Accelerate Podcast with Andy Paul
May 18, 2017

#461. Improve Call Coaching with Intelligent Call Summaries. With Amit Bendov.

Amit Bendov, CEO and Co-Founder of Gong.io, joins me on this episode of #Accelerate!

KEY TAKEAWAYS
[2:30] Amit has a computer science degree, but concentrates on Sales, marketing, and leadership. Gong.io is the fourth company he has led with great success. He reveals what led to the beginning of Gong.io — looking for the key facts of a call.
[7:23] Gong.io works with phone calls. They plan to apply the same concepts to field sales calls in the future.
[8:01] Amit sees the amount of activities preventing managers from having the time to coach field salespeople, as the biggest problem in sales. Reps learn by trial and error. If they are lucky, they are successful. There is no information exchange.
[9:16] Gong.io makes it easy to provide coaching advice. All calls are automatically recorded, transcribed, and indexed, with the interesting parts highlighted, and then are shared with the right people.
[10:24] Any platform communication, phone, GoToMeeting, Zoom, etc, is recorded.
[12:32] Transcribing the call gives the AI better access for identification of parties and topics. The distilled information from the call is what is distributed to managers. Amit tells the factors that are counted in the distilled summary version.
[15:19] Amit discusses linguistic cues picked up by Gong.io. That is the “secret sauce” in it, from the science of linguistics.
[17:28] Within 5-10 minutes of the end of the call, the summary is sent to the rep and to the manager. If you use email, you can use Gong.io. The calls are indexed and can be searched for keywords, topics, specific questions, etc.
[20:53] Gong.io requires no process change, but it is a great trigger for playbook changes. A/B testing of topics is easy.
[24:09] Gong.io can provide clips of dialogs that had great success, and the manager can share these snippets with reps.
[25:05] Gong.io captures examples of how to ask the question, not just the gist of it. Also, the rep can review their own calls, and see where they could improve, and what they did well. Gong.io tracks filler words, as well, to help you eliminate them.
[29:46] Gong.io’s ideal client profile is tech companies with at least 10 salespeople in the U.S. VPs of sales are the buyer. Gong.io will expand to other industries.

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More about Amit Bendov

What is your most powerful sales attribute?
I think about all the ways that the deal might not happen, and I address each and every one of them.

Who is your sales role model?
I don’t have a particular one. I’ve seen lots of salespeople.

What’s one book you’d recommend every salesperson should read?
Solution Selling: Creating Buyers in Difficult Selling Markets, by Michael Bosworth.

What music is on your playlist these days?
Green Day's latest album.

Contact Amit Bendov

Contact Amit:

Website: Gong.io

LinkedIn: Amit Bendov

Sponsors

Engagio’s Account Based Marketing and Sales platform enables teams to measure account engagement and orchestrate human connections at scale.

 

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KiteDesk helps sales teams build predictable pipeline through smart software– A single screen with all the leads, email, and phone workflows for success.

Free Resources

C-SuiteTV

Gong.io

Accelerate on iTunes

Accelerate.fm/Spark

ClickSoftware

Panaya

SiSense

GoToMeeting

Zoom

Solution Selling: Creating Buyers in Difficult Selling Markets, by Michael Bosworth.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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