The Science of Scaling How to Use Gong Like The Team Who Developed It w/ Ryan Longfield (fmr CRO, Gong)
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Jun 27, 2024 Former Chief Revenue Officer at Gong, Ryan Longfield, shares insights on running a sales org effectively. Topics include career path prioritization, content marketing, choosing company leaders, leveraging Gong data for sales performance analysis, and assessing sales team dynamics.
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Quick Wins vs. Big Rocks
- As a new CRO, focus on quick wins to build credibility before tackling larger challenges.
- Validate your initial hypotheses by seeking feedback from the team and closely observing market dynamics.
Content Marketing as a Differentiator
- Content marketing played a crucial role in Gong's success, differentiating them from competitors and establishing thought leadership.
- High-quality content helps establish category leadership in crowded markets.
Gong for Pipeline Management
- Use Gong for more than sales coaching; leverage it for pipeline management and strategic decision-making.
- Review Gong data before one-on-ones to focus on specific deals and identify pipeline-wide trends.