When you work with someone like Ben McWilliams, who’s not just seen it all but also done it all, you quickly realize there’s no ceiling to what Gong can do. Ben is one of our top leaders in Gong implementations, and every time we talk, I learn something new about how the platform can be stretched, customized, and supercharged to fit any sales or RevOps team’s needs.
Recently, we got into one of those deep dives where the ideas just kept flowing. We talked about how even some of the largest enterprise sales teams are still stuck in static tools like Excel or Google Sheets—completely manual, totally static, and barely scratching the surface of what's possible. And the crazy part? It’s not just small companies doing this. Huge enterprise teams are operating like it’s 2005.
Ok first off there's no magic. Its just that when you Gong’s win-loss and driver analytics are absolute game-changers.
You can look at historical data, see which deals closed, and understand why. Was it the number of contacts? The level of title involved? The deal duration? Instead of guessing what makes a deal successful, you have hard data guiding your next steps.
It goes further: the platform highlights patterns you might not have considered, like the timing of VP-level involvement. If a VP gets involved too late, the impact might not be the same. With this insight, teams can adjust strategy in real-time, ensuring decision-makers are brought in at the right stage.
Gong also surfaces red flags, such as deals with long silences between interactions or ones stuck in certain stages for too long. These insights help teams prioritize their efforts, not just on the biggest risks, but on what will make the most immediate impact.
MEDDPIC is often thought of as the “cool kid” of sales methodologies, but what Gong has done with it is transformative. There’s no need for manual updates or hoping reps follow the process. Gong listens to calls, identifies progress, and flags gaps in real-time.
One of the most powerful aspects of MEDDPIC within Gong is its ability to hold both the sales team and the customer accountable. “It’s not just about tracking progress; it ensures both sides are aligned and moving toward a successful outcome,” as Ben pointed out.
Gong doesn’t stop at MEDDPIC. The platform supports Challenger, SPIN, Sandler, and even custom methodologies. If a company uses a unique framework, the platform’s flexibility allows those approaches to be mirrored seamlessly.
Automation extends to next-step prompts. For example, if a critical MEDDPIC box isn’t checked, Gong flags it, ensuring nothing gets overlooked. It’s like having a sales coach embedded in every deal.
Scaling personalization without losing quality is a hallmark of Gong’s capabilities. Pre-written templates, message blocks, and AI-driven follow-ups mean reps can focus on what matters most: selling.
Even “manual emails” become easier. Manual doesn’t have to mean starting from scratch; it simply means “needs human review.” The content is ready to go, with space for tailored edits.
One practical example is LinkedIn messaging. While Gong can’t send LinkedIn DMs directly, it’s easy to pre-write them and copy/paste, or integrate with other tools. It’s a small effort that drives significant results.
Gong also leverages call data to enhance personalization. When reps use this data to pre-fill templates, they’re not just saving time—they’re delivering messages that resonate deeply with recipients.
One of the most innovative uses of Gong is creating cross-functional workflows. Imagine a customer mentioning a product feature request on a call. That insight is automatically routed to the product team via Slack or Office365, without any manual intervention.
These workflows don’t just speed up response times; they eliminate friction altogether. By the time support hears about an issue, they already have the context to act on it.
Objection handling is another area where Gong excels. If a competitor is mentioned on a call, Gong can move the deal into a tailored competitive positioning flow, ensuring the messaging aligns with the customer’s concerns.
Tagging calls with specific phrases like “feature request” creates a direct line from customer feedback to product decisions. It’s a seamless way to ensure that insights from the field make it to the teams that can act on them.
What stuck with me most from our conversation: the ability to see the future and change it. Gong doesn’t just predict outcomes; it shows you exactly which levers to pull to turn the odds in your favor.
“It’s one thing to know where you stand. It’s another to know where you’re headed and how to get there.” (Ben)
The real magic? Gong makes the impossible feel inevitable. You stop relying on guesswork and start leaning into data that’s actionable, immediate, and transformative. That’s not just a better way to work—it’s the way forward.
If you’re not fully utilizing Gong, now’s the time to rethink how you approach RevOps.
And if you’re curious about what else is possible, Ben and his team got you covered!