Gong Case Studies Sprout Social Creates a Customer-First Culture Using Gong

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	Sprout Social Creates a Customer-First Culture Using Gong Gong

Sprout Social Creates a Customer-First Culture Using Gong

Gong

Technology Category	Analytics & Modeling - Real Time Analytics Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Functions	Business Operation Sales & Marketing
Services	Data Science Services System Integration
Challenge	Sprout Social, a social media management and optimization platform, was looking for a scalable, data-driven way to understand whether its sales teams were adopting new training methodologies, improving deal execution, and creating a seamless experience for prospects and customers. The company was using a call-recording tool that enabled sales managers to listen to calls as they happened, but it lacked visibility, insights, and analytics. Sprout Social wanted a solution that could provide more detailed insights into its sales process, similar to what it does for social media. The company also wanted to track the successful implementation of new sales training methodologies and leverage deal execution capabilities to ensure that deals in the pipeline were on a path to closing. Read More
About Customer	Sprout Social is a social media management and optimization platform for brands and agencies worldwide. The company offers a single hub for social media publishing, analytics, and engagement across an organization's social profiles. Sprout Social believes that building a powerful brand means connecting with the people who love and trust it. Its suite of deep listening and analytics, social management, customer care, and advocacy solutions enable organizations and brands of all sizes to be more open, real, and empathetic on social. The company is headquartered in Chicago, Illinois, and was founded in 2010. It has over 700 employees. Read More
Solution	Sprout Social implemented Gong, a data-driven solution that provides visibility, insights, and analytics into sales processes. Gong enabled Sprout Social to track the successful implementation of new sales training methodologies and leverage deal execution capabilities. The company used Gong trackers to monitor techniques that focused on revealing a prospect’s challenges. This allowed the team to identify low adopters and provide mid-cycle coaching and immediate impact reporting. Gong also provided a visual representation of how each deal was developing and how each conversation was changing and evolving. This allowed Sprout Social to diagnose deal health and funnel movement in real-time. Gong also helped unify teams around customer needs to create a seamless customer experience. The solution was initially implemented for the sales team but quickly spread to every customer-facing team in the Sprout Social organization. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Real Time Analytics

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Functions

Business Operation

Sales & Marketing

Services

Data Science Services

System Integration

Challenge

Sprout Social, a social media management and optimization platform, was looking for a scalable, data-driven way to understand whether its sales teams were adopting new training methodologies, improving deal execution, and creating a seamless experience for prospects and customers. The company was using a call-recording tool that enabled sales managers to listen to calls as they happened, but it lacked visibility, insights, and analytics. Sprout Social wanted a solution that could provide more detailed insights into its sales process, similar to what it does for social media. The company also wanted to track the successful implementation of new sales training methodologies and leverage deal execution capabilities to ensure that deals in the pipeline were on a path to closing.

About Customer

Sprout Social is a social media management and optimization platform for brands and agencies worldwide. The company offers a single hub for social media publishing, analytics, and engagement across an organization's social profiles. Sprout Social believes that building a powerful brand means connecting with the people who love and trust it. Its suite of deep listening and analytics, social management, customer care, and advocacy solutions enable organizations and brands of all sizes to be more open, real, and empathetic on social. The company is headquartered in Chicago, Illinois, and was founded in 2010. It has over 700 employees.

Solution

Sprout Social implemented Gong, a data-driven solution that provides visibility, insights, and analytics into sales processes. Gong enabled Sprout Social to track the successful implementation of new sales training methodologies and leverage deal execution capabilities. The company used Gong trackers to monitor techniques that focused on revealing a prospect’s challenges. This allowed the team to identify low adopters and provide mid-cycle coaching and immediate impact reporting. Gong also provided a visual representation of how each deal was developing and how each conversation was changing and evolving. This allowed Sprout Social to diagnose deal health and funnel movement in real-time. Gong also helped unify teams around customer needs to create a seamless customer experience. The solution was initially implemented for the sales team but quickly spread to every customer-facing team in the Sprout Social organization.

Impact #1	Gong enabled Sprout Social to track the successful implementation of new sales training methodologies.
Impact #2	The company was able to leverage Gong’s deal execution capabilities to ensure that deals in the pipeline were on a path to closing.
Impact #3	Gong provided a visual representation of how each deal was developing and how each conversation was changing and evolving, allowing Sprout Social to diagnose deal health and funnel movement in real-time.

Impact #1

Gong enabled Sprout Social to track the successful implementation of new sales training methodologies.

Impact #2

The company was able to leverage Gong’s deal execution capabilities to ensure that deals in the pipeline were on a path to closing.

Impact #3

Gong provided a visual representation of how each deal was developing and how each conversation was changing and evolving, allowing Sprout Social to diagnose deal health and funnel movement in real-time.

Benefit #1	40% increase in sales methodology adoption on discovery calls
Benefit #2	51% average gain in closed-won percentage

Benefit #1

40% increase in sales methodology adoption on discovery calls

Benefit #2

51% average gain in closed-won percentage

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Overview

Sprout Social Creates a Customer-First Culture Using Gong

Operational Impact

Quantitative Benefit