Gong's AI-driven playbooks are designed to track sales methodologies and monitor deal progression. They provide clearer, more accurate forecasting by identifying gaps in how sellers execute their methodology and by surfacing customer interaction data. AI doesn't just replace time-consuming processes; it ensures more accurate, real-time data input.
Instead of relying on your reps to manually enter data, the Gong AI suggests notes based on data from call logs and emails. At SeekOut, the RevOps team uses AI to gather current information and ensure deal boards remain up-to-date, even for longer sales cycles. You can also use AI suggestions during your deal reviews to help guide your conversations with reps.
“Even when AEs aren’t very disciplined in how they fill out playbooks, you’re still getting comprehensive data through the AI —and a very complete look at what's going on in the deal.” - Anita Gormley
Jump to the clip to learn how Gong playbooks align with your unique sales methodology.
AI-generated to-dos help sales reps stay on top of their tasks without relying solely on manual reminders. This feature, housed within Gong's Engage product, creates follow-up tasks like reminder emails or nudges to deliver promised materials to prospects.
The AI to-do list includes deal warnings so reps know to prioritize high-value tasks and avoid missing critical steps in the sales process. Lance underscored how automating follow-ups saves time and reduces the cognitive load on sales teams.
Jump to the clip to hear how AI-powered reminders can help with sales enablement.
Anita explained how Gong’s AI assigns scores and warnings to deals so sales leaders can quickly assess deal health. With color-coded signals (green, red, or gray), the AI highlights potential risks such as single-threaded communication, incomplete information, or customer hesitation. These insights are based on historical data and help reps focus on tasks that will close deals.
This also cuts down the need for managers or RevOps teams to listen to hours of calls, saving them time while providing real-time data insights. SeekOut leverages these scores and warnings to recalibrate their approach mid-deal, updating reps with the most recent customer feedback and recalibrating priorities.
AI summaries let you ask anything about your deal or an account and generate answers based on conversational data. RevOps teams are always working to get ahead of problems by asking “why will we lose this deal?” in forecasting calls. Gong helps you surface risks that the rep hasn’t identified yet.
“A lot of times reps may enter information about a deal early in the cycle, but several months later, that data is outdated. The AI can give you more current information than what you recorded a couple months ago.” - Lance Thompson
Jump to the clip to learn how to use automated scoring to identify risk.
One of the more novel applications of AI is in resolving compensation disputes. Anita described how Gong’s AI is used to summarize who contributed to a deal—whether it was the SDR, AE, or a partner—allowing for clearer, data-backed compensation decisions. This feature ensures transparency and fairness, taking the guesswork out of who deserves credit for sourcing a deal.
Jump to the clip to find out more about using AI to manage compensation disputes.
Lance shared how SeekOut’s integration with Gong automates CRM data entry, particularly for contact roles. AI ensures that every participant in a call or email thread is automatically logged into the CRM, minimizing the need for reps to manually input contact details. This functionality streamlines operations, reduces admin work, and ensures that no lead or stakeholder is left out of crucial deal conversations.
“We automatically update the opportunity based on the AI summary of the call and that makes it so reps don't have to do a big long recap of what happened. Most of the information is already there.” - Lance Thompson
Jump to the clip to hear how SeekOut automated contact role management for their reps.
Anita highlighted the power of AI-generated account summaries, a feature within Gong that provides a bird’s-eye view of an account, including key contacts, pain points, and customer sentiments.
This is particularly useful for RevOps teams preparing for deal reviews or executives gearing up for client meetings. By analyzing past interactions, the AI offers a snapshot of where the account stands regardless of whether it’s a renewal, upsell opportunity, or a prospect nearing conversion.
Jump to the clip to find out how Gong uses AI to identify account pains, priorities, and sentiments.
In the past, reps had to fill out competitor data product by product, plus try to find renewal dates, if possible. Even when they were able to gather this information, it didn’t always make it into the CRM. AI smart trackers are perfect for gathering competitive intelligence. The AI is trained to listen for context so you can flag mentions of competitors, allowing sales teams to track competitive positioning in real-time.
At SeekOut, Lance says that the RevOps team used smart trackers for a new product launch, training the AI to identify key moments in sales conversations that revolved around the new offering. This allowed the team to refine messaging and adapt their approach based on real-time feedback.
“The smart tracker starts with keywords and phrases, but then it learns over time how to pull the context out of a conversation.” - Anita Gormley
Jump to the clip to learn why competitive data is so hard to acquire manually.
Gong uses AI to identify customer interests gleaned from conversations, enabling highly personalized gifting strategies. By setting up keyword searches for interests like "cooking," the marketing team can identify prospects or customers who mention these interests during calls or emails. This information is then used to suggest personalized gifts—like branded cooking kits—to enhance customer engagement and build stronger relationships.
Jump to the clip to hear how sales and marketing can nail customer gifting, together.
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