Sales Enablement Software

How does Gong use Gong for sales enablement? I asked Stacey Justice. She's VP of GTM Enablement at Gong, supporting 1,000+ customer-facing people globally. In the first six months of her AI-powered onboarding overhaul, new-hire ARR increased 53% and commercial ramp time dropped by 2.7 months. Every single enablement leader we've had on Grow & Tell has named Gong as their favorite tool. So we went straight to the source for tips. 10 things that stood out to me: 1. Before building training, they use Gong's AI theme spotter to identify real training priorities—including how many opportunities each objection is affecting and how much ARR is at stake 2. Gong's AI role plays are built from real calls, not arbitrary design prompts. e.g., If enterprise reps are struggling with procurement, Stacey pulls the toughest procurement persona from actual recordings and builds the scenario from that 3. After certification, managers score two live customer calls per rep to confirm the behavior transferred to real conversations 4. Automated AI scorecards also grade live calls against the skills that were trained. Any remaining gaps feed straight back into the next training program. 5. New hires at Gong are expected to have 3-5 qualified opportunities before finishing their first month 6. Their AI Builder generates battle cards, discovery questions, and job aids from real conversation data. (Spotting a theme here?) 7. Big quarterly skill programs get repurposed into micro-learning modules. So a rep who joins six months after the negotiation program ran can still get that training later 8. Managers get their own training curriculum. Gong's leadership enablement program is built around 13 specific activities like pipeline inspection and deal reviews, each with microlearning and scorecards 9. Because the competitive landscape changes so quickly, Gong has a dedicated person just for competitive enablement. They're goaled on win rate, not how much content they create 10. Even though they're selling AI, Gong reps don't lead with AI in sales conversations. They refocus customers on outcomes like ramp time, win rate, forecast accuracy, and rep productivity. The big theme across all of it: there's a tight feedback loop between call data and training. Thanks for the chat, Stacey! The full episode of Grow & Tell is live.

The future of sales enablement won’t be led by L&D. It’ll be led by operators who master context engineering and process design. Gong just confirmed it. I’ve rolled out Gong at 3 different companies. Yesterday, at Gong Celebrate in London, it finally felt like the platform wasn’t just for sellers anymore. They dropped 3 game-changing updates. and exposed a problem most sales leaders aren’t ready for. The old model: → Pull insight from product decks, Slack threads, finance calls, LinkedIn stalking, Gong calls, internal QBRs. → Try to turn all that noise into sharp, tactical coaching. The result? Inconsistent feedback. Strategy that dies in Slack. Sales leaders drowning in data. The new model Gong just unlocked: 1. Cross-Account Intelligence See patterns across your entire book of business. What’s trending across cybersecurity buyers? What objections are heating up post-demo? 2. AI Deep Research Query your pipeline like a data analyst. “Show me all $50k+ deals from the past 6 months that spent 2+ weeks in legal.” Gong surfaces the patterns. 3. Model Context Protocol (MCP) Their AI now syncs with Salesforce Agentforce, Microsoft Copilot, your LMS. Your tech stack finally speaks the same language. But here’s the real unlock: Connectivity is solved. Curation isn’t. The best sales orgs in 2026 won’t have the most data. They’ll have the best filters. They’ll know: → Which signals matter for onboarding vs. expansion → When a pattern is a coaching moment vs. a product gap → How to structure buyer intelligence into every 1:1, deal review, and forecast call I’ve built over 30 custom AI prompts for sales coaching, account research, and strategic narratives tested across hundreds of sellers and leaders inside Gong. Because prompting is the new enablement. And context beats content every time. The future belongs to enablement teams who build like operators. Not facilitators. If you’re figuring out how to structure this shift, shoot me a DM. I’ll show you the filters that are working inside real sales teams.

Last week we launched insta-enablement and it's been so cool to hear from enablement teams (but also, surprisingly, PMMs and PMs who are leaning in so much). This is where we think enablement is going: agentic, in the flow of work, and just in time enablement. We've been using this internally for months to solve our own scaling problems and customers kept asking us to productize it. So here goes: In the old world, here's how enablement worked (all once a quarter, maybe once every month at best?): 1. PM launches product and writes the customer facing spec → 2. hands to PMM → 3. PMM translates to customer-facing language → 4. hands to instructional designer → 5. they write the course → 6. hand to sales enablement → 7. enablement deploys to the field → 8. managers chase completion. By the time it's live, the product has already changed and sellers are frustrated. Now, Yoodli's agent connects to your GitHub, Jira, Slack, and product sources and instantly creates an AI tutor and AI roleplay the moment you ship something new. Every Monday morning, your seller gets a 5-minute training on their calendar - a personalized tutor explaining the concept, then certifying them on it. As a leader, you see in real time what percent of your field is certified. Enablement goes from quarterly and retroactive to weekly and automatic. Excited to hear what folks think! Yoodli AI Roleplays

It’s 2025, and AEs are STILL sending 3 links, 2 attachments, and a call recording—in one follow-up email. Then more threads, more links, more confusion. No wonder 60% of buyers are stuck in indecision. Here’s a better way (that Gartner predicts is how 30% of buyers will buy by 2026): BACKGROUND: Over the last year, I wrote 109 posts about sales that drove 10M views. But here’s the funny thing: I’ve never sat down to tell you about our baby, Aligned, and why Digital Sales Rooms (DSR) matter in 2025. If you’ve been following… You know I’m all about solving the mess of Complex Sales. Accessing stakeholders, fighting budget scrutiny, longer cycles, etc. We all tried everything, yet—69% of sellers still missed quota in 2024. Why? Because we missed the real villain: It’s not just sales complexity—it’s our buyers' complexity. Resulting in: - 60% Indecision - 75% Avoiding sellers And while Sales Enablement tech is booming, nothing truly fixes the complexity buyers and sellers face, and creates a better end-to-end buying experience. —— 1. From Email Chaos → 1 Deal Workspace Instead of juggling 50 emails, you send buyers one workspace link for all resources, timelines, Gong links, etc. Everyone collaborates in a single URL. Over 1M buyers use it and love it because it solves a real problem. No more info overload, lost/unread files, unclear process, or out-of-the-loop CFOs. 2. Equip Buyers: End Indecision & Ghosting With everything buyers need in one workspace, champions better sell you internally, and all stakeholders stay aligned. They feel supported, and are less likely to ghost you. 3. Access 68% More ‘Hidden’ Stakeholders No more 'mystery CFO' who kills your deal last minute. DSRs bring everyone to the table (champions, finance, legal) instead of hidden behind forwarded emails. It also makes it easier to engage and multithread. 4. From Gut-Based Selling → Buying Signals Instead of guessing “Are they engaged?” you see which buyer is looped in, how long they viewed what (deck, pricing, case study...), what they clicked on, internal shares, questions they asked the AI Assist... Spot red flags faster, prioritize hot deals, forecast with confidence. 5. Fix the Failing Mutual Action Plan Adoption Spreadsheet MAPs often gather dust. DSRs make it work. It pings everyone on next-step deadlines, you can track, standardize, measure, better collaborate and more. Hello shorter sales cycles. 6. From Reps ‘Winging It’ to a Standardized Playbook Drop the every rep does it differently chaos. With a DSR, you bake best practices, content, steps, and moves so your entire team sells like your top 1%. —— This isn’t just about “cool tech”. Every day you don’t shift focus to your buyers. More deals slip into indecision, and you get ghosted. Stakeholder mess, budget scrutiny, longer cycles. The solution is not to sell harder. But enable harder. And Aligned is 100% free https://lnkd.in/dwX_Zizk 35K sellers, 1M buyers, #1 on G2 for a reason.

We're back with another #PMMHacks 🚀! And this week, it's all about sales enablement and maybe more importantly, what comes AFTER the enablement session --> reinforcement learning 🙏. We all pour energy into those big, exciting enablement sessions. But then what? Reps go back to a sea of Slack messages and customer calls. And you’re left wondering: Did it land? What stuck? What didn’t? Can they actually use it in the field? And if you're like me, you’ve probably tried to answer that with: -A follow-up quiz you spent hours writing -Hosted in a separate tool reps resent logging into, begging reps to log into the CMS to complete them (spoiler alert: they didn’t). -No way to scale insights or spot gaps -And don’t even get me started on the hours spent chasing down answers or re-sending the same resource links 15 times. My team has event recently talked about doing 15-min Spotify-style “enablement podcasts” (stay tuned on how this goes, no promises reps will pick listening to my voice over their favorite true crime podcast 🙃). But last week I tested something better. I got the chance to see sneak peek of a new AI-based reinforcement tool, and y’all, it’s 🔥. Here’s what I love: • It ingests any enablement material (product updates and/or conversations, positioning, release decks, etc.) • Automatically creates interactive coaching Q&A sessions • Delivers them in Slack, where reps already live so reps engage on their terms, in their flow of work • Includes links to relevant resources, so you don’t hear “Where’s that one-pager again?” • There’s even an AI assistant named Eddie who explains the “why” behind wrong answers and points reps to the exact resource they need. Instant learning moment 🙏 . No manual quiz-building. No follow-up Slack-nagging. Just smart, contextual reinforcement that meets reps where they are. It’s scalable. And it’s the kind of post-launch muscle memory we actually need. This tool isn’t public yet, like you literally can’t buy it yet, but I’m already sold on the potential. You can sign up for the [free] beta here to try it for yourselves: https://lnkd.in/e6CVCfaU Enablement sessions are just the starting line. Without reinforcement, reps forget, messaging gets muddled, and your [awesome] new product/feature/package never gets the traction it deserves. Curious: How are other PMMs reinforcing product training after launch? Drop your tips👇

This sales deck helped Arist grow 30% month-over-month in January — making Arist one of the fastest-growing AI Sales Enablement tools on the planet. Here's what makes it work: 1️⃣ Extremely clear problem definition. Reps at large enterprises fail because they don't remember key product and market info or don't follow tactics that work. Why? Reps are busy. Getting them to a live session is hard, and they forget 90% in 30 days. Reps check their LMS/CMS once every 6 weeks, but they check SMS and Teams every 6 minutes. 2️⃣ Extremely clear solution. If you make learning digestible, spaced-out, and delivered in tools people already use — and personalize everything using AI — three things happen: 1. reps actually see the content 2. reps actually engage with it 3. reps actually retain critical info The result? Reps are more confident in client conversations, execute more consistently, and adhere to tactics and best practices more. All while saving tons of time. Plus, Enterprise Sales Enablement teams can launch training in 15 minutes using Arist's AI (which includes hallucination-proofing, AI safety, etc.), vs. 6 months, while making training hyper-relevant to each division, line, etc. 3️⃣ Positioning in existing tools. Arist isn't a replacement for an LMS or CMS. Those tools exist for a reason. We're here to be an easy add-on and solve the use cases they don't do well: pushing critical info and actions to reps as fast as humanly possible. 🏃♂️➡️ Here's our process: We've spoken to hundreds of Sales Enablement leaders over the past year, and we adjust this deck after nearly every call. As a result, we've gone through 250+ iterations — some major, some minor. But the deck now takes less than 5 minutes to cover live-on-call and execs "get it" immediately. If the messaging and value prop isn't clear, we're not doing our jobs well. Curious to hear thoughts and feedback from Enablement leaders on what other adjustments we can make 🙂

Zapier turned AI into the ultimate sales coach assistant. "We've actually 3X'ed the amount of feedback that managers are providing to their reps." In the final GTM with AI Podcast of season 1, Lindsay Rothlisberger from Zapier shares an innovative use of AI that's enhancing their sales coaching and efficiency. Zapier's sales enablement team developed an AI-driven method to improve sales coaching. AI analyzes call transcripts, evaluates reps' performance in key areas like discovery, negotiation, and objection handling, and creates a comprehensive feedback database. This allows managers to provide targeted and personalized coaching without manually reviewing every call. And they've seen it make a huge impact in: Tripling their Feedback:  Since implementation, the amount of feedback provided to sales reps has tripled. Consistent Messaging:  AI-driven insights ensure reps deliver a consistent pitch. Time Savings:  Managers save valuable time, focusing on high-impact coaching rather than administrative tasks. It's mindblowing what an organization can do when they are intentional about implementing AI! Listen to the full episode here: https://lnkd.in/dHFzcsTm #gtmwithai #ipaas #artificialintelligence