Amit Bendov's presentation on the Sales track at SalesLoft Rainmaker 2017.

1. How SalesLoft Uses Gong to
Help AE’s Nail Their Demos
Amit Bendov
CEO, Gong.io

2.
Coaching, and Getting
Visibility into Sales Calls and
Demos
“Are we putting our best foot forward on
sales calls in order to make our number?”
Pre-Gong Challenge

3. “We really wanted to know what
was being said, how reps were
managing calls, how they were
engaging.”
—Derek Grant
VP Sales, SalesLoft

4. Why Was That So Difficult?

5. “The reps who need coaching
most will always forget to hit
the ‘record’ button on
Zoom.”
—Derek Grant
VP Sales, SalesLoft

6. Solution
Record Transcribe Analyze

7. Here’s how SalesLoft Uses
That…

8. Team coaching
session each Monday
at 5pm. Pick an AE
demo recording at
random, and critique
“game tape style”
#1: Weekly “Point and Laugh”

9. Each day, reps do demos that
can be used as shining
examples of how to sell
better. Gong is used to
capture these gems in “call
libraries.”
#2: Memorialize “Unicorn
Demos”

10. New sales hires can listen to a
highlight reel of “unicorn
demos,” shaving off weeks of
onboarding ramp time.
#3: Reduce Onboarding Ramp
Time

11. Keyword search and call analytics
are used to zero in on specific
“coachable moments.” Call
commenting is then used to deliver
targeted coaching feedback.
#4: Coach Key Moments

12. “Initially, we found ourselves binge
watching ‘Gong TV.’ As we got a
feel for what our newest and most
at-risk AEs were saying, we were
able to identify and coach on how
to best interact with each
prospect.”
#5: Binge Watch “Gong TV”

13. Summing this up

14. Shine the light on...
1) Underperforming sales call behavior,
and
2) What our top producers are doing.
Visibility

15. X-ray your sales calls &
demos
Automatically record,
transcribe, and analyze your
sales calls to help your reps sell
better.

16. Thank you :)
www.gong.io