Gong Case Studies How Stansberry Research Finally Got The Info It Needed (Hint: Gong)

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	How Stansberry Research Finally Got The Info It Needed (Hint: Gong) Gong

How Stansberry Research Finally Got The Info It Needed (Hint: Gong)

Gong

Technology Category	Analytics & Modeling - Predictive Analytics
Applicable Industries	Finance & Insurance
Applicable Functions	Sales & Marketing
Use Cases	Predictive Quality Analytics
Services	Data Science Services
Challenge	Stansberry Research was facing a challenge of accessing the right data at the right moment to swing deals in their favor. They were overwhelmed with information but lacked a platform that could highlight opportunities and provide call reports to solidify their deal strategies. The team needed analysis that went a layer deeper so they could stay one step ahead of clients. They were using random samplings of calls to set a coaching plan, but found that simply reviewing positives and negatives in a few calls didn’t have the impact they wanted. Read More
About Customer	Stansberry Research is an investment research company that provides actionable investment recommendations and research for individuals self-managing their portfolios. They stake their investment recommendations on understanding data, so they know the value of reliable information better than most. They needed not just any information, but the right knowledge at the right time. The organization was looking for a solution that could provide an influx of analytics to help them make purpose-driven decisions around strategy, coaching, and deal execution. Read More
Solution	Stansberry Research started using Gong, a platform that provided an influx of analytics to help them make purpose-driven decisions around strategy, coaching, and deal execution. Gong allowed the sales reps to track their own performance, eliminating the need for as many one-on-ones with managers. Teammates could also learn from each other’s successes through peer-to-peer and self-coaching. Gong also provided information about deal executions in the moment. Using Gong’s automatic insights, the Stansberry team quickly and efficiently sorted through calls to find missing pieces that could help close a deal. Gong's deal insights highlighted opportunities to maximize revenue, so every sales rep could become the best rep, and every deal was within reach. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Predictive Analytics

Applicable Industries

Finance & Insurance

Applicable Functions

Sales & Marketing

Use Cases

Predictive Quality Analytics

Services

Data Science Services

Challenge

Stansberry Research was facing a challenge of accessing the right data at the right moment to swing deals in their favor. They were overwhelmed with information but lacked a platform that could highlight opportunities and provide call reports to solidify their deal strategies. The team needed analysis that went a layer deeper so they could stay one step ahead of clients. They were using random samplings of calls to set a coaching plan, but found that simply reviewing positives and negatives in a few calls didn’t have the impact they wanted.

About Customer

Stansberry Research is an investment research company that provides actionable investment recommendations and research for individuals self-managing their portfolios. They stake their investment recommendations on understanding data, so they know the value of reliable information better than most. They needed not just any information, but the right knowledge at the right time. The organization was looking for a solution that could provide an influx of analytics to help them make purpose-driven decisions around strategy, coaching, and deal execution.

Solution

Stansberry Research started using Gong, a platform that provided an influx of analytics to help them make purpose-driven decisions around strategy, coaching, and deal execution. Gong allowed the sales reps to track their own performance, eliminating the need for as many one-on-ones with managers. Teammates could also learn from each other’s successes through peer-to-peer and self-coaching. Gong also provided information about deal executions in the moment. Using Gong’s automatic insights, the Stansberry team quickly and efficiently sorted through calls to find missing pieces that could help close a deal. Gong's deal insights highlighted opportunities to maximize revenue, so every sales rep could become the best rep, and every deal was within reach.

Impact #1	With Gong data, Stansberry teams see what makes a successful call, recognize patterns in their interactions so they can adjust on the fly, and build tools that serve departments across the organization.
Impact #2	The additional data also means that leaders can drill into their own calls to solve problems quickly and get campaigns back on track.
Impact #3	Gong also provides information about deal executions in the moment. Using Gong’s automatic insights, the Stansberry team quickly and efficiently sorts through calls to find missing pieces that could help close a deal.

Impact #1

With Gong data, Stansberry teams see what makes a successful call, recognize patterns in their interactions so they can adjust on the fly, and build tools that serve departments across the organization.

Impact #2

The additional data also means that leaders can drill into their own calls to solve problems quickly and get campaigns back on track.

Impact #3

Gong also provides information about deal executions in the moment. Using Gong’s automatic insights, the Stansberry team quickly and efficiently sorts through calls to find missing pieces that could help close a deal.

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Overview

How Stansberry Research Finally Got The Info It Needed (Hint: Gong)

Operational Impact