Gong Case Studies Unlocking reality: COGNISM IMPROVES ORG-WIDE VISIBILITY USING GONG

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	Unlocking reality: COGNISM IMPROVES ORG-WIDE VISIBILITY USING GONG Gong

Unlocking reality: COGNISM IMPROVES ORG-WIDE VISIBILITY USING GONG

Gong

Technology Category	Analytics & Modeling - Predictive Analytics Analytics & Modeling - Real Time Analytics
Applicable Industries	Software
Applicable Functions	Sales & Marketing
Use Cases	Predictive Quality Analytics Real-Time Location System (RTLS)
Services	Data Science Services
Challenge	Cognism, a rapidly growing sales intelligence company, was facing a challenge of visibility into its sales organization. The company wanted to ensure that all its sales representatives were aligned on messaging and that coaching was actually improving their close rates. However, without visibility into customer conversations, Cognism was missing out on valuable insights that could improve onboarding, coaching, up-skilling, and close rates. The company needed a solution that could provide them with data-backed insights into customer interactions and sales processes. Read More
About Customer	Cognism is a fast-growing company that specializes in global sales intelligence. The company is headquartered in London, UK, and helps its customers identify and surface new prospects. Cognism was named one of LinkedIn’s top startups of 2021. The company has a distributed workforce and places a high emphasis on improving its team’s sales techniques and broadening everyone’s knowledge base across the customer journey. The company's main goal is to ensure that its sales representatives follow approved processes and that every opportunity for coaching would improve their close rates. Read More
Solution	Cognism adopted Gong, a platform that captures actual customer interactions and analyzes them to provide insights. Gong integrated well throughout Cognism’s entire organization and found a permanent place in the company’s sales processes. The platform improved coaching for reps by providing reality-based insights from what’s happening on reps’ calls. Gong also played a crucial role in selecting the right calls for review, acting as a filtering system that made the most important calls and issues visible. Gong also helped Cognism in onboarding and ongoing training on strategic initiatives. The platform gave Cognism the clarity it needed to make sure reps follow the proper processes and use the right messaging. Gong also provided data-backed insights and actionable next steps from sales calls, making it easier to understand why some deals closed and others didn’t. Read More Log in to view content
Contents

Technology Category

Analytics & Modeling - Predictive Analytics

Analytics & Modeling - Real Time Analytics

Applicable Industries

Software

Applicable Functions

Sales & Marketing

Use Cases

Predictive Quality Analytics

Real-Time Location System (RTLS)

Services

Data Science Services

Challenge

Cognism, a rapidly growing sales intelligence company, was facing a challenge of visibility into its sales organization. The company wanted to ensure that all its sales representatives were aligned on messaging and that coaching was actually improving their close rates. However, without visibility into customer conversations, Cognism was missing out on valuable insights that could improve onboarding, coaching, up-skilling, and close rates. The company needed a solution that could provide them with data-backed insights into customer interactions and sales processes.

About Customer

Cognism is a fast-growing company that specializes in global sales intelligence. The company is headquartered in London, UK, and helps its customers identify and surface new prospects. Cognism was named one of LinkedIn’s top startups of 2021. The company has a distributed workforce and places a high emphasis on improving its team’s sales techniques and broadening everyone’s knowledge base across the customer journey. The company's main goal is to ensure that its sales representatives follow approved processes and that every opportunity for coaching would improve their close rates.

Solution

Cognism adopted Gong, a platform that captures actual customer interactions and analyzes them to provide insights. Gong integrated well throughout Cognism’s entire organization and found a permanent place in the company’s sales processes. The platform improved coaching for reps by providing reality-based insights from what’s happening on reps’ calls. Gong also played a crucial role in selecting the right calls for review, acting as a filtering system that made the most important calls and issues visible. Gong also helped Cognism in onboarding and ongoing training on strategic initiatives. The platform gave Cognism the clarity it needed to make sure reps follow the proper processes and use the right messaging. Gong also provided data-backed insights and actionable next steps from sales calls, making it easier to understand why some deals closed and others didn’t.

Impact #1	Gong’s platform gave the company the data it needed to improve everything from its product and messaging to close rates and customer success.
Impact #2	Gong captures actual customer interactions and analyzes them to provide insights, rather than relying on hearsay from the reps themselves.
Impact #3	Gong acts as a filtering system that makes the most important calls and issues visible.

Impact #1

Gong’s platform gave the company the data it needed to improve everything from its product and messaging to close rates and customer success.

Impact #2

Gong captures actual customer interactions and analyzes them to provide insights, rather than relying on hearsay from the reps themselves.

Impact #3

Gong acts as a filtering system that makes the most important calls and issues visible.

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Overview

Unlocking reality: COGNISM IMPROVES ORG-WIDE VISIBILITY USING GONG

Operational Impact