Take ZERO notes - Using AI to Summarize and 'Ask Anything'

Hey, GONG community, what's up? You got Brian Lamana here from gong. I'm currently a strategic mid market account executive and my sales superpower is staying ultra present in customer and prospect conversations. Taking absolutely no notes, just focusing on having a thorough conversation and listening to the actual words that they say and picking up on their cues instead of having to worry about taking down every note in detail. The reason why I'm able to do that is because I use GONG and every word as I'm saying it is actually being transcribed and analyzed. Now what that allows me to do as a seller is I can stay fully present in the conversation before having gong. What I used to have to do is scramble, take down notes, have a second screen up, jot down what they're saying. And because I'm so worried about capturing every key detail and action item and next step, I'm actually missing cues that are happening live on that call and little nuggets that if I would have picked up on it, maybe I could have asked that next discovery question to go even deeper into that topic. But with Gong zero notes fully present. So the output of what this looks like, and I'll move my big head here, is this 42 minute conversation here. It's summarized into three sentences, right? So here's the summary of the call. It's also gonna break out the 10 key points from the conversation. These key points are trained on revenue related conversations. So I was looking for metrics, right? Business goals, pain points, challenges, priorities for the company rather than just rapport, right? And the meaningless stuff across this 42 minute call. So because I have all of this for one, it's actually going to sync all this data back to my CRM. We use Salesforce. You can always copy and paste this as well into your own personal notes or other things. And now what I do is after the call, I come in, I pop open this screen and I can review different pieces, right? What stands out to me down here, just visualizing this is, you know, I spoke a lot, right? If I'm Alex to steal, I spoke 74% of this call. I monologue at different points as well. I see Laurel really didn't get involved that much, only about 7%. She was the head of revenue operations. I should have worked to get her more involved. What I'm going to do is I'm going to use the ask AI up in the top left to actually start to think of ways I can multi thread someone like Laurel to get her more engaged. After this call, one thing I might ask is like bullet out everything Laurel shared. So what Gong is going to do now, it's going to read through that transcript and it's going to give me the different key points of what she mentioned. Right. And what she shared. So it sounded like she was pretty excited with the product interface and she wanted to automate the process of adding customers to cadences or Flows. That would be a really good opportunity for me to take that nugget now, put that into an email and say, hey, Laurel, had a chance to relisten to our call. I, I think I missed the mark in talking through the way we can automate the process, adding customers to cadences. Here's a short video how we do that. Excited for our next call next Thursday. A really great way to engage her offline. I can use this Ask AI and ask anything really for anything across the conversation. Kind of functions like ChatGPT, except it's trained on this specific sales call. I can also ask things like hey, what objections came up or give me some coaching. You know, we follow Medic as a framework. One other one that I've enjoyed is just asking it to write me a follow up email with a recap and next steps. Right? So a really good starting point for me. I can copy this entire message here, just hit the copy button, paste this into my email thread. If you use Gong Engage, you can actually just click this button here and it'll draft your entire email from start to finish. But if you don't just copy this and it's a great starting point, I'm still going to read through and make a couple quick edits. Maybe I mix up the spacing, add in bold, something like that, but it helps me fire off these emails in one or two minutes versus spending like 10 to 15 minutes on a follow up email that they ultimately might not even read in the first place. Ultimately, having Gong as my like infinite memory allows me to be more efficient, more productive, and ultimately give the customer a better experience because I'm able to be fully present in the conversations when we have time together.