Pipeline review: Stay on top of your deals with warnings
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Pipeline review: Stay on top of your deals with warnings

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Article summary

Where to go? Deals > Pipeline

Deal warnings are displayed in your deal boards and deal email digests in order to highlight open deals-at-risk. Warnings are surfaced on open deals based on the calls and emails with your prospect, starting from one week before the opportunity is created in your CRM, and stopping when the deal is closed.

Note that in order to show warnings, Gong needs access to relevant calls and emails. One received email does not count as activity.

Configure the warnings when creating or editing your deal boards and forecast boards to reflect your business processes.

Note:

When changing the warning settings, it can take up to a few hours to update in the board due to recalculating the data.

General recommendations

We have a couple of recommendations for deal warnings:

  • Keep deal risk in mind when creating boards, and create boards based on expected engagement: we recommend separate segments with significantly different deal cycles, e.g. small-medium business, and enterprise accounts. For longer deal cycles, create separate boards for early and late stage deals.

  • Refer to the recommended warning settings for each warning, based on the cadence of your sales cycles.

No activity warning

No activity over the last X days indicates deals that have had no activity* (emails or calls picked up by Gong) by you or the prospect.

Gong research shows that deal outcomes gradually worsen the longer the gap in activity, but typically there isn’t a cliff.

Sales cycle

No. days

Short (<45 days)

7

Long, early-stage (>45 days)

14

Long, late-stage (>45 days)

7

*The number of days refers to calendar days.

Ghosted warning

Prospect has been ghosting you for over X days indicates deals where no one on the prospect side has attended a call or sent an email*.

Our recommended setting:

Sales cycle

No. days

Short (<45 days)

4

Long, early-stage (>45 days)

7

Long, late-stage (>45 days)

4

*The number of days refers to calendar days.

Overdue warning

Deal is overdue indicates deals where the expected close date has gone by.

Not enough contacts warning

Single-threaded for over X days and Only W active contacts on the prospect side for over X days indicate deals where fewer than a configured number of people on the prospect side have attended a call or sent an email*, not including deals with 0 active contacts. The number of days refers to calendar days.

Gong research shows that winning deals typically have 3 active contacts on the prospect’s side - read our article about it

Sales cycle

No. days

Short (<45 days)

1

Long, early-stage (>45 days)

3

Long, late-stage (>45 days)

3

*The number of days refers to calendar days.

No power warning

This warning appears when we find deals where nobody of the configured power level is active on the deal, and the deal close date is within the configured amount of time (in calendar days) or less.

The warning text is No active X or higher, and the deal is closing in Y days or less, where "active" and "activity" mean emails or calls picked up by Gong.

Recommended settings:

Sales cycle

Title

Short (<45 days)

Director

Long, early-stage (>45 days)

Director

Long, late-stage (>45 days)

VP

To warn you of this risk, we compare the titles in the email signature of prospects on the deal with those of your CRM contacts and leads over the last 90 days. If we can verify at least 75% of the prospect participants' titles are below the rank you defined for the warning, we can warn you that there's not enough power on the deal.

How we map titles

The following table shows which titles we map to the 3 levels:

Level

Mapped title

C-level

CEO, Chief, Founder, President

VP

Senior Vice President, Executive Vice President, Regional Vice President, Associate Vice President, Head of

Director

Senior Director, Director

Pricing not mentioned warning

This warning appears when we find deals where nobody has discussed pricing yet, and the deal close date is within the configured amount of time or less*.

This warning shows when we haven't found any mentions of pricing in recent call topics or email labels. For example, references like “that’s too expensive” or ”we need a discount”.

The warning alert text is Pricing not mentioned and the deal is closing in X days or less.

Just 1 proviso:

  • Emails in foreign languages are not considered for this warning.

*The number of days refers to calendar days.

Red flag warning

This warning leverages Gong's AI-powered email labelling and appears when a prospect sends a mail that presents a potential risk to the deal*. Read this article to learn more about the AI behind this warning.

We alert you to this potential risk so that you can address it quickly, with the warning Prospect sent an email with a red flag in the last x days.

The warning goes away when you reply to the flagged email, or when the sender joins a call.

*The number of days refers to calendar days.

Stalled in stage

Indicates deals that have been stuck in a particular stage for a defined amount of time*.

The momentum of a deal, and specifically the time it spends in each stage, is a strong indicator of the deal’s ultimate outcome. With the Stalled in stage warning, you're alerted of risk in deal momentum so that you can eliminate it quickly.

The warning alert text is Stalled in XXX for over Y days.

A couple of provisos:

  • We rely on the info in your CRM. If your hygiene isn't up-to-date, we won't know that a deal has moved stages...

  • You'll need to reconfigure the warning if you rename or remove a stage in your CRM.

*The number of days refers to calendar days.


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