Ever wondered how Gong uses Gong?
Take a peek under the hood as Tanner Robinson, Commercial Sales Manager, gives his recommendations for how to best study your deals:
Assess the touch points before the opportunity was created to see what caught the prospect's attention.
Why did they show up? What were they looking to solve?
Look at the prospect calls, especially for long monologues where they talked about what clicked with them, or their answer to a really great question by the rep.
Study the engagement map for interesting points, for example how the rep went about multi-threading.
Across deals, pay attention to how notions differ upmarket by segment, for example, how security is discussed in commercial vs midmarket sales.