Article · 10 min read

How AI really affects your sales deals: ROI Insights

Dan Morgese · Gong Labs Free Intermediate

Measured across more than a million opportunities at 1,418 companies, so it is actual behaviour data rather than a vendor survey. Useful for separating the AI features that move win rates from the ones that just look good in a demo.

  • Across 1M plus opportunities at 1,418 sales organisations, reps who completed all AI-recommended to-dos saw a 50 percent higher win rate.
  • Using Ask Anything on a deal correlated with 26 percent higher win rates, Smart Trackers with 35 percent.
  • Reps spend about 12.1 hours a week writing emails, and Forrester puts generative AI's productivity gain near 50 percent of that.
  • Sales conversations mentioning AI rose 2200 percent since November 2022.
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It answers 2 questions

  1. Marketing says they sourced the pipeline, sales says they did. How do I settle attribution without starting a war?
  2. Where does AI genuinely help in our GTM stack today, and where is it still theatre?

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