Brian LaManna shows how Gong Engage lets sales teams find and copy their best prospecting emails. The Performance tab auto-sorts replies so reps can see which messages get meetings. The Inspiration tab lets you search emails by persona and reuse them as templates.
Hope everyone's doing great. You got Brian Lamana here over at gong, I'm currently a strategic mid market account executive and my sales superpower is being able to take some of the great prospecting methods from other folks on my team and at my organization, democratize that, find what's working and quickly apply it to my own strategies and approaches versus having to reinvent the wheel. So prior to using gong, what I used to do at my last companies, we used to have like a Slack channel, like, oh, send a screenshot every time you book a meeting or you know, send what messaging led to it. And then people would kind of forget. It would tail off over time. Or there's just hundreds of messages or I'm going to actually ping individual reps and being like, hey, JC, what's working for you? I saw you book seven meetings. Can I get 45 minutes on your calendar? All of that data lies in the actual conversations. It lies in those calls, in those emails. You just need a system to be able to access it. It's exactly what GONG does. So what you can see here, and this is GONG Sales engagement solution. What I'm doing is I'm going into the analytics. I'll present like I'm Rachel Briggs here as an example. So I'm able to quickly see like how I'm stacking up versus my team. But I really love this performance tab because what it does is it looks at all of my different people. I've emailed replies, manual steps, automated steps, but it actually automatically dispositions every single email according to the response. Right. So gong's using its intelligence to understand, hey, it's great. I'm Rachel, I have a 20% reply rate. But are those actually good replies? Because if everyone's just replying, unsubscribe to me, that 20% reply rate is horrible. So what GONG is actually stamping it with is, hey, which ones are opt outs bad? Not interested. They want more info. So it's able to surface some of those different objections and whether they're more lukewarm or negative. Now, in Rachel's case here, right, I'm struggling. I'm not booking enough meetings. I'm getting all these negative replies. I know Bill on my team and Alex, they're doing a very, very good job. Alex is at 30% reply rate and over 50% are positive. So what I'm going to do if I'm Rachel, I'm going to come in and see, hey, what exactly is Alex doing? I'm going to go in and go into the ones that he had 16 where people wanted to meet. After that email, I can click into this and now down below I can get a list of all of those emails and actually view them and see firsthand what Alex sent to lead to that positive email response. A really quick way to democratize it. I put a calendar task every single week on my calendar to review what's working, what's not. We got to constantly iterate in sales and I think this is one of the best ways to find like the newest and fresh methods. The other approach as well is when I'm executing my TO DOS and I'm in my email composer or my call task and this is just under Engage and TO dos, what you're able to do is actually use this inspiration tab where because Gong's collecting all the different emails we're sending to prospects, if I'm reaching out to a RevOps leader as an example, I can search here RevOps, right? And it's going to pull up the different RevOps related emails that other people from my team or that I've individually sent. So sometimes when I'm researching a prospect, I see something really unique like, oh, they've written a book before or they used to play college football, or really quick way to do a search for that and say, hey, has anyone on the team ever wrote like a themed email around college football or revenue operations or a different Persona? Look through those different emails and they can click into and actually load that up as a template again. In the past, what I used to do is just like slack like a hundred different people and say, hey, who's written an email like this? And I have to wait hours and hours when I'm really just trying to get through my tasks in the first place. What this ultimately helps me do is just democratize what's working across the team and let us all be one cohesive team. And even if we're working distributed or if we're all going about our busy days.
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