Gong AI Roleplay (Enable)

So excited to highlight Gong's newest product, Gong Enable, and how it's revolutionizing enablement for go-to-market teams and candidly just making it way more fun than it's ever been to be a seller. So what I'm gonna show you here is in Gong, you can build out these different trainings and have both trainings as well as scenarios. I think of two kind of main tracks. One, maybe you're onboarding new employees and you want them to go through more of a structured, rigid way to learn about the problems, the personas, the challenges, even your product. But then also upskilling existing reps. With Gong, of course, we can spot those skill gaps and then prescribe scenarios and training specific to where each rep is struggling to meet them exactly where they're at, whether they've been at the company for 10 years or they're brand new to the business. So what you're seeing here are some of the trainings. I'll show you scenarios as well. Think of scenarios like AI role plays against the agent where you can run those mock calls. So what I'll do here is I'll show you how to build a scenario because Gong sits on your data set already, right? It's all your calls, emails, web meetings, CRM data, third-party intent. It's an absolute gold mine. Gong can build these scenarios off our actual personas and our customers. So say as an example that we want to build one out— I'm doing this off the cuff— on negotiation. The description will be negotiation roleplay against a challenging persona in procurement. I will paste a Gong link so we can actually give it real Gong calls to, to basically build that scenario off of. So it's trained on that correct dataset versus just being totally generic. And I'll say our reps really struggle— I can type— with discounting too early in the call.

Cool.

So that's all Gong needs, and it can build your entire scenario from there. It can take up to a minute to do this. Keep in mind it's running through your Gong data, so you using that call, it's using your instruction, then it's going to build out an entire scenario start to finish. While it takes a load, feel free to take a look at my Christmas tree in the back. I'm in the process of moving, which is extremely fun, uh, and there is limited space here. So on the left here, you can see contact persona, you can see about the customer company, their initiatives, the meeting objective. I can choose how long it is, if it's hard, if it's easy, in between, background, you name it. I hit test there, and I'm ready to go to Talk to Tamara before I can actually save it and publish it. So I'll show you an example of what a finished output looks like in this, uh, in this aspect here. I'll go into coaching and my trainings. I'll zoom you out real quick. This is what like an individual contributor, someone like myself, would see. I personally would never have a training that's overdue, but in this case I have 3 here that I've still not completed. It says I'm in progress for cold call, so I'll click into that one. What you can see is you can actually load in from like the admin perspective, uh, you know, what this main training is about, how long it is, difficulty, give it some coursework up front. Hey, here's how you should be pitching, here's how you handle objections. Uh, you can actually link bomb calls or embed things like that as well so they can see what good looks like in advance of these scenarios. It can be as in-depth as you want it, uh, or as short as you want. And then I'm ready for the cold call. It'll give me what I'll be scored on. It'll give me some background, and then I hit go when I'm ready. So I'll give it a go on the fly if y'all are ready for this. Gabriella, cloud-based, no relationship prior. Cool. Hey Gabriella, this is Brian over at Gong. Is it okay if I tell you why I'm wearing my cold calling hat right now?

Hi. Well, actually, I'm in the middle of something. Also, I'm Gabriella Ward. How can I help you quickly?

Yeah. So Gabriella, I saw that you're leading at a cloud infrastructure company, and I was curious if you've ever heard of Gong before.

Yes, I'm familiar with Gong. We're not cloud infrastructure though, we're data management.

Understood. Are you leading a revenue team today? I'd love to hear a little bit about some of your priorities and goals.

Yes, I manage a sales team. Our big goal this year is scaling the team and reducing ramp time.

Yeah, how are you reducing ramp time today, Gabrielle?

Right now we're relying heavily on one-on-one coaching and sort of ad hoc training materials.

Awesome. Hopefully you can see that was definitely not my best effort. That is not how I actually cold call, but I wanted to give it a little bit of a scenario to play off of. So the AI judges will confer on how I actually went about that call. It's going to give me some instant feedback. And again, this is in a judgment-free zone as a rep. I got a 2 out of 5. That's not great. Guess what? I can go again. I can improve it. Did we state the purpose? How did I engage and create a two-way conversation? Did I secure a next step? So it's going to give me feedback at every step along the way. I also absolutely love this practice coach. We'll, we'll, we'll page him in here real quick. Or her, sorry.

Hey there, I'm the Gong AI coach. Let's review that call. The main objective was to identify challenges with onboarding and ramp time and then secure a follow-up. How close do you feel you got to hitting that? And how did the call feel overall?

It didn't feel good. I botched. I didn't really know what they did coming into the call, and I struggled to make that transition. How would you have opened the call? A little bit differently.

Yeah, you did manage to uncover those challenges around ramp time, which is a win. But you're right, the opening felt a little unsure. If I were opening, I'd be direct and acknowledge the cold call right away. Something like, I know this is a cold call, but I saw you're scaling your sales team and I have an idea that could reduce ramp time. Got 30 seconds?

I like leading with more of a point of view on like where we can help and some of the outcomes we're driving towards. Any other tangential piece of feedback you'd give me?

Yeah, one other thing. When the prospect corrected you about their industry from cloud infrastructure to data management, that was a perfect opportunity to pivot the conversation to something more relevant to them. You could have acknowledged their correction and immediately said, got it, data management. How are you currently managing data visibility for your sales team?

I love that. That's a really good recommendation. Thank you so much. Always say please and thank you to your AI agents. You never know in the future. But hopefully you can see how this comes to life. And just to kind of tie this off with like Gong's flywheel, like there's a lot of roleplay scenarios out there. The biggest difference with Gong is one, we can actually detect those skill gaps upfront. So instead of you just rolling out the same training or scenario to your entire company, maybe I need help with cold calling, but Gabriella needs help with negotiation, or we can meet each rep where their greatest area of opportunity is and do that automatically. You can build those assignments, have those roleplays, and this is built on your actual customer-facing conversations and data as you saw with the scenario building, not just something generic like a prompt. And then down below, I think is the most important piece. How can we know once they do this, uh, in the practice scenarios, like, is it going up into the right? Are our reps adopting those skills? And then how is it impacting ROI and the outcomes we care about? Because if it's not impacting those, 1, 2, and 3 do not matter.