Sales intelligence software: Turn every conversation into revenue
What is sales intelligence software? An essential guide for revenue teams
Sales intelligence software is purpose-built technology that collects, analyzes, and transforms data from customer interactions—calls, emails, meetings, and CRM records—into actionable insights for revenue teams. It goes far beyond basic data logging or call recording. Instead, it helps sales, enablement, and revenue operations teams understand buyer intent, identify deal risks, and prioritize the next best actions at every stage of the pipeline.
Why do businesses use sales intelligence software? Three reasons stand out:
- Unlock hidden customer signals: Traditional CRMs capture only a fraction of buyer interactions. Sales intelligence software surfaces the other 99 percent—real conversations, buying signals, and objections—so you see the full picture, not just what’s manually entered.
- Drive smarter, faster decisions: By analyzing patterns across deals and teams, sales intelligence software helps leaders and reps focus on what moves the needle. No more guessing which deals are real or where to coach.
- Automate and scale winning behaviors: The best solutions embed insights directly into workflows, so teams can replicate what works, avoid what doesn’t, and ramp new sellers faster.
- Automated capture of calls, emails, and meetings
- AI-driven analysis of conversation content and sentiment
- Real-time deal and pipeline health scoring
- Buyer intent and engagement tracking
- Integration with CRM and sales engagement platforms
- Pipeline management: See which deals are healthy, stalled, or at risk—so you can intervene early and keep revenue on track.
- Rep coaching and enablement: Identify skill gaps, winning talk tracks, and coach at scale based on real data, not just anecdotes.
- Forecasting and deal review: Use objective signals to improve forecast accuracy and reduce surprises at quarter-end.
- Personalized outreach: Tailor messaging and follow-ups based on what buyers actually say and do, not just demographic data.
See Gong in action
In this self-guided tour, discover key features that sales teams and leaders love.
Why Gong takes a fundamentally different approach
While many sales intelligence solutions offer basic call recording or activity tracking, Gong’s Revenue AI Platform is built to capture the full truth of every customer interaction and turn it into real-time guidance. Instead of just logging what happened, Gong analyzes every word, every signal, and every nuance—then delivers precise, actionable recommendations directly into your workflow. The result? You stop guessing and start winning, again and again.
Why use Gong for sales intelligence software?
Gong’s approach to sales intelligence is purpose-built for ambitious revenue teams. With Gong, you don’t just get more data—you get the clarity and momentum to drive real results. Here’s how:
With Gong, you can:
- Capture and analyze 99 percent of customer interactions automatically—no more manual data entry or missed signals.
- Surface deal risks, buying signals, and coaching opportunities in real time, so you can act before it’s too late.
- Prioritize your team’s focus with AI-driven task recommendations, ensuring reps spend time where it matters most.
- Integrate seamlessly with your CRM and sales stack, so insights flow directly into your daily workflows without disruption.
The experience is simple: Gong’s AI agents work behind the scenes, analyzing every conversation and surfacing what matters most. You get actionable insights, not just dashboards. And because Gong is built for enterprise scale, you can trust it to deliver security, compliance, and configurability at every step.
See Gong’s sales intelligence solution in action
What does this look like in practice? Here’s how revenue teams use Gong every day:
Gong flags stalled deals, missing stakeholders, and buyer objections—so you can intervene early and keep revenue on track.
Managers use Gong to identify winning behaviors, coach at scale, and ramp new sellers faster—based on what actually works, not just gut feel.
By analyzing buyer engagement and deal signals, Gong helps leaders build forecasts they can trust—reducing surprises and last-minute scrambles.
AI Tasker and other Gong agents create and prioritize tasks based on real conversations, so nothing slips through the cracks.
How does Gong’s sales intelligence system work?
Here’s what happens behind the scenes:
Gong automatically joins scheduled calls or records inbound/outbound phone conversations, with clear consent and privacy controls built in.
Every call is securely stored in the cloud, encrypted at rest and in transit, with customizable access permissions for compliance.
Gong’s AI transcribes the call in near real time, tagging key topics, action items, and risks.
All recordings and transcripts are indexed and made instantly searchable. You can filter by rep, account, deal stage, or keyword—so you always find what you need.
Insights from calls feed directly into your coaching, pipeline, and forecasting workflows—so you’re always working with the full truth, not just CRM notes.
More than sales intelligence software
Sales intelligence is just the starting point. Gong’s Revenue AI Platform connects every insight to a broader vision—turning customer interactions into a unified operating system for revenue teams.
Unified data foundation
Gong captures and organizes every customer interaction, creating a single source of truth for your GTM teams.
AI-powered insights
Proprietary AI models, trained on billions of sales interactions, deliver actionable guidance tailored to your business.
Embedded AI agents
AI Tasker, AI Deal Monitor, and others work within your daily workflows, automating tasks and surfacing next-best actions.
Enterprise-grade governance
Security, privacy, and compliance are built in—so you can scale with confidence.
How sales intelligence software powers Gong’s AI OS
Sales intelligence is the engine behind every Gong solution. Here’s how it fuels your entire revenue operation:
Gong Engage: Drive personalized outreach and follow-up
Sales intelligence insights feed directly into engagement workflows, enabling your team to:
- Prioritize outreach based on real buyer intent and engagement signals
- Personalize messaging using insights from actual conversations—not just static data
- Automate follow-ups and reminders, so no opportunity slips through the cracks
Gong Enable: Turn insights into coaching and training
Every conversation becomes a learning opportunity. With Gong Enable, you can:
- Identify skill gaps and winning talk tracks based on real deal data
- Deliver targeted coaching and onboarding programs that ramp reps faster
- Share best practices across teams, turning insights into repeatable success
Gong Forecast: Power accurate pipeline predictions and risk assessment
Sales intelligence is the backbone of Gong Forecast. You’ll:
- Use objective engagement data to predict deal outcomes with confidence
- Spot pipeline risks and stalled deals before they impact your forecast
- Build forecasts you can trust—grounded in reality, not just rep opinions
Sales intelligence isn’t just a feature—it’s the connective tissue that powers every outcome in Gong’s Revenue AI Platform.
See sales intelligence software in action
Upwork: Unlocking 95 percent forecast accuracy with Gong
Challenge: Upwork’s revenue operations team struggled with incomplete CRM data and manual forecasting processes. Reps spent hours updating spreadsheets, and leaders lacked visibility into real buyer engagement. The result? Missed forecasts, wasted time, and stalled deals.
Solution: Upwork implemented Gong’s AI OS for their revenue team to automatically capture and analyze every customer interaction. Gong’s AI surfaced deal risks, flagged stalled opportunities, and provided real-time coaching insights. AI Tasker prioritized follow-ups, while Gong Forecast delivered pipeline predictions based on actual engagement—not just rep updates.
Results:
- Achieved 95 percent forecast accuracy within three quarters
- Reduced manual data entry and spreadsheet work by 60 percent
- Increased rep capacity and deal velocity across the sales team
- Leadership gained a single source of truth for pipeline health and performance
"Our win rate goes up significantly higher when we have a C-level involved. Usually a head of marketing, head of engineering, head of support. We also found out that if we involve four to five additional use cases, our win rate goes up even four to five times more over that."
Stop losing winnable deals
Boost win rates, increase average deal size, and increase revenue per rep with Gong, the #1 revenue AI platform.
What our customers say
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
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Ready to turn every conversation into revenue?
See how Gong’s sales intelligence software and AI OS for revenue teams can help you:
- Capture and analyze every customer interaction automatically
- Surface actionable insights and next-best actions in real time
- Drive predictable, scalable revenue growth across your team
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