Product Thinking

Episode 215: Transforming Enterprise Sales: The Gong Story with Eilon Reshef

Mar 19, 2025

Eilon Reshef, Co-founder and Chief Product Officer of Gong, shares his expertise on transforming enterprise sales through AI technology. He emphasizes the importance of prioritizing seller-centric value to empower salespeople and drive growth. Eilon discusses Gong's innovative organizational structure that fosters continuous feedback from design partners, crucial for product development. He explores how analyzing sales conversations can enhance strategies and customer insights, ultimately leading to increased revenue and satisfaction. Tune in for valuable actionable insights!

44:23

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Episode guests

Eilon Reshef

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Focusing on delivering seller-centric value is essential for product success, as it fosters user loyalty and adoption.

Gong's unique pod structure emphasizes continuous user feedback and close collaboration with design partners for effective product development.

The integration of AI in sales enhances productivity by automating routine tasks, allowing professionals to prioritize client relationships and personalized communication.

Deep dives

The Importance of Seller Value

Creating a product that is genuinely beneficial for the end user, specifically the salespeople using it, is critical for success. The focus should be on delivering value to the seller rather than solely prioritizing organizational benefits. If the product does not offer real advantages to the salesperson, it is unlikely to gain traction or achieve lasting success. By emphasizing seller value, companies can foster a loyal user base that appreciates the product, contributing to its growth and adoption.

Intro

4min

Fostering Curiosity in Product Management for Better Customer Insights

3min

Revolutionizing Sales Through Technology

9min

Harnessing Customer Insights for Product Development

2min

The Power of Conversation Data in Sales and Product Management

1min

AI Empowering Enterprise Sales

14min

Navigating Tech Growth and Challenges

11min

In this episode, Eilon Reshef, co-founder and Chief Product Officer of Gong, joins Melissa Perri to discuss the transformative power of AI-driven technology in sales and product management.As Gong revolutionizes the sales industry, Eilon shares insights into building tools that empower salespeople and help them succeed. He dives into the challenges of scaling Gong to $100 million in ARR and the crucial role of focusing on end-user value.

Eilon delves into how Gong captures and analyzes sales conversations to help teams close deals faster and increase revenue. He also reveals the unique organizational structure at Gong and the importance of design partners in their product development process.

Want to discover how to harness AI to improve your sales processes and drive significant growth? Tune in to gain actionable insights from Eilon’s experience at Gong.

You’ll hear us talk about:

10:31 - Prioritizing Seller-Centric Value

Eilon discusses the importance of emphasizing value for the end user, the salespeople, rather than just delivering organizational value. This approach has been critical to Gong’s success, helping build a product that sales teams love and rely on.

13:50 - Implementing a Customer-Centric Structure

Learn about Gong's unique pod structure, where product managers work closely with numerous design partners to receive continuous feedback and refine the product. This approach ensures that customer needs are always at the forefront.

26:54 - Embracing AI in Product Management

Eilon provides advice for product managers on how to integrate AI into their work. He emphasizes the need to practice and understand AI capabilities to effectively incorporate them into product offerings.

Episode resources:

Eilon on LinkedIn: https://www.linkedin.com/in/eilonreshef/
More about Gong: https://www.gong.io/
Work at Gong: https://www.gong.io/careers/
Liveblocks: https://liveblocks.io/

Timestamps:

00:00 Coming Up

00:47 Intro

02:51 Dear Melissa

06:34 Eilon’s Intro & Gong's Founding Story

10:31 Empowering Sales & Key Lessons

22:08 Vision for AI & Its Impact on Sales

31:41 Working with Design Partners & Beta Testing

42:03 Reflections on Product Leadership

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Product Thinking

Episode 215: Transforming Enterprise Sales: The Gong Story with Eilon Reshef

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

Deep dives

The Importance of Seller Value

The Role of AI in Sales and Product Management

Customer-Centric Product Development

Overcoming Challenges in Hyper-Growth

The Future of Sales: Innovation and Relationships

Remember Everything You Learn from Podcasts