Brian LaManna demos Gong's new dry-run feature, where sellers rehearse calls with an AI role-play partner before meeting real prospects. The AI generates pre-meeting briefs and discovery questions from past conversations and account data. After a practice call, Gong's coach flags that Brian pitched too early and suggests a better opening.
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So excited to show you today how Gong is revolutionizing how sellers can prepare for upcoming meetings with Gong's dry run capability. So what I'm going to highlight here, we all know Gong sits on the best data in the world for go-to-market. It's all of our customer-facing conversations, calls, emails, web meetings. Now we have this prepare for upcoming meetings button. So pretend for a second like I've got this meeting at 11:00 AM, it's 9:36 right now with Indus. I can hit this prepare button because Gong sits on all the knowledge, right? It understands prior conversations with Indus, the agenda for this call from things like the calendar invite, how we left off on the last conversation. It's able to give me suggested questions, tell me the main topics to discuss, And it's amazing for other stakeholders joining the call. Think about a sales manager joining a late-stage negotiation or an SE joining a demo. They maybe weren't on the previous call. They can see all historical interactions here. They can see the pre-meeting brief. They can ask anything they would want across this account, the tech stack. We've discussed pricing, you name it, Gong will give you an answer. But what I wanna really hit on is this dry run capability here, which will let you actually run a role play in a scenario based on what the expectations are for this call. So I have this call with Nishay. Say as an example that they're a challenging point of contact. They really wanna get into the technical deep dive and the scalability and the value proposition of things. Now I can roleplay against the machine and make sure my first repetition is in a safe place versus with the customer. Hey, Nishay, how are you doing?
Hey, Alex, I'm doing well, thanks. How about you? Everything running smoothly over there?
Yeah, things are great. I'd love to jump right into it. I know your number one focus today is around the scalability and value proposition. Is it okay if I share my point of view there?
Yeah, let's do it. Scalability and value are definitely high priorities. I've got some specific technical questions around integration and data migration I want to get into too, so fire away.
Yeah, we have the best scalability in the whole space. That's why leading enterprises turn to Gong for solutions like that. I think you're going to be blown away as we, uh, you know, highlight a couple things in platform today and showcase how that comes to light.
Okay, I appreciate that confidence. You know, we're dealing with a really chaotic mix of systems right now— Google Drive, SharePoint, Dropbox, you name it. So when you say scalability, I need to know how it handles that sprawl and how easily it integrates with our—
I, I'll cut it right there. Uh, I purposely tried to not give my absolute best example. What you can load in here are scorecards as well, like against the call. If this was a discovery, it can score how I should have gone about it according to our sales process, our methodology, our framework. You also have this practice coach here, uh, which is absolutely amazing. It's actually trained on our customer-facing conversations, our personas,, your industries you sell into, and it's learning from your own account's data in, in order to give better recommendations. I'll give it a shot here.
All right, Alex, good job getting started. The objective here was to practice discovery and handling objections, specifically around scalability. You jumped into a pretty quick pitch there, but you did show good confidence in the product. Before we dig in, how did you feel it went?
Yeah, I think I missed the mark. I think I jumped right into the pitch. What, what should I have done differently? How would you have recommended me opening it?
You nailed it. You went right into pitching. When a prospect states their priority like scalability, you want to slow down and ask why before you talk about your solution. For example, you could have asked, "scalability is key. Can you tell me more about this specific challenge?" These practice coaches are absolutely amazing.
I've been now leveraging this in my own, in my own deal cycles. And the way I'm thinking about it is like, if I have a make or break call, it's not my first ever rep meeting with the customer and trying to get the marbles out, I can run a couple like micro scenarios, maybe get 3 to 4 reps in prior to that call as a way to
