Isos Technology, a leading IT services and consulting company, was facing a significant challenge in managing its sales operations. The multitude of technology solutions available in the market was causing confusion and inefficiency. The company's Digital Sales Director, Lia Wood, was seeking a single, comprehensive tool that could streamline their efforts, allowing them to focus on their highest priorities. The challenge was to find a solution that could reduce the need for multitasking, thereby enabling the sales team to be more present and focused on their tasks. The ideal solution would also need to provide a platform for effective onboarding, coaching, and data-driven feedback.

Proposify, a proposal software company, was facing a significant challenge in managing their sales cycle. The information about deals was scattered across multiple platforms, including Salesforce, Gmail, and Chorus. This lack of a unified view led to difficulties in forecasting, resulting in unpredictable monthly numbers and poor revenue alignment. The team often had to rely on gut feelings rather than hard data, making their forecasts unreliable. Additionally, the company was using recording software Chorus to help managers coach reps’ calls, which required them to seek out information from multiple sources. This made it difficult to improve calls and kept the call and forecast coaching separate, leading to a lack of accountability and constant off-forecast situations.

SoftServe, a digital consulting company, was facing operational inefficiencies due to a lack of easily accessible data. The company, with teams based in Ukraine, was operating under challenging circumstances, making productivity a crucial factor. A significant issue was the lack of alignment across teams, leading to gaps between services. The company's intricate sales process was also a concern, as it required a more seamless approach. The absence of data made it impossible to justify the need for restructuring or to identify the areas that required immediate attention. Furthermore, the company was struggling to maintain productivity due to the lack of necessary information.

Sparrow, a San Francisco-based startup founded in 2018, was facing significant challenges in managing and optimizing their sales and marketing processes. The company, which specializes in employee leave management, was struggling with the lack of a system to record or analyze their conversations. This resulted in the team spending valuable time recapping and rescheduling meetings to ensure all members could attend. The company was also grappling with the challenge of keeping their sales team updated and trained, especially in a fast-paced startup environment where the product and business are constantly evolving. The traditional methods of running meetings, taking notes by hand, and scheduling follow-up meetings were proving to be inefficient and time-consuming.

Tackle.io, a zero-engineering platform that provides a go-to-market solution to help B2B software companies establish, operate, and scale sales through the cloud, was facing a significant challenge with forecasting. The company was spending over 10 hours per week on forecasting tasks, which involved going through spreadsheets, piecing together data, and having endless conversations with sales leaders and sales reps. This was not only time-consuming but also inefficient. The company's sales leaders were dedicating their one-on-ones to forecasting, taking away from valuable leadership and coaching time. This was starting to weigh on the company's Vice President of Sales, Jeramee Waldum, who was striving to build a sales organization that wasn’t of the super-high pressure mold.

Tinuiti, a leading advertising and public relations company, was facing a significant challenge with its manual sales process. The company had little to no analytics or data-backed insights to support its sales operations. The data they had was often insufficient and not the 'right' data that could drive their growth. The company was struggling to identify cross-selling opportunities and was in dire need of a solution that could help them grow at scale. The sales process was long and complex, and the company needed a way to capture, store, and ensure sales information was quickly and accurately searchable. The lack of an efficient system was hindering their growth and evolution.

Clearbit, a marketing intelligence platform, was facing a challenge in accessing the voice of the customer and data to better inform decisions around retention goals in their business. The company, which helps its clients engage with the right buyers at the right time by parsing millions of customer data points in real-time, needed a way to better understand its customers and their needs. The variations in retention over the past few years had forced the team to evaluate what they were doing well and what needed improvement. They needed a solution that would help them understand these variations and make smarter decisions, focusing their energy effectively rather than chasing every churn event in the same manner.

ComplyAdvantage, a Regulation Technology (RegTech) organization that provides anti-money laundering technology, was facing a challenge in efficiently ramping up new hires as the company scaled rapidly. The Head of Revenue Operations (RevOps), Jonny, was tasked with reviewing the technology stack to ensure it was as streamlined as possible while maintaining the necessary components for the RevOps team to effectively reach their goals. With over 60 sales enablement tools being used by the team, this was a significant task. The team was already using Gong, a Revenue Intelligence solution, but not to its full capacity. The tool was primarily used for call recording, with no coaching or trackers in place.

Before the implementation of Gong Forecast, Crayon, a leader in competitive intelligence software, faced significant challenges in managing and forecasting their deal information. The process involved tracking data from multiple sources and manually entering them into a Google Sheet. This method was not only time-consuming but also lacked reliability, leading to a lack of confidence in their forecasts. The team was operating based on opinions rather than data-driven insights, which further complicated the forecasting process. The absence of a single source of truth made it difficult to determine if the forecasts were overly optimistic, too conservative, or simply inaccurate.

Cloudinary, a comprehensive cloud-based image and video management solution provider, faced a challenge in managing its sales team across four international locations in different time zones. The company used multiple conferencing systems like GoToMeeting, join.me, and Skype, making it difficult to record and review sales calls. The lack of visibility into sales conversations was a significant issue, especially for sales team members not sitting in the same office. The company needed a solution that could provide insights into what was working and what needed improvement in reps’ calls.

When Greg Reffner joined Allbound as Director of Sales in 2016, he noticed that the organization's approach to conversations with prospects was flawed. The lack of visibility into sales and customer calls meant that no one realized the extent of the improvement needed. Key sales outcomes were falling short of projections, and Greg attributed this to the mismanagement of sales conversations with prospects. The sales cycle was dragging on for 92 days, win-rates were in single-digit percentages, and deals were stalling in the pipeline. As a result, customer acquisition costs (CAC) were high.

OutSystems, a leading low-code platform for rapid mobile app development, faced a challenge as their sales organization grew. With an increase in headcount, the likelihood of sales reps saying the wrong things on calls increased. This made it difficult to ensure everyone was doing and saying the right things while avoiding things that may damage the sale. Many reps were positioning the product in a way that would help them get a quick one-off service-based sale, but this approach crippled the potential of having a long-term customer that would renew after the initial service. The lack of insight into what was happening on sales calls made it impossible for the sales management team to pinpoint why some reps were struggling, and why others were blowing their numbers away. The only thing they could see is the differences in their numbers. Identifying the causes behind those numbers (or lack thereof) was guesswork.

TouchBistro had built a strong inbound lead generation program. However, converting those leads remained elusive. The SDR team needed to convert more inbound inquiries into sales opportunities, but they didn’t know what was happening during SDR conversations. Paul Snelson, the VP Sales, looked at his CRM data, hoping to understand how he could improve these metrics, but found there wasn’t enough context there to get helpful answers. He felt he couldn’t move the needle without shining a light on what was happening inside his team’s sales conversations.

Ambassador’s sales function is split into two groups: New Business Reps who set appointments and qualify opportunities, and Enterprise Sales Consultants who close deals. High performing New Business Reps are frequently promoted into Enterprise Sales Consultant roles. However, the fact that NBRs typically have less than 2-3 years sales experience creates a couple challenges. Their ramp period is long since they are new to selling complex, unbudgeted solutions, they take upward of 4-6 months to get fully up to speed. Their lack of experience owning the entire sales process and closing deals delays their ramp period. They often level-off as “middle-of-the-road” performers. The lack of experience managing complex sales cycles results in stubborn performance plateaus. In the past, this forced Zach to rely on a few star performing reps to make up for the rest of the team’s “C+” quota attainment.

Before implementing Gong, Drip was struggling with forecast accuracy and understanding the health of their deals. They relied on anecdotes and opinions from its sales team to try to piece together what was truly happening in a deal. This led to spotty CRM data and overall forecast accuracy was a shot in the dark. It was not uncommon for the sales team to be blindsided by slipped or lost deals. They needed a solution that could provide a holistic view of what’s going on in their deals, allowing them to separate opinions from reality.

Diligent, a pioneer in modern governance, was in need of a sales enablement solution to aid its sales representatives in skills development and reinforcement. The company was seeking a tool that could provide powerful insights to infuse knowledge in coaching conversations, ultimately reinforcing the skills of the sellers. Aisha Wallace-Wyche, the Vice President of Global Training and Enablement at Diligent, was tasked with ensuring the commercial teams were equipped with the tools to succeed in their roles. She was responsible for designing and implementing programs based on understanding market dynamics, customer needs, competitive positioning, and product features/benefits. She also oversaw Diligent’s sales enablement tech stack. In the Spring of 2018, Aisha began exploring sales enablement solutions that could help her reps with “skills development and reinforcement.”

Cognism, a rapidly growing sales intelligence company, was facing a challenge of visibility into its sales organization. The company wanted to ensure that all its sales representatives were aligned on messaging and that coaching was actually improving their close rates. However, without visibility into customer conversations, Cognism was missing out on valuable insights that could improve onboarding, coaching, up-skilling, and close rates. The company needed a solution that could provide them with data-backed insights into customer interactions and sales processes.

Sprout Social, a social media management and optimization platform, was looking for a scalable, data-driven way to understand whether its sales teams were adopting new training methodologies, improving deal execution, and creating a seamless experience for prospects and customers. The company was using a call-recording tool that enabled sales managers to listen to calls as they happened, but it lacked visibility, insights, and analytics. Sprout Social wanted a solution that could provide more detailed insights into its sales process, similar to what it does for social media. The company also wanted to track the successful implementation of new sales training methodologies and leverage deal execution capabilities to ensure that deals in the pipeline were on a path to closing.

Uberflip was facing a challenge of lacking momentum due to the absence of data-driven insights across the organization. This was hindering their ability to increase their win rates and strategically align their teams. They were unable to forecast accurately and identify potential risks in their deals. They were also struggling with pipeline health and deal momentum. The lack of visibility into deal health and the inability to identify risks in time was a major obstacle.

Zenefits, a cloud-based SaaS tool for HR teams, was facing a challenge with their early stage conversions falling off after the demo stage. They were unsure why this was happening and needed better information to understand where to focus their efforts to improve their sales reps’ early conversion and win rates. They wanted to dig deeper into their data to uncover opportunities they might be missing at both a macro and a micro level. The company’s sales cycle is parsed out in stages and they needed visibility mid-deal to turn insights into action right away.

Stansberry Research was facing a challenge of accessing the right data at the right moment to swing deals in their favor. They were overwhelmed with information but lacked a platform that could highlight opportunities and provide call reports to solidify their deal strategies. The team needed analysis that went a layer deeper so they could stay one step ahead of clients. They were using random samplings of calls to set a coaching plan, but found that simply reviewing positives and negatives in a few calls didn’t have the impact they wanted.

Docebo initially adopted Gong for call recording and reporting but soon realized the broader potential of Revenue Intelligence. The challenge was to leverage Gong's capabilities beyond its initial use case to enhance coaching, enablement, pipeline reviews, and voice of the customer across their growing teams. As Docebo expanded, they needed a solution that could scale with them and provide insights into best practices, coaching opportunities, and pipeline management. The goal was to integrate Gong into various customer-facing teams to drive efficiency and effectiveness in revenue operations.