Craig Hanson’s Post

My amazing Gong teammate Brandy Ringler just published this excellent guide that every Enablement leader should check out on A 4-Step Framework to Drive Effective Change Management Programs. As we all race toward our targets in this new year, Enablement leaders need a way to make sure the big initiatives that get rolled out are adopted and effective. This shows a best practice way to do that. If you're interested to learn more, reach out to Brandy Ringler, your Gong rep or me and I'll connect you. https://lnkd.in/gph8zFNA

One thing I often hear from leaders is how much they appreciate the ideas, data and thought leadership that Gong shares publicly. Today is a big day, because we're launching a new resource hub for exactly this: The Edge. 🔥 The Edge has practical advice and data-backed insights to help revenue leaders take their teams and businesses to the next level. Check it out and subscribe for updates: https://lnkd.in/g-SGytad #ai #sales #revops #salesleaders #enablement #artificialintelligence #genai

💥 3 favorite highlights as we wrap up a fun week with our fantastic Gong team and tons of our favorite customers at the Emblaze DigitalNow conference in Chicago. 1. Amit Bendov's keynote sparked imagination for just how massive this AI innovation wave is and had eyes popping at what Gong released recently. 2. We had a super engaged discussion with Sales, RevOps and Enablement leaders in a session we led where I shared work we did on the essential foundations that make AI effective for Revenue teams, and our star panel of Dana Feldman Kasi Stelzer Lara Khalaf shared real-world examples of AI use cases that work. 3. Tons of great in-depth conversations with forward-thinking leaders who progressed from (1) learning about what's possible with AI --> (2) sharing and collaborating on best practices --> (3) coming up with a plan to use it for impact within the next quarter. #ai #sales #revops #salesleaders #enablement #artificialintelligence #gtm Corporate Visions #digitalnow24

I had a fun time yesterday diving into AI innovation that GTM leaders can use - how much is hype vs real revenue impact - if we know what to do. I shared our latest Gong Labs data on what works, and some of the cool things we've built recently that RevOps, Sales and Enablement leaders will love.💡💕 Thanks Tenbound and David Dulany for a great conference! #ai #sales #revops #artificialintelligence #enablement #salesleaders #gtmtech #gtm

During a recent leadership series we did together with Gong for RevOps, Sales and Enablement execs, I learned from my new friend ABIGAIL Irozuru OLY, the British long jump champion, some inspiring stories about the importance of doing our hardest, most challenging work with intensity and perseverance, not just going through the motions, exactly when it feels the hardest. Abigail is a Team GB Finalist (2021 Tokyo Summer Games) and a Team England Commonwealth Games Finalist (Birmingham, 2022). She has represented Great Britain and England teams consistently since 2006. Her notable achievements include a 2008 Commonwealth Youth Games’ gold medal and becoming three-time British long jump champion (2015, 2019 and 2020). 👉 Becoming truly best-in-class at anything isn’t just about performance on the day of competition. It’s the hard work, the grit and push over years of training and refining that makes someone a champion. 🏆 👉 Each workout, each lap, recovering from injury and building stronger - is a critical building block to that championship performance. 💪 It’s true for Abigail in her field and it’s true in ours as well. For example, what defines top performers in sales isn’t necessarily that they do MORE calls or engage with more customers. It’s that they do them BETTER. The quality and best practices in each action are what matter. Stay tuned for more great things from Abigail. And if you’re a leader looking to inspire and energize your team, Abigail is a fantastic speaker; reach out to her at www.abigailirozuru.com or ping me and I’ll introduce you. #leadership #performance #grit #sales #revops #salesleaders #enablement #ai #artificialintelligence

At Gong, we get to use, test and refine our new AI-driven product innovations for about 6 months before they go GA. 🧪👩🔬 So a day like today is super fun, because finally we get to tell the world! 🔥 Today, I’m excited to share Gong’s Ask Anything: The first and only revenue-specific query tool, for Calls, Deals, Accounts and Contacts! I work with execs and our account teams for our 400 largest customers, and Gong's Ask Anything gives me instant insights - across thousands of interactions and data points - to get up to speed and answer my key strategic questions. To be clear, this level of accuracy and actionability is ONLY possible with the foundational advantage of Gong's leading data and depth of understanding. This is an example of how that shows up to drive business outcomes. 💥 Click below to pull back the curtain and check it out! Let me know what you think! #ai #revops #sales #artificialintelligence #salesleaders #enablement

Recently I led a really interesting peer discussion with RevOps, Sales and other Exec leaders in Dallas, alongside one of our sharpest sales leaders at Gong, Danielle Miller, about how to leverage AI innovation in revenue organizations. 🤔 3 things stood out - which have created a paradox for AI adoption: 1.    AI talk from vendors is clearly everywhere. It has the potential to make our organizations more productive, efficient and effective at scale. Almost every leading RevOps and Sales leader I talk to is looking for how they can leverage it. 2.    But there are legitimate hurdles and cautions that have kept many leaders from getting this value from their existing solutions. -> 73% of tech leaders worry about biased and inaccurate outcomes. -> 79% are concerned about security risks. -> AI insights are fragmented, spread across 10+ sales tech tools that an average team uses. 3.    So the transformational potential of AI innovation is there but many companies haven’t yet figured out how to get the value. The friction is because of one key fact that became clear: 👉 🧠 All AI is not created equal. You have to look deeper at what the AI is built on. AI guidance or recommendations without the right depth of data and understanding as the foundation will just sound confident, but be inaccurate, misguided and have big blind spots. There IS a way to tell the difference. And there are best practices to actually get that transformational revenue impact from AI. 🔥 I’ve been meeting with execs in RevOps, Sales and other key GTM roles, alongside our fantastic enterprise team with incredible leaders Dana Feldman in Sales, Colleen Ennis in CS and CRO Shane Evans at the helm, to share what the AI maturity curve looks like for revenue organizations, based on hundreds of top companies we work with in our Gong Revenue Center of Excellence team. Happy to share what we’ve learned. Connect with me or reach out to your Gong contact. #revops #sales #ai #artificialintelligence #salesleaders #salesops #enablement #salesleaders

AMAZING SKO. NOW WHAT? Like a lot of other RevOps, Sales and Enablement leaders and us at Gong, you probably just had your sales kickoff. That's a big investment. Like our CFO Tim R. likes to remind us, that a big "I" in ROI. 😬 How do we know if we're getting the "R" in ROI - Return? Key for RevOps and other Revenue leaders is can we answer this critical question: ➡️ How do we know if all the big initiatives, training and changes we rolled out are actually getting adopted - and working? I wrote the article below about getting more ROI out of our SKOs, and answering 2 important gaps: 1. Which teams and people are or are not adopting a new initiative — for instance, new sales messaging, best practices they were trained on, your sales methodology, etc. 2. How are prospects and customers responding to your initiative. You need to know what’s landing and what’s not. Article is below. Lmk what you think. https://lnkd.in/gZPMe7VB #revops #sales #SKO #StrategicInitiatives #RevenueSuccess #SalesLeaders #enablement

AI INNOVATION IS RAISING THE BAR IN SALES & GTM FASTER THAN YOU THINK. 🧠 3 takeaways from my fun podcast interview with Ray Makela at SRG, a Part of SBI diving into the market, what top companies are doing and Gong's leadership in AI for revenue. 1. AI in GTM is here and now, not 1-2 years out. I work with 300+ customers and can tell you if you're not already exploring and implementing, your peers and competitors are. 2. AI done well can help understand the massive amount of data that influences deal execution and help you guide your team with winning playbooks, but make sure the platform you use has the right data and insight to not have blind spots. 3. AI with deep understanding helps guide your team to up-leveling more to top performers when you know the best practices that truly define them (hint: it's not that they do more activities). podcast here: https://lnkd.in/gJiCXHJE #ai #gtm #sales #revops #gtmstrategy #cro #artificialintelligence

Big news today: Gong was named THE leader in the new report, The Forrester Wave™: Conversation Intelligence for B2B Revenue, Q4 2023. We earned the highest scores possible in 19 of the 25 criteria assessed, including for our ability to automate users’ work, analyze and report on conversations, and generative AI. Gong’s current offering and strategy earned the highest scores of any vendor assessed. Of course, we wouldn’t be here without our amazing customers. Thank you, Raving Fans. 💜 See what all the buzz is about for yourself: https://lnkd.in/gCYFFNb9