As a CRO, I’m directly accountable for Gong’s revenue performance, and so it helps me to have a 360° view into the inner workings of our entire revenue organization.

In the past, the challenge was that there was more to consume than hours in the day to consume it. Hours of calls, pages of reports, dozens of ad-hoc questions and requests—it was as challenging to allocate my time intelligently as it was to respond to urgent trends.

Gong makes this infinitely simpler. From the highest-level views of my whole revenue organization to the most granular views of individual deal progress and rep performance, the insights I need are never more than a few clicks away.

I rely on Gong to make my life as a CRO simpler and more effective. I believe every CRO would experience the same performance boost with the insights Gong has to offer. In this article, I cover my daily workflow with Gong, so that revenue leaders everywhere can get as much value from the platform as I do.

The first thing I do every day is log into the platform and review the info on my Homepage. I can see interactions where I’ve been tagged—team members calling out good and bad examples of sales skills, like handling objections, building rapport, and identifying key metrics. I can easily pick the interactions that feel most urgent and respond to them to engage with my team.

Then, in the Ask Anything section, I can type in any question I have related to an account, and opportunity, or an individual sales meeting, and Gong will analyze all my data to generate an answer. Maybe I’m worried about a strategic deal closing this quarter; I can ask, “What is the likelihood this deal will close in Q1?” And then perhaps follow up with, “What can the rep do to ensure it closeds?”

The Homepage is a high-level view of the entire revenue organization, my primary way of keeping a finger on its pulse, celebrating wins, and addressing weaknesses.

Gong’s Deal Board is where I can organize and zero in on all our active deals. I can organize our deals by whatever sales methodology I want—Gong happens to use MEDDICC—and in doing so, get a clear idea of deal progress and the likelihood of it closing. Once I’ve chosen a sales methodology, Gong automatically assesses each deal according to it and assigns scores to deals based on how thoroughly they’ve completed each facet of MEDDICC.

I’ve also created a tab for “Must Win” deals, the anchor deals for our quarter. All of this helps me forecast more accurately, spend my scarce time more intelligently, and have as positive an impact as possible on my revenue organization.

In the Forecasting tab, I can see how the organization is trending for the quarter. Gong automatically provides assessments of:

Here, I can also see forecasts by team, and I can dive into each team to see forecasts by rep—how they’re performing so far, their likelihood of hitting their target (based on deal likelihood scores from the Deal Board), and what they’re doing each day to advance their deals.

In the Insights tab, Gong automatically brings up topics that need my attention. This includes insights on particular deals (e.g., important deals where there’s been little recent activity) and on particular reps (e.g., sections of MEDDICC where particular reps tend to struggle). Gong’s Insights give me granular, targeted data I can use to coach my team more effectively, intervene in deals where necessary, and improve revenue outcomes.

Gong’s Trackers feature tracks certain terms that are important to us—names of competitors, specific business goals, internal messaging—and correlates mention of those terms with win/loss trends. So, if I want to get a sense of how often we win when prospects mention certain competitors, I can dive into that Tracker and get a quick view. This makes it easy for me to understand win/loss trends through the most relevant lenses.

In short: Gong makes it easier for me to see exactly what I need to see, when I need to see it. It surfaces insights that only an AI-powered platform equipped with my sales methodology, team composition, and business goals can find. It’s an invaluable competitive edge, and any CRO trying to analyze their revenue organization without it faces a steep uphill battle.
Ready to learn more? Check out an instant Gong demo here.

If you’re driving revenue for a high-growth B2B company targeting enterprise customers, you know how complex it is to secure high-quality leads through paid search. You can’t cast a wide net; every marketing dollar must target the right opportunities. 

As the name goes, search engine marketing (SEM) relies on who’s searching for keywords (not personas or segments), we have to be strategic to target the conversions that matter most. This is especially difficult with upmarket buyers whose decision-making processes can be long and complex. To engage them at various stages, we rely on multi-touch, integrated campaigns — with paid search being a strategic channel. 

This is a challenge many of us face — and exactly why Gong and Google Ads team came together. 

Google Ads ranks among our top three sources for driving pipeline revenue. We have a full-funnel campaign strategy for our Google Ads campaigns to meet prospects where they are in their buying journey, including:  

In 2022, we took the first step towards implementing value based bidding (VBB). We used a static model that assigned value to leads based on criteria such as a demo request vs content download. While this strategy helped us generate more pipeline with the same budget in 2023, we knew there was the potential to do even more.

Sourcing more high-value customers — the brands that make the biggest impact to our bottom line — drives sustainable, long-term growth. So, in 2024, we decided to push the envelope with VBB and implemented a dynamic model that assigned values to leads based on their segment (SMB, mid-market, enterprise) and ideal customer profile (ICP). We focused on driving upmarket (enterprise-level) demos — those most likely to drive more revenue for Gong and with a higher potential to scale. 

Given our investment in Google Ads, always-on experimentation is another strategy we use to drive business impact. To drive more leads and improve campaign and landing page conversion rates, we run: 

We also collaborate with Gong’s SDR team to improve opportunity conversion rates. SDRs follow up with the leads, talk to the prospect to understand their challenges and convert them into opportunities. 

To help the team personalize their lead follow-up strategy, we added the search query — the exact words the prospect searched for — to lead alerts. This provides them with context they can use to personalize the follow up email and address the specific pain point the prospect was looking to solve. For example, the follow-up email sent to a buyer searching for sales prospecting software would be different from that sent to someone searching for a sales AI platform.

And the results speak for themselves: 

All without increasing our Google Ads spend.

For the Google Ads team, efficiency and scale are paramount. But with thousands of sellers worldwide, it's a massive challenge to capture and effectively use individual, team, and regional data. That’s where Gong steps in. Google uses Gong’s Revenue AI Platform to drive alignment, speed up decision-making, and boost productivity.

Our partnership with Google Ads is ambitious, successful, and just getting started. We’re excited about the new innovations that will shape the next outcomes of our work together. We’ll continue to push the boundaries of what’s possible in sales and marketing — refining strategies, optimizing campaigns, and supporting our respective businesses to expand our pipelines. 

As we evolve together, we’re not just setting new standards — we’re crafting the future of B2B revenue generation. 

We are happy to share that Gong has been recognized as a winner in this year’s BIG Innovation Awards under the Product — Business Services category. The 2025 BIG Innovation Awards, from Business Intelligence Group, celebrate organizations and individuals — from state-of-the-art SaaS solutions to products that solve everyday problems — that push boundaries and advance their industries. Honorees are the companies and innovations that most successfully drive forward innovation in their respective fields.

With 2025 planning in full effect, leaders are working to prioritize AI investments that stand out against competitors. Doing so successfully requires an approach that not only differs from competitors but also drives undeniable business results. Gong’s Revenue AI platform achieves both — delivering insights and helping drive actions that enable organizations to achieve greater revenue success. 

Gong’s inclusion as a winner showcases the revenue AI platform’s strength in delivering meaningful results that go beyond saving GTM teams time, but also helps them uncover the precision, accuracy, and nuance to drive success.

The BIG Innovation Award is judged by business executives with experience and knowledge of the nominated products and industries. Winners are evaluated based on the product or platform’s creativity, measurable results, and overall impact on their selections, and are awarded based on how these achievements measure above those of their peers.

“Humanity relies on innovation to improve our lives and the planet,” said Russ Fordyce, CEO of the Business Intelligence Group. “We’re thrilled to spotlight Gong as a shining example of innovation making a profound impact globally.”

This award win acts as a commencement to Gong’s 2025 list of accolades and follows a year of various industry-leading wins, including: 

The Stevie Awards, Best Use of Technology in Sales

Inc. Best in Business

InfoWorld Technology of the Year, AI and machine learning: Applications

Forbes Cloud 100

Forbes America’s Best Startup Employers 

AI Breakthrough Awards, Best AI-Based Solution for Sales

The Cloud Awards, Most Advanced AI Environment

Many enablement leaders lack visibility into the performance of new programs. It’s not unusual to launch a strategic initiative and then…crickets, leaving you with more questions than answers, such as: 

But without access to in-depth insights, it’s impossible to know exactly if an initiative is working or not. And that can stop progress in its tracks – according to McKinsey, 70% of strategic initiatives fail due to lack of monitoring. 

Implementing robust initiative tracking is a must if you want to level up your field team and drive more revenue. But doing so is easier said than done. 

That’s why I’m excited to share how my team and I use Gong to access strategic initiative insights, uncover sales methodology adoption, and move the business forward.

Sales methodologies drive consistency. These frameworks guide reps through the sales process and help them win more deals.

At Gong, we use MEDDICC as a sales framework; it helps sellers qualify customers by understanding the decision-making process within a buyer’s organization.

After implementing this framework, I needed to know if my team was adopting the process, so I turned to Gong’s initiative boards.

To better understand whether our field team is adopting MEDDICC, I rely on the initiative board in Gong. This board provides me with a high-level overview of program adoption over time. You can also use initiative boards to track sales messaging adherence, new pricing structures, product and service launches, and much more.

Looking at the graph, I can quickly see how different components of MEDDICC (metrics, economic buyer, decision criteria, decision process, paper process, implicate pain, champion, and competition) are being adopted across the entire field team. The trend lines show me what’s working well, what isn’t, and where there are opportunities for improvement. 

I also use the timeline to see how launch dates, enablement sessions, and seasonality have contributed to overall adoption. You can customize the displayed timeframe to fit your needs, but I typically look at the past 90 days. 

To drill down into each element of the sales methodology, I hover over the individual lines on the graph. In this case, I can see the team is almost always nailing discovery questions, but there’s a lack of adoption and, potentially, understanding of the paper process. With this knowledge, I can connect with my team and quickly spin up new enablement or training resources to help the field with the deal execution stage.

After viewing adoption across the field, it's time to analyze the sales methodology adherence by team.

Identifying broad trends over time is a great starting point, but I want to learn how each team has adopted our sales methodology. Scrolling further down on the initiative board, I can see adoption by team and MEDDICC category. You can also customize your initiative board by individual, as opposed to team.

To quickly understand the information in front of me, elements with high adoption (greater than 70%) are highlighted in green, and elements with low adoption (less than 40%) are highlighted in red. You can choose the thresholds that work best for your business.

With access to more granular metrics, I can quickly pinpoint insights and develop more targeted enablement materials. From this view, I can see that most teams have no problem identifying a champion and key metrics. However, most teams – especially Kate’s –  are struggling with the paper process. Now, we can use that intel to build focused training and enablement programs that make sense on a process-level to our sellers, and help them level up. 

To build and scale successful enablement programs, you need visibility. 

Thankfully, Gong’s Revenue AI Platform helps enablement leaders track and measure the impact of new initiatives, like implementing a sales methodology, so they can equip sellers to win more often. And we’re constantly releasing new AI-driven capabilities to help your GTM organization succeed. 

Personally, I’ve found Initiative Boards to be a game-changer – I use them to access insights and make changes on the fly to ensure we’re moving the business forward. I can’t wait to see how other enablement leaders use these boards to transform their workflows.

Get a demo to learn how to unlock new levels of visibility.

We are honored to announce that Gong has been recognized as the winner in the AI and Machine Learning: Applications category in InfoWorld's annual Technology of the Year awards. The InfoWorld Technology of the Year awards highlight the leading products and solutions that positively change how companies operate, and how their employees work. 

IT leaders and CIOs are currently struggling to effectively measure  AI's value — with most leaders conflicted between choosing productivity gains, revenue growth, or worker satisfaction as the key value driver. That’s a huge part of the reason why we're honored that InfoWorld has decided to recognize The Gong Revenue AI platform as a leading solution that addresses all three areas. 

In their assessment, the InfoWorld Technology of the Year judges acknowledged how Gong’s platform helps revenue organizations automate the "tedious but essential task” of capturing a complete, high-quality, and contextualized view of their data. Valuable information often goes undetected by traditional CRM alone.

The Gong Revenue AI Platform empowers everyone in revenue teams to improve productivity, increase predictability, and drive revenue growth by deeply understanding customers and business trends, and driving impactful decisions and actions. By capturing every customer interaction, Gong equips GTM organizations with the right quantity, quality, and contextual information – accelerating insight to action as a result. 

This achievement joins a growing list of recent recognitions that validate our efforts to create leading revenue AI technology. This includes Inc.’s 2024 Best in Business list in the AI & Data category and The Cloud Awards, Most Advanced AI Environment. 

The complete list of winners for this year's Technology of the Year awards can be found here. 

There’s one concern sales leaders often raise: the productivity drain caused by siloed CRM and emails. 

If the critical context your reps need isn’t available right where they work, damage to your pipeline and your reps’ productivity is inevitable. Reps waste time toggling between tools, manually digging up the contextual information they need to personalize outreach. 

Gong Anywhere solves this data disconnection. Available now for Gong Engage, Gong Anywhere brings revenue AI directly into Gmail and Salesforce, helping reps create and convert high-quality pipeline seamlessly within existing workflows. In the coming months, Gong Anywhere will also be available in Microsoft Outlook, expanding its reach to the Office 365 ecosystem.

When your reps can’t access the context they need from the solution they're already in — whether that’s their CRM, email inboxes, calendar, etc. — fragmented workflows stifle the ability to personalize engagement. Their attention is divided across tools, making it harder to craft relevant, high-impact outreach. Pipelines quickly go sideways, primarily for two reasons:

Reps lack personalized insights

Buyers and reps identify personalization as the number one way to increase response rates (Gong State of Sales Engagement Report). That’s why reps spend up to 12 hours each week personalizing messages. It's a massive amount of time, and yet, 91% of buyers still say sales content lacks personalization. That’s a problem connected data can help solve.

Toggling between tools lowers productivity

Your reps waste time when they bounce between their CRM, email, and sales engagement solution. Context-switching all day, every day, hurts pipeline health, productivity, and sellers’ willingness to adopt standardized tools and processes — even the ones designed to boost their efficiency! 

In fact, a full 70% of reps are overwhelmed by the number of tools they are supposed to use (State of Sales Report). 

That’s where Gong Anywhere comes in, which brings the power of Gong’s Data Engine and Gong AI to your sales team’s existing workflows.

Revenue teams can now work in the solution of their choice while accessing deep contextual information and insights based on complete customer interaction data. Your team can create more engaging and personalized outreach while saving time and boosting productivity. 

Gong Engage customers can now download Gong Anywhere for Gmail and Salesforce from the Chrome Store. 

With Gong for Gmail, your reps can bring Gong’s next-level insights straight into the emails they’re composing — in the solution they’re already working in. Your team can build stronger relationships with prospects and customers while staying more productive throughout the day.

Reps can access deep contextual insights without leaving Gmail, helping them:

Prioritize email conversations: Reps can easily identify leads/contacts and prioritize conversations with those people in their inboxes. They’ll also see whether leads/contacts are not open to being contacted, so they can focus on chasing only the best deals and avoiding contacting folks who’ve unsubscribed. Devin, for example, doesn’t want to be contacted:

Identify buying signals: Reps can monitor leads’/contacts’ actions, like email opens and clicks, to assess prospects’ interest levels before reaching out. Phil has interacted with this email numerous times:

View contacts’ details: Sellers can access “contact view,” making it easy to access background information (role, company, LI profile, a history of interactions, etc.) about a prospect. With this information, reps can personalize their responses and engage prospects in high-quality conversations.

Ask Anything: Immediately gain in-depth insights into your accounts, deals, and contacts by asking open-ended questions in Ask Anything. Use its answers to get a quick and comprehensive understanding of the contacts or equip reps with personalized insights. 

Dial contacts: Reps can make dials, as well as add notes and contacts to their standardized workflows without switching tabs. They’ll save time and remain focused on the task at hand.

Apply templates and content blocks: Reps can browse, select, and apply Gong Engage templates and content blocks to their emails — all right in Gmail.

Rephrase emails: Reps can instantly rephrase their email or adjust the tone in seconds with the power of Gong AI.

Improve your contextual understanding — and your outreach — with Gong for Salesforce. Reps can get comprehensive account context with Gong's conversation data, then reach out to customers without leaving Salesforce.

With Gong for Salesforce, reps can:

View contact’s context: Gong’s contact view in Salesforce brings conversation data into CRM, allowing reps to get the full context of a contact to boost engagement quality. 

Ask Anything: Gong AI answers open-ended questions instantly, so reps go into conversations with answers to key questions, like, “What challenges is this contact facing?”

Dial from the CRM: Reps can call contacts directly from CRM without the need to switch between tools, boosting their productivity and efficiency. Email from the CRM: Reps can email contacts directly from CRM without the need to switch to their email tab, boosting their productivity and efficiency. 

Add people to flows: Gong for Salesforce makes it incredibly easy to take action on contacts faster without toggling between tabs. Reps simply add Salesforce contacts to Gong Engage flows directly from the CRM.

“Gong Anywhere helps me engage customers and prospects, and ultimately helps with speed to lead. It improves workflows for quick calls, and the ability to add contacts into flows through CRM is a HUGE time saver – maybe four hours each week. The ability to see what other reps are sending to prospects and customers is incredibly helpful. My favorite feature is 100% Ask Anything.” - Luke Mladucky, SpotOn.

Soon, teams will also see account and contact summaries in both Gong for Gmail and Gong for Salesforce. These will shorten the already brief amount of time it takes your reps to get up to speed on an account or contact.

Gong Anywhere represents a new way to productivity. This is the first of many ways you’ll be able to bring the power of Gong – with its data layer and revenue AI – to the solutions you use every day to sell, whether that’s CRM, email, LinkedIn, and more. Boost productivity and improve pipeline health, all with  AI designed to drive efficiency across workflows and elevate how you connect with customers. 

If you’re not a Gong Engage customer, get in touch to streamline and elevate your sales engagement efforts. 

Choosing and tracking key metrics that reveal, predict, and manage your pipeline health is a big responsibility. And it’s made all too complicated by the fragmented, low-quality, and outdated information that RevOps leaders have to cobble together from CRMs, business intelligence tools, and spreadsheets. 

This haphazard system requires manual effort and constant maintenance, making it nearly impossible to drill down and get deal insights — let alone action them. And some RevOps leaders aren’t even sure which metrics to focus on. (If that’s you, read our guide on the “5 metrics that matter for predictable revenue.”)

The end result is a patchwork of uncertainty that hinders your ability to make informed decisions and run a rigorous revenue process. 

You need a single point of reference – one that centralizes your data and KPI reporting right where your team works. 

That’s why we’re excited to offer Revenue Analytics to all Gong Forecast customers. With it, you can:

Here’s a closer look at what Revenue Analytics brings to the table.

Combining data from your CRM and customer interactions in your workflows unlocks three key benefits:

Centralized. Access opportunity data from your CRM, paired with hundreds of data points gathered from your customer interactions, with AI flagging any risks. This means your team finally has a single place to understand everything happening in their pipeline. No more jumping between spreadsheets, CRM, and BI to understand what’s happening. Everything is centralized in Gong, in the apps where they already work — with zero toggling.

Configurable. How many times have you had a meeting where the numbers don’t match? When everyone is working in their own spreadsheets, there are often several definitions of key KPIs, like win rate and attainment. With Gong, you can easily define consistent metrics. Build a metric library and use dashboard “recipes” to quickly build and roll out reporting – knowing that each calculation is correct, and that teams are working on a unified scoreboard. 

Actionable. There’s not a static report in sight. Unlike BI tools and CRM reports, which aren’t connected to underlying opportunity data, you can use Revenue Analytics dashboards to drill down into individual opportunities and take action, all on one screen. No other tool allows you to seamlessly go from 30,000 ft to ground level and back – with this superpower, you don’t just review the pipeline; you can start creating it in a couple of clicks from a dashboard. 

With this new capability, you can gain a deeper understanding of performance trends and forecast more accurately. Here’s how that works across certain features: 

In the future, we’ll be adding additional features and capabilities that go deeper into your forecast and analyze more of the customer lifecycle, including forecasted gap to target and attainment, prospecting activity, and customer health – insights you can only get from Gong. 

Once Revenue Analytics is configured, you can focus on improving forecast accuracy, rep productivity, and pipeline generation. Let’s take a look at actions you can take in each area, using Revenue Analytics to answer key questions you may be asking yourself:

QUESTION: Do my reps have enough coverage to meet their forecast?

ACTION: Review your forecast dashboards weekly to ensure the team is on target.

QUESTION: Is this data reliable?

ACTION: Drill down into your pipeline to see how AI assessed each deal.

QUESTION: How accurate are my leaders and reps at forecasting?

ACTION: Use the Performance Widget on the Leadership Forecast Dashboard weekly, monthly, or quarterly to see forecast accuracy by individual.

QUESTION: Which reps are hitting their productivity goals and which are being left behind?

ACTION: Look at your reps’ productivity KPIs to see who meets targets and who needs support.

QUESTIONS: 

What’s my pipeline growth rate? 

What are the trends in average deal size? 

What’s the general state of our team’s performance? 

Who’s our team’s star in lead sourcing and why?

ACTION: Review your Pipeline Generation dashboard to immediately unlock all the answers.

QUESTIONS: 

How are we doing on key performance metrics? 

Which lead generation strategies are working? 

Are there trends we should pay attention to? 

Which areas for improvement would optimize our pipeline’s effectiveness? 

ACTION: Incorporate the Pipeline Generation dashboard into your individual and team meetings to keep everyone on track with data-driven discussions.

“Gong’s Revenue Analytics is a game-changer for our sales teams. Our CRM requires significant time and resources for custom analysis. Gong provides real-time, customizable data instantly—empowering smarter decisions and driving faster growth." Sascha Meier, EQS Group

You don’t need us to remind you that setting up and maintaining revenue reporting across CRMs, BI tools, and spreadsheets is time-consuming, inefficient, and doesn’t consistently yield accurate results. 

Leave data chaos behind and get a clear, real-time view of your revenue engine. With Gong's Revenue Analytics, you no longer have to work with bad data and disconnected systems. Instead, you can:

Drive pipeline accuracy, actionability, and accountability, right where your teams already sell. 

Ready to experience the power of Revenue Analytics within Gong Forecast? Get a demo.

Revenue Analytics are now available to Gong Forecast customers.

Here at Gong, a core operating principle is to create raving fans. Whether it's through our platform or event experiences, we strive to equip our customers with the tools they need to succeed — their wins are our wins.

That’s what Celebrate ‘24 was all about. On November 21 and 22, we brought together revenue leaders from enterprises across all industries to discuss what it takes to build world-class go-to-market orgs. Attendees had the opportunity to connect with peers, engage in breakout sessions, and help us define the future of revenue.

For our attendees who want to look back as well as anyone who missed the live event, let’s revisit some of the key moments and big announcements from the event.

Watch all of Celebrate ‘24 on-demand here.

When asked about the top challenges impacting their productivity, sellers who responded to Gong’s State of Sales Productivity, 2024 study said they spend 61 percent of their time on administrative tasks. They need a better way to revenue — one that’s not constrained by siloed solutions or administrative-intensive processes.

So it was fitting that our very own CRO, Shane Evans, kicked us off by reflecting on how productivity and growth constraints are tied to the lack of consistent, contextually rich data — and the ability to turn it into insights, actions, and decisions.

Our CEO, Amit Bendov, then joined the keynote stage to delve into Gong’s past, present, and future. “Our vision is an autonomous revenue management solution,” he said. “You’ll just talk with customers and the system does the rest. It provides automation and insight — you’ll know a lot more without having to rely on drudgery.”

Amit then introduced our next steps on the road to that fully autonomous future – the next evolution of Gong’s Revenue AI Platform. He unveiled five new AI capabilities: 

AI Brief

Get anyone up to speed on the relevant account, deal, or call context. Define structured templates to standardize and streamline how knowledge is shared.

AI Scorecard Answers

Take the burden out of scoring your reps by pre-populating your coaching scorecards with AI-suggested answers.

Pre-Trained Smart Trackers

Monitor common revenue concepts, such as competition, budget, and decision-makers, across your team’s calls and emails without having to train AI yourself.

Revenue Analytics

Gong Forecast customers get access to configurable analytics, customizable dashboards, and centralized target and metric management.

Gong Anywhere

Available now for Gong Engage in the Chrome store, Gong for Gmail and Gong for Salesforce both bring Gong AI directly into your most-used tools.

Check out our full product announcement blog for the full list and more details.

Finally, Amit welcomed Bradford Jordan, Head of Sales and Partner Performance at Reddit, on stage to learn about Reddit’s business and revenue transformation — and Gong’s role in it. 

“Our first goal was to deliver value to sales without asking for anything in return,” Bradford said. To do that, it’s helpful to create champions throughout the business who “fundamentally care about giving more power to sales.”

Rather than filling reps and managers with as much information as possible, Reddit thinks of enablement as "training pilots" and "designing airports." That’s where Gong comes in.

“Gong unlocks intelligence for our cross-functional teams, ensuring we're pulling from the same source of truth and keeps us all on the same page,” he said. Alignment comes in tandem with speed, too. “Gong at Reddit is a place where you can find guidance, insight, and answers faster than was ever possible before.”

In a lively conversation moderated by Dana Feldman, revenue leaders from LinkedIn, Amazon, and Workday shared best practices for operationalizing revenue AI across GTM functions to increase productivity, drive better decision-making, and close more deals.

Highlights included:

After the morning keynote, in-person attendees were able to join breakout sessions specific to the problems they wanted to solve. Broken out by three categories — productivity, predictability, and growth — the breakouts focused on a variety of key outcomes for teams across GTM orgs, spanning enablement to post-sales and beyond.

The breakout sessions included revenue leaders from these incredible Gong customers:

We were fortunate enough to be joined by NFL Hall-of-Famer Steve Young, who closed out the event by sitting down with Shane for a great conversation about meeting adversity with great data and determination — as well as a willingness to do the unexpected.

Highlights included:

When in Orange County, you do as the Californians do — and our 200 in-person attendees did just that. They played golf at the Monarch Beach Golf Links, participated in a wine tasting and charcuterie board workshop, and ventured on the water to spot some cetaceans in Dana Point, 2021’s Whale Watching Capital of the US.

Our commitment to revenue teams around the world isn’t limited to our annual event. We continuously offer new resources aimed to equip our industry with the information that helps revenue leaders and sellers alike keep pace with change and learn best practices.

Some recent highlights:

Dan Morgese, Gong’s Director of Content and Research, presented several exclusive insights from our new State of Sales Productivity report during Celebrate. The report takes a look back at how revenue teams performed in 2024 and previews how leaders plan to grow revenue in 2025. For example, top performers were 2x more likely to use AI to automate data entry, but only 32 percent were using AI solutions that are part of their organization’s current tech stack. 

We spoke to seven Gong customers who have successfully leveraged revenue AI to improve processes across their GTM organizations, including Square, MadKudu, Intercom, and Datarails.

Find these can’t-miss resources, plus more practical advice, data-driven insights, and trending topics for revenue leaders on The Edge.

Whether you joined us online, in person, or are just catching up on the event now, we want to express a resounding thank you!

Now that Celebrate is in the books, we look forward to continuing to work with our customers and other revenue leaders to build unstoppable GTM organizations. While Celebrate is a blast every year, we don’t only strive to address your needs and pain points once a year. That’s why we keep building on the Gong Revenue AI Platform — and we’re so excited for what’s still to come.

Ready for a better way to revenue? Get started with Gong today.

As revenue AI’s impact on go-to-market teams continues to expand, companies are not only eager to embrace AI technology, but also to do so in a strategic manner that delivers deep value to their most important revenue objectives. Knowing this, we’re pleased to announce that Gong has been named to Inc.’s 2024 Best in Business list in the AI & Data category, a recognition that highlights companies making a profound impact on their industries and society at large. 

This accolade reflects Gong’s mission to empower companies to unlock their revenue potential, leveraging the power of customer-interaction data and AI to transform their revenue teams. At Gong, AI has been woven into our platform since day one to help revenue teams increase productivity and predictability, and drive growth – and we continue to deliver game-changing innovations to help our customers succeed. 

At Celebrate, our recent flagship customer event, we unveiled new revenue AI advancements such as AI Brief, AI Scorecard Answers, and Revenue Analytics, as well as the expansion of the Gong Collective partner ecosystem. All of these underscore our leadership in helping revenue teams operationalize AI to drive value. For example, our State of Revenue Growth 2025 Report, shows that win rates increased by 38% when revenue teams used Gong’s Ask Anything capability. 

Inc.’s Best in Business Awards spotlight companies that achieve significant milestones, such as customer expansion, key product launches, increased market share, and industry-defining accomplishments. For Gong, this honor highlights not just our product innovations but also the impact we’ve made on the business world at large. We’re honored to be recognized by Inc. for our achievements in the AI & Data category, and we’re excited to keep pushing the boundaries of what’s possible with revenue AI.

In addition to the Inc. Best In Business Award, Gong has received several accolades this year including: 

For more information on the Inc. Best In Business Award or to see the complete list, please visit inc.com/best-in-business.

You know the art and science of closing deals — but are you closing as many of them as possible? 

Or are vital details slipping through the cracks, like they do for 86 percent of sellers who participated in LinkedIn’s State of Sales survey? This large swath of respondents experienced the same pain point: They lost deals because a critical client or stakeholder simply walked away.

Of course, no sales professional has full control over losing stakeholders. But your team should have enough visibility into their deals to predict this kind of outcome in most cases.

The good news is that your chosen deal management software can support you in key ways:

If your team lacks predictability and needs more clarity, visibility, and certainty around deal outcomes, it’s time for new deal management software. 

Below, we explore key aspects of the software selection process. 

Deal management software streamlines and automates sales processes to improve their efficiency and outcomes. It often features a centralized dashboard where sales professionals, marketing teams, and other key players involved in closing and securing deals can get at-a-glance information about a deal’s progress. With the right information, you can also analyze data about each deal, harness specific features that ensure the progress of forecasted deals, or raise flags around stalled deals to change their outcome.

Make sure your team has access to these basic features of reliable deal management software: 

Deal management software offers visualizations of your entire deal lifecycle and gives you more control over its progress. 

Time saved on one deal means more time spent closing other deals. That’s one of the main benefits of using deal management software.

But today’s sales professionals need more than efficiency alone. They need deal management software that also offers predictability, AI-powered decision-making, and accurate, unbiased data — to name a few.

Before you choose a platform for your team, make sure it provides these seven benefits:

Don’t leave your sales to chance. Doing so is the quickest way to miss opportunities and fail to meet your sales goals. 

Instead, you need an AI-powered deal management platform to accurately predict sales cycles and revenue. These platforms create forecasts using customer data, sales trends, and industry insights. 

You can use accurate forecasting to: 

A platform like Gong Forecast, for example, uses 300+ unique signals to predict deal outcomes, delivering 20 percent more precise forecasts than CRM data alone. With Gong Forecast, you can confidently predict future revenue outcomes by analyzing in-quarter sales trends, historical performance, and detailed deal insights. 

Deal management software offers complete sales funnel visualization by integrating all your sales channels — emails, social media, downloads, etc. — to capture leads automatically. Once the lead is captured, the system offers a real-time view of its progress, allowing you to quickly identify and eliminate bottlenecks. 

Plus, the platform’s detailed customer data allows you to personalize engagement at each funnel stage, so you can identify at-risk deals and measure the health of your pipeline. 

This lets you quickly address prospect concerns, keep buyers moving down the funnel, and, as a result, close more deals.

Manual pipeline management can be chaotic, often leading to crucial deals slipping through the cracks. Deal management software prevents this by prioritizing high-value deals on your dashboard. 

The platform sorts deals into categories like: 

With real-time updates on each deal’s progress, you can take action quickly to address concerns and keep deals moving through the funnel. 

These platforms also generate valuable customer insights, capturing interactions with high-value clients that help you identify gaps and remove roadblocks. This ensures a smooth sales journey — increasing your chances of closing the deal. 

For example, Gong prioritizes deals based on urgency and importance, allowing you to focus your efforts where they matter most.

As customer needs evolve, so should your sales strategies. But how do you stay on top of current customer needs? 

It’s easy — leverage deal management software. 

The right sales solution will collect leads from multiple channels and store information in a single place. With a unified platform that automatically captures previous interactions and common concerns, your teams will have a clearer picture of every potential buyer. 

In addition to organizing customer data, a platform with AI capabilities will gather actionable insights into key criteria:

This saves research time and increases productivity since your sales reps can easily find the information they need to adjust their strategies to effectively nurture leads and close deals. 

For example, Gong syncs with customer relationship management tools and stores critical data from your customer interactions. That’s how Gong Insights offer an unprecedented view into current customer needs, allowing you to easily adjust your strategies for better conversion and retention.

Relying on manual sales processes creates disconnects between marketing and sales teams — which can lead to mixed messages for customers. This misalignment damages your brand and can stifle long-term growth. 

Deal management software solves this issue by centralizing leads, client information, sales records, and interactions. Its automated updates mean your team can access the most current insights into your deal pipeline in just a few clicks. 

This seamless access ensures that all team members are on the same page, fostering collaborative and data-driven planning for campaigns and sales outreach. 

The result is a unified approach that creates a consistent brand image across all touchpoints, including marketing and sales. This consistency wins trust and strengthens bonds with buyers. When prospects see you as a reliable problem-solver, it boosts your credibility and brand value. 

Sales teams often waste time chasing unqualified leads. This distracts them from pursuing quality leads that are more likely to convert. 

To fix this, seamless sales qualification is essential — which is where deal management software comes in. 

The best platforms use predefined criteria to rank prospects and prioritize leads, shining the spotlight on those who are more likely to convert. After pinpointing qualified leads, you can double down your efforts to nurture them with personalized communication. 

Meanwhile, your marketing team can create campaigns that meet the commonly held needs and challenges of your top leads. Targeting the right people will generate more qualified leads and reduce your marketing spend.  

When employees spend most of their workday on repetitive tasks, it frustrates them and reduces their efficiency. Plus, manual processes increase the risks to your business as it grows by increasing the chance of errors and inaccurate insights. 

Deal management software solves these challenges by automating repetitive administrative tasks, such as:

This frees up your reps to focus on high-priority deals. Sales managers can also gain clarity into the entire pipeline and team progress without spending hours on manual work. 

Beyond administrative tasks, sales intelligence software anticipates trends, identifies evolving customer challenges, and improves your marketing campaigns by automating:

For example, Gong’s sales automation software automatically records client interactions, tracking key deal details like deliverables and estimates, so you can maintain strong client relationships.

Every deal follows multiple stages, from lead generation to negotiation and closing. It’s a given that your deal management software needs to provide functions that can accommodate every stage of your sales. 

You should also consider the rapid rise of AI, which is fundamentally changing how deals are initiated, developed, and closed. 

In 2023, Ansarada found that external factors such as political volatility, cybersecurity concerns, and regulatory changes significantly extended deal timelines. The median time to close a deal then was 244 days — more than eight months.

This highlights the need for quality deal management software that can track deal stages and capture crucial data so sales teams know what to do next and which deals are at risk. 

Let’s look at seven essential features of deal management software. 

One of the main reasons you invest in deal management software is to automate processes and save time. 

Look for a tool with advanced automation capabilities, including sales tracking, data entry, and AI-powered intelligence that automatically identifies gaps and provides solutions. 

An excellent way to see a solution’s automation capabilities is to sign up for free trials. When you do so, you should be able to answer these key questions:

Look for a solution with contact management and communication recording features. It should centralize and segment all your contacts, enabling your team to access and organize them easily through advanced filters. 

Also, ensure the selected management software can record and analyze client interactions that allow you to: 

Switching between multiple tools can cost you precious time. 

Finding a sales tool that syncs with your CRM and other communication and productivity platforms is key. 

Extensive integrations create an ecosystem, keeping all your valuable sales data, client interactions, and insights organized in one place. They also improve collaboration between your sales and marketing departments. 

Worried about integrations? Look no further than Gong, which integrates with platforms like these, and many more (full list here): 

Review deal management software features against their price to ensure you get the best long-term ROI.

Remember the adage that “cheap is expensive.”

If you’re solely focused on finding the cheapest tool on the market, you’ll need to compromise on valuable features and may even have to invest in additional tools in the future — which will cost you more. 

A better approach is to consider your budget and the features you need most versus those you can go without. 

List and compare the features and pricing of the tools you’re considering. You can also use a site like G2 to see features, read reviews, and more. 

From there, choose software that offers the most functionalities for your budget. 

When you compare pricing, consider potential future add-ons and their costs. It’s best if the vendor offers customizable subscriptions based on your team’s size so you can easily adjust your licensing plan as your company grows. 

For example, Gong customizes its subscription pricing. Select your team’s size and the features you need, and you’ll get a plan that’s tailored to you.  

Implementing a new solution often involves technical hiccups. To ensure that they’re resolved quickly, choose a platform that offers reliable customer support.

Your chosen vendor should offer chatbots and a 24/7 customer assistance team. 

Plus, it’s even better if the software comes with step-by-step guides and user modules to help your team learn the software quickly and reap its full benefits. 

Your chosen software solution should have task management and tracking capabilities. It should also automatically assign deals to the right sales reps, streamlining workflows and minimizing oversight. 

Features to look for include:

Since every business has unique needs, choosing software with extensive customization capabilities is vital. Look for software that allows you to: 

A flexible tool lets you stay aligned with your business objectives and adjust based on changing client demands.

We’ve discussed why you need deal management software and how to choose the right platform for your company. But what happens after that? Here are some best practices to get the most out of your selected software. 

Define your sales process step by step. To do this, you must first figure out your business goals and set realistic sales targets. 

Once you have your targets in place, you can create a strategic sales plan: 

To take it a step further, consider the most probable challenges they’ll face and create solutions so your team can quickly tackle them without disrupting the sales flow. 

With a clear sales process, your team will know precisely how to proceed with each deal, thereby minimizing confusion and ensuring a smooth client experience. 

Deal management is a team effort. 

Each team member is vital in moving the client onward through the sales journey, using effective communication and collaboration.

Luckily, it’s easy to sync Gong’s deal management software with internal communication systems so everyone is aligned and up to date. 

The platform’s real-time data and customer insights allow teams to make informed and collaborative decisions and boost conversions.

Assess performance metrics and customer interactions to identify potential areas of improvement. 

Use journey and empathy mapping to pinpoint common areas of friction or heat mapping to detect frequent drop-off points.

Once you understand why clients aren’t converting (or are taking too long to convert), develop relevant strategies to overcome this issue. 

For example, customers who drop off before signing up may be balking at extensive form fields. To solve this problem, try shortening the form or switching to one-tap sign ups.

Sales is both an art and a science. You need skilled sales reps for the art of selling and powerful deal management software for the data and insights they’ll need to succeed. 

If you’re ready for more accurate sales forecasting, streamlined sales processes, and transparency across the sales funnel, consider Gong’s Revenue AI platform. 

With robust features designed to elevate every aspect of deal management, Gong’s AI-backed insights can give your team a competitive edge and increase your bottom line. To see Gong in action, book a demo today.

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