Sales engagement that establishes trust: How we use Gong Engage at Gong

If you’re an SDR like I was, you know the intensity that comes with juggling so many tasks along with the urgency of capturing a potential customer’s attention. When the competition is fierce and there’s so much noise in the market, standing out has never been so tough. 

Top that with the weight that we’re often the first point of contact that prospects have with our companies — we literally shape their first impressions. That’s why we can’t fall into the trap of prioritizing quantity over quality in our outreach efforts. And we can’t afford to drown under the demands of our huge workloads and high quotas.

Now, imagine the power and confidence we can gain from using sales engagement software like an extra set of capable hands. Every company wants that – including Gong. It helps us stand out from the crowd, save valuable time, and build a robust pipeline quarter over quarter. 

For me, that’s Gong Engage, the sales engagement solution built right into our revenue AI platform. I wanted to share how it made me more efficient and effective at driving quality relationships and revenue when I was an SDR in this edition of our “Gong on Gong” blog series. I rely on it even more in my new role as an AE.

Our most crucial task is to instantly build trust — without a solid foundation, even the best pitches and products fall flat. Many sales engagement teams struggle to achieve high outreach volumes without compromising the quality needed to build real trust and rapport. For me Gong Engage is a superpower in this area. 

Once all my contacts are in Engage, I use the “Ask Anything” feature to surface important nuances about a contact’s or account’s history and needs. It’s powerful because it draws from every type of interaction across a customer’s entire journey with us. 

I combine these details with extra insights from company websites and LinkedIn, all housed inside Gong Engage. This allows me to always personalize my communications effectively (as you’ll see further down). Engage makes it easy to show customers that we understand their challenges and are genuinely interested and able to help them. It supports higher-quality conversations that foster engagement and fruitful, long-term relationships.

One of the biggest challenges that SDRs face is maintaining context at every stage in the sales process. Juggling so many conversations can lead to disjointed communication, which is problematic, especially if it makes prospects feel overlooked or misunderstood. 

I rely on Engage’s AI-recommended actions in the “To-dos” section to manage all tasks related to my calls, emails, LinkedIn messages, and even videos. It supports me by focusing my attention on the right activities and gives me peace of mind by keeping all relevant info organized in one place. It’s amazing that anyone on our team always has at-a-glance access to the same critical information when they need to support or take over.

Knowing that I’m always aligned with a customer’s journey is a huge advantage. Our customers have smoother experiences, increasing the likelihood of engagement and follow-ups. 

If we don’t get our messaging right, we get nowhere. We know this and yet, there are a few factors that can work against us when we’re trying to craft communication that converts:

Sound familiar? Crafting individualized messages takes significant effort, making it easy to slip into the habit of rushed, generic outreach.

Gong Engage simplifies this with its “Scripts” feature, letting us create persona-based scripts for our calls. We use insights from sales and marketing to address each persona’s unique challenges. It saves us loads of time because we don’t have to start from scratch each time.  When I combine these scripts with my personal notes, I’m confident I’m addressing customers’ specific needs. This approach makes my sales engagement personal and impactful so I get results.

Failing to connect with enough prospects and customers or resorting to substandard messages is unacceptable if we want to be sales professionals who win consistently. But now, we can double our productivity and personalize conversations like never before, thanks to AI-powered technology rooted in insights from our market and actual customer interactions. 

Gong Engage is that AI-powered sales engagement software, enabling you to exceed quotas faster. It’s a one-stop shop to unite SDRs and AEs, streamline workflows, and manage pipelines effortlessly. 

Ready to level up your sales engagement by fostering trust and genuine connections with customers? Here’s your instant demo.