Eric Siu walks through Gong.io, a platform that records and analyzes sales calls to show metrics like talk ratio, longest monologue, and question count. Managers use these stats to coach reps on letting prospects talk more and asking better questions, then hire based on who improves fastest.
In this clip, we're going to talk about one thing you can do to gain a massive, massive, massive advantage in sales. But before we do, if you enjoy clips on sales and marketing and business entrepreneurship, all that kind of cool stuff, don't forget to share this. Don't forget to subscribe and let's get started. So this, if we're looking on video right now, this tool is called Gong.io. So Gong.io is a massive advantage. You know why? Because when you are getting on a call with somebody, you don't know what kind of behavior you have. So if we look at the screen right here, I can see I spent 45% of the time talking, and then the other person on the call spent 55% of the time. So like, that's cool. Gong is a sales intelligence tool. It starts to see patterns, right? It starts to see the topics that I'm talking about. So you can see here, It senses that I'm talking about pricing, it talks about moving forward. We have small talk in the beginning. And I remember for that specific period of time, we did have small talk. And on the other side of things, look at these interaction stats over here. So you can see I have, there's a talk ratio, there's the longest monologue, which is I guess, you know, the longest each person has talked. There is a longest customer story, so that's 3 minutes. Interactivity and patience is 0.65 seconds. So you can see, not only for myself, but you can see people on your team, how they behave, how patient are they, how long do they talk, their talk ratio. If like, for example, if I spent 75% of the time talking, it's probably too skewed towards me, so I need to make adjustments there, right? So that to me is something like if I see someone on my team doing that, and Gong will show my entire team doing that, it becomes incredibly powerful because now you have a coaching thing where you can actually go to your team and say, hey look, I noticed that you're spending 75% of your time talking. Well, I think we should dial it back a little bit. Maybe let's dial it back to 50% and maybe down to 40% because In the book How to Win Friends and Influence People, the most interesting topic of anybody, anybody in the world, is themselves, right? Get people to talk about themselves, but don't make it seem like you're just trying to get them to talk about themselves. Like, it seems very manufactured. Don't do that. That's just a little tip over there. Now, the other cool stuff is the points of interest, right? So it automatically helps me transcribe. So there's something, we did talk about 250,000 visits. We talked about goal. You can see I said help 3 times. There's a trial, sign, approve. July per month. So there's all these different— there's action items here too. Gong will send you an email with action items on things that I said I would follow up with. So, you know, it's always easy to say, oh, you know what, I'm going to follow up with you with this, with that, with this and that. And then boom, all of a sudden you're onto the next call or you might have lunch next or, you know, I don't know, your dog called you. Um, but it's all, it's all in there. It's going to help you actually follow up because the fortune is in the follow-up. Who said that? John Maxwell. All right. So Let's see, questions, questions over here. This is perfect. I didn't even know this till today. Look at this. Questions asked by Single Grain, 2, right? So that's me. Questions asked by the other person, 8. If the other person's asking questions, you know that they are damn engaged and they're ready to take some action, right? Take some action, buy your product, make you a cool person. Um, and the videos in here too, I can replay the video. We can sit with your, you can sit with your team, replay the video. You can have people around kind of coaching on it too. It's amazing. It's great. Also, you can type in like you know pricing. Let's type this in pricing. Let's bring this down. Boom! I think you also mentioned this trial account pricing pricing da da da da da right? Guess what? It's transcribed. You don't need to transcribe anymore. It's all happening in here. You can save this into a library. You can make all your best calls go into library. Maybe all the all your duds go into another library. Like here's what not to do. There's just a lot of stuff that's in here. Okay. Now the other stuff too, from an intelligence standpoint, I can see in the last 30 days, I can see how people on my team, this is just a sub-team that we have, how they're behaving. So you can see Brynn over here, call duration. Uh, wow. I guess an hour. That's the average duration of a call is 32 minutes, man. That's long. We can also pull up coaching too. Okay, feedback given. Nobody's giving each other feedback. That's a sad day. Okay, it was a sad week. Um, other stuff in here, topics, interaction. This is cool too. Our talk ratio as a team for this subteam over here, about 44%. Okay, Noah's talk ratio, he actually, he's actually done really well. He actually lets the other people talk more. Okay, now other people over here not letting people talk as much. Um, there's some work to be done. Okay, Noah's actually shooting this as well. He's intrigued. Um, longest monologue. You can see longest one. I don't like to talk that much. I like just like kind of like to get to the point. Noah loves to converse with people. So does Brynn. Actually, I mean, I'm probably the worst here. Patience. Look at the patience. Eric has zero patience. Look at this, 0.47 seconds. Okay, everybody else, like Brynn actually has the most patience. Okay, there's a lot to work off of here. Now that you have data, use the data to improve yourself. Use the data to improve your team. This is a secret weapon, Gong.io. It's not like they're paying me to do this. I just love this software so much, and I think it's an unfair advantage. If you're actually using this, it will help you for sure. Because if you think about sales, what do people talk about all the time? It's about coaching, coaching, coaching. You're looking to hire salespeople that are very coachable. This is one thing that's gonna help you do it. So I'm keen to know what other things you're doing to grow from a sales perspective. Are you using Gong at all? Let me know in the comments. Tweet at me. Add me on Instagram @EricoSiu. And also don't forget to rate, review, and subscribe. And we will see you tomorrow.
