[Strategic AE] Using Gong to land monster deals, faster

Strategic AE superpower - leveraging Gong for efficient collaboration for team selling, and ability to truly listen and understand the customers

"Team selling is absolutely critical upmarket with so many cross-functional teams that we need to sell with us to win deals."

"Sellers only spend about one third of the time selling. The rest of the time is spent doing admin work, updating systems, meeting internally to achieve cross-functional alignment"

""In my most recent wins that Gong, I counted eight to nine teams that gotten involved"

"Aim to bring your team up-to-speed WITHOUT needing a meeting via prescriptive @ mentions and snippeting"

""You're talking to companies that are an expert in what they do, but we are not an expert in what they do. It's going to take a while for us to understand where the opportunity lies - maybe 3 to 5 calls before we really get to understand our customer's business, top to bottom…and even longer amount of time for us to have our 'aha' moment of where we fit into that"

"So the problem is, we have a tendency to look for our use cases in our customers. Do not listen for your use cases, challenge yourself to hear and understand your customers. Don't just listen back for tactical purposes, like sending your follow-up email. Listen over and over again, you're going to hear something different every time."

"Once you understand, you create your hypothesis of what is happening in their world and how your solution is a critical part of their execution. Then you validate that with your customer - this is how you so larger deals much faster"