Market

Where to go: Insights > Market

Get tools to enable your sales ops and execs to make proactive decisions rather than responding to market shifts after they've happened. Leverage snippets from customer conversations to understand emerging trends, and use the information to make better informed decisions.

Customer conversations from different perspectives

Use Market to see conversations from different perspectives. For example, use the out-of-the-box Gong Economic Pulse Tracker to detect concerns about the economy. View the trend lines to understand if the economy is becoming an increasing issue to your customers. Analyze the information to see how it impacts your pipeline.

It’s not just the economy

Market can also be used to learn and react to a wide variety of topics. For example, learn more about your competitive landscape, or how your customers respond to new product launches, pricing, and messaging.

Trends

Use Market to identify and be notified when economic trends are discussed in customer conversations; and analyze how these trends are impacting your deals over time.

For example if you're viewing the trends using the Economic Pulse Tracker, and the words recession or layoffs are being mentioned more frequently in conversations, it suggests more people are concerned about the future of the economy.

• A trend line in an upward trajectory indicates more concern about the future of the economy

• A trend line in a downward trajectory indicates less concern about the future of the economy

Trends enable you to make proactive decisions rather than reactive ones.

• Prepare and coach sales reps to better handle calls

• Adopt your marketing strategy for a predicted bear market

• Tweak the Trends to suit your requirements

To use Trends:

This example uses the Economic Pulse Tracker to describe how to use Trends.

Go to Insights > Market, and do the following:

1. Select the team you’d like to track.

2. View the trends or mention rates for all Calls or Deals.

3. Select the activity time frame.

4. Select the Economic Pulse tracker.

5. Narrow down the data based on your CRM preferences; for example use the CRM Account Type filter to view data originating from prospects.

6. Analyze the info:

   1. Hover over the trend line markers to view trend statistics and compare changes over time.

   2. Click win rate to open the Win/Loss window and view the following:

      • A visual display of how the trend affects your win rate

      • How many deals were closed when Economic Pulse Tracker terms were not mentioned in calls

Tweak the trends

Market trends are driven by keywords or trackers detected by Gong. When trackers are detected more frequently, the trend line moves upward; when detected less frequently, the trend line moves downward.

You can tweak the trends by manipulating the tracker. For example, edit the list of Economic Pulse Tracker terms to better suit your requirements, or specify which calls are tracked based on their duration.

For more information see How to add a tracker.

The conversations driving the trends

The Market Breakdown tab displays the following information about calls mentioning your selected tracker's keywords or terms.

• Person or team that hosted the call

• Number and percentage of calls that mentioned your selected tracker's keywords or terms

Filter the calls

Use the View by drop down to filter calls by Teams or Individuals.

See what your customers are discussing

1. Click inside the % of calls with… column.

2. View snippets of conversations, and see how different call participants trigger different keywords.

3. If required, modify the keywords accordingly.

4. To listen to the entire call and gain the full context, click Go to call.

Economic Pulse trends, breakdowns and calls

Use the Economic Pulse tracker in the Market board to tap into the voice of your customers to understand trends and drill down to the underlying data. The Economic Pulse tracker is an out-of-the box Gong tracker. For insight into specific conversations related to the economy, work with the Economic Pulse stream, which collects calls in which customers discussed the economy. 

This stream was created using Economic Pulse (by Gong) trackers generated by Gong. Tech and business admins can update the trackers to reflect specific business environments.