges on one thing? Multithreading. According to Gong Labs, engaging the right stakeholders across the org can boost win rates by ~130% on deals over $50K. So, steal this AI prompt to identify who to engage and how to bring them in with real value: 💡𝐀𝐜𝐭 𝐥𝐢𝐤𝐞 𝐚 𝐝𝐞𝐚𝐥 𝐜𝐨𝐚𝐜𝐡. 𝐖𝐡𝐨 𝐡𝐚𝐯𝐞 𝐈 𝐞𝐧𝐠𝐚𝐠𝐞𝐝 𝐬𝐨 𝐟𝐚𝐫 𝐢𝐧 𝐭𝐡𝐢𝐬 𝐝𝐞𝐚𝐥 𝐚𝐧𝐝 𝐰𝐡𝐨’𝐬 𝐦𝐢𝐬𝐬𝐢𝐧𝐠? 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐩𝐨𝐰𝐞𝐫 𝐩𝐥𝐚𝐲𝐞𝐫𝐬 𝐛𝐚𝐬𝐞𝐝 𝐨𝐧 𝐰𝐡𝐚𝐭’𝐬 𝐛𝐞𝐞𝐧 𝐬𝐚𝐢𝐝. 𝐒𝐮𝐠𝐠𝐞𝐬𝐭 𝐡𝐨𝐰 𝐭𝐨 𝐥𝐨𝐨𝐩 𝐭𝐡𝐞𝐦 𝐢𝐧 𝐧𝐚𝐭𝐮𝐫𝐚𝐥𝐥𝐲 𝐚𝐧𝐝 𝐰𝐢𝐭𝐡 𝐯𝐚𝐥𝐮𝐞. 𝐁𝐞 𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜 𝐚𝐧𝐝 𝐜𝐨𝐦𝐩𝐫𝐞𝐡𝐞𝐧𝐬𝐢𝐯𝐞. Want 12 more tried-and-tested AI prompts to help you win more? Grab them here: https://lnkd.in/gg3cKgZx

ONE-SIZE-FITS-ALL TRAINING WON’T CUT IT ANYMORE. SDRs moving toward AE roles face a whole new set of challenges: Multi-stakeholder deals. Consultative selling. High-stakes negotiations. Here’s how top teams are accelerating that transition: - Use revenue AI to identify exactly what part of the conversation the rep needs to improve (e.g., “did they ask the right questions?”) instead of generic “you need better calls” - Provide safe-practice environments: reps can simulate AE responsibilities before they’re live in deal motions. - Build targeted coaching paths based on the rep’s actual gaps — not based on a generic plan. If your enablement or RevOps team still runs long, generic training blocks… It’s time to rethink.

THE AGE OF STAND-ALONE AI IS OVER What happens when Microsoft, Salesforce, Deloitte and Gong sit down and ask: How do we actually make AI agents work together – across platforms, data, and workflows? In our latest blog, we bring you the answers straight from the source: ✨ Karan Nigam, Senior Director, AI Agent Marketing, Microsoft: “Don’t underestimate the value of getting your data right. AI agents are only as effective as the data they’re built on, so if you have bad data infrastructure, you’ll have bad agents.” ✨ Paul Vinogradov, Principal, Customer Advisory & Solutioning Practice Leader, Deloitte: “Agent sprawl is what happens if you don’t have an integrated AI agent strategy and a good data strategy.” ✨ Josh Israels, Sr. Director of Next Gen Partnerships at Salesforce: “Ultimately, we’re bringing the best of our partners and Salesforce together so customers can do more.” They joined us at Celebrate ’25 to dig into why interoperability isn’t optional. It’s critical. Read the full story now: https://lnkd.in/gDNSSQcj

ALWAYS PATTERN INTERRUPT Start cold calls with the phrase: “How’ve you been?” According to Gong Labs, it has a 6.6x higher success rate than the baseline. Here’s the thing: It implies you’ve had a previous interaction. (But you haven’t – it’s a cold call.) This line is unexpected and jumbles the prospect’s brain a bit (in a good way). Use it correctly and this pattern interrupt will be your best friend.

DISCUSSING PRICE ON DISCOVERY CALLS? We thought about it twice, too. But the data is clear. Win rates are highest when pricing is discussed on the first call — 10% higher (!) The longer a sales rep waits to bring up pricing, the less likely they are to win the deal. Let’s take a moment to acknowledge something unspoken here: Talking about pricing (and money) isn’t taboo. It’s essential to get a deal signed so it doesn’t matter whether the seller or the buyer brings it up first. It’s just part of doing business.

THE ENABLEMENT PLAYBOOK IS BEING REWRITTEN And Intuit’s Sara Kwan is one of the leaders driving the shift. Her team saw the signals early: reps drowning in tools, training competing with attention, and leaders needing faster, clearer paths to productivity. So she rebuilt enablement around what actually moves the needle:  ✨ Simpler programs ✨ Real-time support ✨ Trust and clarity ✨  AI helping sellers focus on what matters Sara’s perspective is a masterclass in modern enablement. We’re lucky to share it. Dive into her full story: https://lnkd.in/gbzaTHWH