Gong Training - 1-3

For AE, SAM, RSM

Gong Navigation

start

Index

Gong Navigation

Objectives

Unit 1

Unit 2

Take a look at your learning Objectives

Learn Basic Naviagation

Understanding Calls and Insights

Unit 3

Assesment

Further Learning

Monitor Deals and Optimize Sales Strategy

Test your Knowledge

Take a deeper dive into AI insights

Objectives

Gong Navigation

Master Basic Navigation:

Analyze Calls and Insights:

Monitor Deals Effectively:

Develop Data-Driven Sales Strategies:

Confidently navigate Gong.io’s dashboard, calls, and analytics sections to access essential data and tools efficiently.

Track deal progress and identify risks or opportunities using Gong.io’s deal monitoring tools to optimize sales performance.

Understand how to review call recordings and extract actionable insights to improve communication and sales effectiveness.

Leverage insights from calls and deals to refine strategies, improve team alignment, and drive more successful outcomes.

Open Gong.Io To follow along

Need a boost? Our team is here to empower your learning!if you get stuck or confused during this training module please contact Sales Enablement and one of our team will be happy to help!

Unit 1

Navigation: Learn to navigate Gong.io’s dashboard, recordings, deals, and analytics with tips on search, filters, and shortcuts for efficient usage.

Let's Begin

Unit 1

Gong Navigation

How to Navigate Gong

Gong.io is a powerful tool for sales teams, offering insights into calls, deals, and analytics to boost performance. If youd like a short overview of the platform as a whole, watch this short video by Gong.io

Unit 1

Gong Navigation

Are you set up and ready to go?

What happens next Gong knows about the meeting, checks to make sure it meets your company's recording settings, and is set to join and record it when the meeting starts. Recording settings are set by your admin, and they govern which calls can be recorded. For example, it could be that your org only records calls with at least one invitee from outside your company. Your tech admin can help you understand your company's policies. When the meeting starts Start your meeting in the usual way. You'll notice that either a Gong bot (often named "Gong recorder" or similar) has joined the meeting as a participant, or that the meeting is being recorded automatically.

Here's a few things to check when you first logn in:

Double-check that you're set up for web conference recording and calendar import: Go to My Settings, and make sure there's a green checkmark in the Web conferencing section. Make sure there's also a green checkmark in the Emails and calendar section next to All calendar events you organize with CRM contacts are imported If either of these are not set up and you think they should be, talk to your tech admin

Homepage

Understanding Calls

PARTICIPANTS

Your Calls will appear in the conversation library. Click here to see where you can search for ALL calls

Filter based of users, teams, or customers.

Using the Search function is the easiest way to look at call information. Here you can use a variety of filters to narrow down your search. Take a look at the options on the right for some ideas on how to filter.

Trackers

Watch this video to learn more!

Filter based of company trackers, click the button to learn more

CRM filters

Gong Syncs with all our CRM data so there are a variety of CRM Filters to choose from

Unit 2

Deal Boards & Pipeline

Pipeline

Deal Boards

Unit 2

Understanding call insights

Let's Begin

Why is our call data so valuable?

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Customer Connections

Data Insights

Revenue Churn

Gong will enhance customer connections by providing data-driven feedback on conversations, highlighting patterns, and suggesting improvements. This enables you to understand customer needs, adjust approaches effectively, and build stronger, more personalized relationships.

Gong's insights help in identifying at-risk accounts early, allowing proactive engagement. By automating data analysis, it saves you time, enabling you to focus on high-value interactions that drive retention and revenue growth.

Gong's data empowers you with insights into customer behaviors, preferences, and objections, enabling more targeted, effective pitches. You will be able to spot trends, learn from other sellers, and grow a healthy pipeline

Unit 2

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Unit 2

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Podcast

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Info

Unit 3

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Timelines and Diagrams

Unit 3

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March

January

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February

February

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2022

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2018

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2021

2019

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Unit 3

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9,280

17,520

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Quiz

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Results

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Thank you!

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Try again

Click on Conversations > Search

Account AI

The Account AI feature on the Gong.io dashboard analyzes customer interactions and account data to provide insights on account health, engagement, and potential risks. It tracks communication patterns, flags issues, and helps predict outcomes. Enter your questions in the section pictured and filter between accounts and deal stages

Conversations

This Section displays your calls, streams and listen later

• Your calls: Calls that have been recorded by you
• Team: Calls from your Team
• Company: Company Wide calls
• Your Streams: Calls that have met the filter requirements in any Streams you are subscribed too
• Listen Later: Calls you have bookmarked to listen too in the future

Open Gong

What is a Tracker? Trackers are tools that identify when words, phrases, or concepts are mentioned in recorded conversations, enabling you to surface examples and measure frequency across teams, deals, and conversations.

Keyword trackers look to capture exact-match verbiage on calls and emails with the exception of some keyword variability (think plurals, different tenses, etc.) Use case: You want your team to use very specific messaging, so you build your trackers to scope for those exact phrases. This works great for scripted talk tracks or flagging specific mentions of competitor names

Where will I see keyword or smart trackers used in Gong? Practically everywhere! These trackers can be seen in conversation anayltics, insights and deal boards as well as your team stats so keep a look out! Want to take a look at our trackers? Click Here

CRM Filters in Detail

Here you can see some of the CRM filter options, using DEAL STAGE can help you to see calls that ended with a spesific outcome.. for example closed won.

If you were wanting to take inspiration from sellers who had sold a spesific product in at a spesific timeframe, You can search for the customer, and deal stage. Then use the words and phrases search bar to filter by product. Simply click into a call that comes up, and use the AI feature to ask "why was this call successful"

When to Use

Deal boards summarize interactions for all deals. Set up and view deal boards according to your forecast categories, and sort by team, rep, stage, and close date. Understand quickly which deals are healthy or at risk, whether your team is on trajectory to reach quota, and give you forecast accuracy confidence. Remember! Changes you make in your deal board will sync with Salesforce (our CRM)

Your Deal Board

Sales rep (AE): Recap and prioritize your pipeline Take action on the deals that need your immediate attention Transfer knowledge at scale so the deal team is always up to date Have smooth hand-offs when moving deals from SDRs or between other team members