Gong · GTM · eChai

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The company's own account of why it moved from conversation intelligence to revenue intelligence, including the buyer problem that forced the rename. This is the primary source on the most copied category play of the last decade.

What is Revenue Intelligence? Why Gong Pioneered The Category in 2019

From Gong by Jonathan Costet 10 min read

Two thirds of buyers prefer to gather information on their own and 60 percent prefer not to talk to a salesperson at all.
Manual CRM entry loses close to 99 percent of the words actually spoken on a sales call.
Three quarters of buyers say their most recent purchase was very complex or difficult.
Gong's bet: teams move from intuition to data, replacing static playbooks with guidance drawn from real call data.

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Answers We named the problem instead of the product. Is that a positioning mistake? How do I tell if the category is working, or if we are just talking to ourselves? How did Gong actually create revenue intelligence, step by step? How do the best teams pick the category name, and what separates a name that sticks? How do I turn a point of view into content that actually helps sales close deals? What does world class thought leadership actually look like, concretely?

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Built on over a million executive sales cycles, and it answers the timing question specifically: win rates drop about 6 percent when an evaluation starts with an executive but rise 5 percent when they join around the third touch.

When (and how) to multi-thread when selling to executives

From Gong by Dan Morgese 12 min read

Across more than 1M executive sales cycles, a won $50K to $250K deal now involves at least 10 stakeholders.
Win rates rise about 5 percent when executives enter around the third touchpoint.
So build one strong champion first, then multithread, rather than going wide on day one.

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Answers My champion went quiet and the deal stalled. How do I multithread an account without going over their head?

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The practical companion to the openers research: talk to listen ratios, when in the day to dial, the collaborative language that outperforms, and the reminder that the job of a cold call is to sell the meeting rather than to run discovery.

Essential cold calling tips: 17 proven techniques for success

From Gong by Chris Orlob long read

Successful cold calls run almost twice as long as unsuccessful ones.
The average prospect monologue is 3.5 seconds on winning calls versus 8 seconds on losing ones.
Winning calls carry 77 percent more speaker switches per minute.
Make at least 6 attempts per prospect, and call between 11am to noon or 4pm to 5pm.

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Answers My cold calls die in the first ten seconds. What do I actually say when they pick up?

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The 2025 refresh across 326,000 calls, which is more honest than the famous 2016 number: won deals sit near 57 percent talk time, lost deals near 62, and consistency matters more than talking less.

Mastering the talk-to-listen ratio in sales calls

From Gong by Gong Labs Short read

Gong's analysis of 326,000 calls puts the winning ratio at 43 percent talking to 57 percent listening.
Talking more than 65 percent of the call drops conversion and win rates.
Closed-won deals averaged 57 percent seller talk time, lost deals 62 percent.
Low performers' talk time swings 10 points between won and lost deals; high performers stay steady.

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Answers What does Gong's call data actually say top sellers do differently in discovery?

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The number that makes the case in one line: winning deals carry around eight email contacts against three in losing deals. Read it when you need to convince yourself, or a rep, that single-threading is a risk and not a relationship.

Building an army of champions: why it's essential to closing more deals

From Gong by Devin Reed 9 min read

Across 10M conversations and 500K emails, winning deals average at least 3 people from the buyer side; losing deals rarely get past one.
Winning deals show a 161 percent lift in second-call attendance versus losing ones.
Email breadth is the tell: 8.22 unique participants on won deals against 3.38 on lost, a 243 percent gap.
The failure pattern is simple: the first contact you meet stays the only contact you ever speak with.

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Answers My champion went quiet and the deal stalled. How do I multithread an account without going over their head?