Transcript for "Power Dial Live Session: The Sellers' Workflows That Book Meetings": What's up, Chad? What's up, everybody? What's up, Angus? What's up, What's? going on? What's up, Scott? How we doing? Doing well. Doing well. We got some people in the chat. We got Nabil Ahmed checking in, running lead IQ growth, saying, saying hello with with a little pie face action. What's up? We've got we've got 31 in here. Oh, we got Alan. What's up? Greetings from Alan. Greetings, Alan. Where you, where you calling in from, Alan? Lady You, maybe an alias? Lady, yeah, love it. Oh, Helen Garber from New Hampshire. Come on. Let's go. Alan, I too am calling in from New Hampshire Nashua, New Hampshire. Money Magazine's number one place to live in America, in 2008. So In 2008. I like that. yeah. Okay. And now claim to fame, baby. Claim to fame. We got, man, chat's buzzing right now. I got I got a bunch of stuff. Can't keep up. California at? Let me get some California love in the chat. Do we got any West Coast in here? Oh, we got Charlie from the from NYC. Nice. Yo. San Francisco. Yeah. We got some Bay Area in the chat. Turning in from Florida is Bree. What's up? Oh, we got Salem, New Hampshire. The Salem Blue Devils. What's up? What's up, Salem, New Hampshire? Jean Crowell. Where whereabouts in Denver? That's where I, that's where I grew up. And we have our we have our lead IQ SDR team in in here as well who are calling out from our Denver office. Love it. Sweet. We, we'll wait a couple minutes before we get into this whole webinar thing. Whenever we have internal meetings at leadIQ and we're waiting, you know, a couple minutes for, for people to jump on, I always ask if anybody's got a joke, you know, so we can kinda kill the time with a with a laugh or two. So, before I try to put the pressure on Angus or Keenan, does anybody in the chat have a joke? A little couple laughs for us? That's enough out of you, Nabil. That's enough out of you. Anybody? Well, while we wait, Mike, I I've got a pretty good joke. I mean, it's a true it's a true, like, party pleaser here. Oh, yeah? Alright. Talk. to talk. to me. I mean, I don't know. Did did you guys did you guys hear what happened to to Ice Cube in in Miami over the weekend? Email? He he melted. Yeah. You you you just kinda stole my thunder there, Mike. I don't know. Was, well, that was really bad. It makes me feel like we should probably get into it. So why don't we do it? We've got we've got 50. We'll we'll keep cruising. I'll kinda slow play the intro a little bit. We'll, we'll share screen. I know you can see Mike, Angus, and Keenan, but, we'll we'll add a little bit of context for you. We'll share screen, get our faces up there. But anyways, hey. Thank you all for tuning in to this webinar. I'm super excited to chat with you today. We've got a super fun topic, to cover. Long story short, guys, in the age of AI, there's so much information out there. I noticed, you know, personally, from, you know, helping run sales over at lead IQ that we, we have a serious issue with paralysis. And it is incredibly important to harness all of the workflow tools and applications that we leverage in the modern b to b sales, ecosystem with intent to avoid paralysis. What am I saying? There is way too much research going on and way too little actual engagement. So, in today's webinar, we're gonna turn it over to Angus who, Angus runs the business development function over here at lead IQ and to Keenan. Keenan is a four year, four year tenure gong rep, p club guy, absolute stud. So we'll turn it over to them to walk through a couple different plays to help you avoid a little paralysis and start actioning, your prospects a little bit quicker. So, Kienis is or, excuse me. Kienis. That's a good one. Angus is gonna run through, a play we like to call, you know, reviving closed lost over here at leadIQ using leadIQ's AI chat, new proto, just released. And Keenan is gonna walk through some multi threading action, using leadIQ and Gong engage. So with that, we'll get into it in just a second. Just a, you know, quick heads up for the chat, what to expect. We've got a couple polls here for you throughout the, throughout the session today, and we will end with a live q and a. I'm also I'm gonna stick around here and remain on stage whilst Angus and Keenan are walking through their stuff. So if you've got questions, throw them in the chat and I will gladly interrupt both of these guys to, to make sure we keep things conversational and interesting. So, with that said, I will, jump over to our first poll before we, before we really get into some of the demos. So quick question, chat. What do you guys think you know, I talked a little bit about paralysis. What do you guys think the biggest time sync for your sales team is today? Got a few options in there for you. Finding the right accounts or contacts, researching buyers before outreach, writing personalized messages, that's definitely, you know, my days as a seller. That was one that, you know, definitely, took me a little bit too much time, a little bit too much of an over thinker with the email. And then logging activity or updating CRM. So I know what my answer is. I'll go ahead and submit. Let's see. Side note for Alan, my family calls me Kiwi. I like that. Thanks, Ken. I couldn't pass it to joke. It was touched my heart. Alright. Couple more minutes. Oh, I missed the joke somewhere. Oh, no. Couple more minutes, and we will take a look at the results. Did did we miss did we miss Alan's joke? I'm I'm I'm seeing if I can find it here. Got you, Alan. As what does the fruit say as it goes down the slide? I guessed orange my gosh, which was lame. And he said, no. It's kiwi, which I think is pretty fire, actually. That, definitely beats my joke, I think. I think give it to you. be your joke, Angus, to be honest. I don't know. I've heard it's pretty good. Alright. I I'm being notified backstage that I actually have to stop the screen share in order to access the polls. So apologies for my technical difficulties. That's why I'm in sales, if you didn't know. So what is the biggest time sync for your sales team today? Looks like finding the right contacts or accounts is, is in the lead. Not too much. I think we're getting pretty good at attribution. Right? Logging, activating the CRM, that's pretty automated in most places. Writing personalized messages, my personal choice, 33%. Right? And, just about, you know, five of our voters having some, some maybe some paralysis research and buyers before outreach. Awesome. Well, sweet. So, hey, with that, love the context, based on the responses. I think Angus is gonna be able to help us out quite a bit as he walks through some of what he does to re, revive closed lost deals, using our AI chat over at lead IQ. So, Angus, why don't we jump in? You wanna share screen and kinda take us away, walk through the, walk through your flow, man? Yeah. Let's do it. Thanks for the, thanks for the intro there, Mike. Like Mike said, my name is Angus. I run our go to market team here at LEADIQ. And aside from cracking really bad jokes, I kind of handle a lot of the kind of, like, play selection that we that we do for our SDR teams here, at LEADIQ. And one of the plays that we've been running, that we're starting to run, especially as we approach the end of the year, is just a closed loss play. Right? Trying to revive some of those closed loss deals that maybe, you know, the the closed loss reason was, you know, timing, reach reach back out next year, reach back out at the end of q four, sort of kind of conversations that we were getting into. And, yeah, I think I kinda wanna walk through some of the ways that we're planning to target those accounts and those contacts. If my boss is on this webinar, which he is, I'm probably gonna get in trouble because I will be giving you guys a quick sneak peek at an upcoming product that we are planning to drop here soon. So for, for all of you on the on the webinar that know and love leadIQ and then use leadIQ on a daily basis, this is super exciting for for you guys, I think. And, yeah, we'll just kinda jump right into it. And and what I'm talking about here is this leadIQ AI AI chat. And the way that this helps us prospect is it really just allows your sales reps, your team, to talk to your first and third party data, right, your your Salesforce data, your Gong data, like it's an LLM, right, like it's your ChatGPT. So if I wanna do some some closed loss prospecting, what I can do is just kind of get a message in here that's, you know, can you help me identify the contacts on the, previous closed loss deal? And give me a quick concise recap of the pains and initiatives that they were running into. Right? So as I drop that in there, again, what it's doing is it's going out and pulling from notes in our Salesforce, Gong conversations that are recorded in our Salesforce, any, you know, closed lost notes, anything from the transcripts, and then you can see it kinda go to work there and say, hey. We've we've identified Ali as a as a prospect that, was on the previous call with some some kind of the pains that we're running into. Again, this is a beta product. There will be soon, you know, an add to sequence button, add to to Gong engage flow button. But in the meantime, what you can do, and this is kind of like a little, tip and trick for y'all LeadIQ power users, if you didn't know, you could use LeadIQ inside of Salesforce. Right? It doesn't just operate alongside Gong engage and and sales navigator. So if I wanna get Ally Teague into a Gong engage flow, all I have to do over here is jump into filters, jump into people, and then just look up Ally. Let's see if we can find her here, and and reference her, out onto our database. So we've got Ally t. All I need to really do is select my flow up here and then drop her directly into, my Gong Engage flow that I wanna put her in. Another cool thing that we're leveraging this AI chat for is AI automated prospecting. Right? It's great. Let's go reach out to Ali Teague, former or the, you know, the the, you know, person that the opportunity was held with, But we also wanna multithread here. Right? We also wanna reach out to some other revenue operations leaders, at this organization. So the way we can do that is, again, just drop a little message in here. Hey. Can you identify all of the rev ops personas at this account that I can multithread to? We'll throw that in there. And what it's doing now is, again, just automated prospecting. Hey. We wanna we wanna go out. We wanna multi thread. We wanna find contacts that might not be in our Salesforce, that we can drop into this sequence here. So you're seeing it's pulling up people with their titles. I'm seeing, you know, John Ladd, revenue operations. Let's go get him into a flow. Let's see. John Hallman, John Allard. Let's look up a little bit more specifically. John Ladd. There he is. Alright. Dropping him into a flow. Let's go get David DuPont. That sounds nice. So really just allowing your sellers to work out of one tool. Right? Working out of Salesforce to go out and do the do some of this AI, you know, automated prospecting and get these people, dropped directly into a flow. So we've got a couple couple people in. We're dropping them directly into Gong Engage. And then from here, once these these records sync, we've got clickable links directly into Engage. And like, you know, Mike previously mentioned, paralysis by analysis. We do all of our research here inside of Salesforce. We take action on the prospects, getting them into a Gong engage flow. And then from there, inside of Gong engage, where I really wanna pass it over to the expert in key, Keenan is, not only taking action on these prospects, but taking action with a very personalized, and, you know, honestly, automated approach. So, Keenan, I kinda wanna pass it over to you to walk through some of the Gong engage flows that that you're, you know, working alongside, as you, you know, plan to go after these these prospects. Are there any questions. or might do you have anything to kinda pause, with there? Steve. Well, before you do before you do, let's just, let's chat for let's digest for a sec. Right? Yeah. You know, I I can remember back when I was, like, I started my sales career over at Oracle and, like, closed lost campaigns. I'm sure, you know, everybody in this chat is pretty familiar with that sort of, you know, the the tactic. Right? I used to just go take a look at closed lost notes and see what I could find and write an email and wouldn't even I think we didn't have sequencing tools or anything like that, you know, back when I started in sales. Help me understand, like, before you were using LeadIQ's AI chat to do this, what did this look like? Like, what sort of you know, what do you think most of our chat is used to trying to do when they're running sort of closed lost campaigns, and where do you see some of the differences with what AI chat is is, is helping you do here? Yeah. No. It's a good question. So the previous state you know, if you look back to a year ago, when I was running this play, it's a lot of, okay. Let's go identify our closed lost accounts. Let's jump into the accounts. Now let's go search for wanna have to jump into the opportunity, go to you know, figure out who we were talking to, then I need to go scroll through, you know, maybe some notes to see if the AE left anything as to why the opportunity closed, what they were looking for. Then I'd have to, you know, take all that information and, you know, take five, ten minutes to write a quick personalized email to say, hey. Not only personalized, but also relevant. Write a an email to say, hey. Saw you spoke with, you know, Nabil, my colleague Nabil, back in 2023. Here's the problems you were running into. Recently, you'd like you just rolled out x y z to help solve those problems. That whole process took, you know, ten to fifteen minutes per contact. Right? And you're only getting the singular person that you spoke with on that call. What AI chat allows you to do is take, again, all of your first third party data, talk to it like it's an LLM, combine it, and get it into, you know, an action state super quickly inside of Gong engage. And then on top of that, obviously, kind of the auto prospecting of saying, hey. Go out and find people that look just like our our ICP at this account and service them for me. Allow me to to add them into a Gong engaged flow. That's the workflow that that I've been using and the team's been running, right now, and it's cut down on closed loss prospecting, but also just other, you know, account and prospect research through the process by, I would say, you know, 80%. Yeah. So, essentially, like, TLDR, what I'm hearing is closed loss loads, not typically. I mean, you're relying on, you know, human inputs. Right? So we're not necessarily always getting all the context that we want and do spending a little bit more time to go do more in-depth research there is, well, time consuming. Right? So this is sort of stream significantly expanding the amount of contacts that we can pull in, servicing relevant contacts, and cutting down all that time. Right? So I think that's, that's an awesome takeaway. One other piece that I would I'd I'd ask the chat, like, hey. Anybody trying to do any of this with your own LLMs? You know, whether it's ChatGPT, I use Claude personally. Takes a lot of work to get those transcripts available into the LLM. And what I personally noticed is that, you know, Claude or ChatGPT, they're built for really, really broad purposes, and they lack a little bit of context as to, like, a typical go to market motion. And so where I know our team is finding a lot of success with this stuff is, you know, we're this application is built or this, you know, LLM, so to speak, is is built to, you know, understand our typical go to market motion, understand our prompts, understand our questions, and as a result gets us what we're looking for faster. So with that said, I can talk all day and I probably shouldn't because we got twelve minutes and thirteen seconds left. So why don't we turn it over to, to Keenan, Butte College's own. Why don't you walk us through some multi plank, multithreading plays? Represent 530, though. Thanks, Mike. No. I'm excited to be with you guys. Like they said, I've been at Gong for four years, and I actually started as an SDR. So as you can imagine, prospecting is what I did forty to fifty hours a week. Now as I transitioned in the AE role for a couple years, prospecting is still very top of mind. However, to our initial poll, it's time consuming, finding the right people to reach out to, finding the right accounts, the right prospects. So what I love about the lead IQ and Gong partnership is I can do that almost same exact workflow that Angus is doing within my own Salesforce, or I could even do it with my Gong engage opened up. I can look for the additional contacts with that account that I know I need to reach out to, whether it's based on ICP, have they spoken with us before, and really cut back a lot of the time that I'm spending searching for some of these accounts. Now before this integration, of course, I was doing what a lot of people were doing. It's like, I might peek into the CRM. Maybe I'll look at the LinkedIn page. Not too much time, but, ultimately, what I wanna do is spend time making cold calls, sending emails, and then, of course, actually taking time speaking with my customers. So the workflow I'm gonna show is how I use LeadIQ and Gong engaged to make sure that I'm multithreading correctly, but also using relevant messaging. So if you guys are looking for some sort of takeaway on the prospecting front, I'm gonna talk to you guys about my three by three framework that I use with every single contact that I'm reaching out to. So I'll go ahead and share screen real quick. We get a thumbs up from backstage or on stage if we could see. it. You. got two for me. You got two for me. I, I can I can see. clearly? Perfect. So imagine this example. So I just went through the similar workflow that Angus did, where I know for a fact that this account, Critics, has a previous opportunity with us. And like Angus has pointed out, Ali may have been that individual who was the initial contact that we work with. But using lead IQ's work through and contact enrichment, I'll be able to find the additional stakeholders that I wanna reach out to. Now where I use Gong's AI, because I know Michael was asking the questions like, how are we using these l l m s to get relevant research? Likely like you, Gong was actually built as an AI company based off of revenue intelligence. What that means is our l m is trained on the language of selling, negotiating, and discovery. So what I'm simply gonna do is I'm gonna go ahead and open up this account AI where Gong has a closed loss review telling me all of the individual information that this account cared about at one time and, more importantly, some of the stakeholders involved. That coupled with the lead IQ ability to find new stakeholders who may not know about Gong, let Let me walk you through how I'd find a relevant message and what that would sound like on a cold call. So now that I've identified the contacts with lead I q, lead I q has let me know that Manuel was not involved in our last evaluation. However, this is a title in the ICP that I would typically go after. Now with Gong's AI, I can quickly see why we lost the deal, what qualification criteria this account has, what value the team initially saw within Gong, and, ultimately, why they didn't go with us. So what I'm gonna do for a three by three and a takeaway for y'all in the group who are actively prospecting, we all know that cold calling is getting harder. Sending cold emails are harder to get responses. So a three by three is three reasons that you're reaching out to the individual. An easy way to think about it is why you, why your account, and why now? So if I'm looking at this individual AI breakdown, I'll notice that the team is hyper focused on consolidating their tech stack to reduce friction with their team and improve their overall outreach and valuation within the market. The reason they didn't move forward came a lot to do with timing because the team currently was overwhelmed with projects. Now knowing that Manuel is new to the company and was one of five new hires, a three by three would sound like this. Ring ring ring. Hey, Manuel. This is Keven from Gong. How are you doing today? Is it cool if I take twenty seven seconds to let you know why I'm reaching out? Oh, thanks, Mike. Can I take twenty seven seconds to let you know why I'm reaching out? Of course, you can. Now, Manuel, I know you recently just started at Kredix, and it looks like you're a part of a large and higher group of 10 individuals that shows me that Kredix is expanding their pulse in the market. We talked to a couple of counterparts a few months ago that let me know that the team ultimately is looking for ways to drive efficiency and get more time back in your seller's day. I'm reaching out now because considering this new hiring burst from my notes, it looks like you guys actually wanted to move forward with Gong previously, but there was a huge Salesforce recall happening. Looks like that's cleared up. Knowing that this is probably top of mind for the company, would it make sense for us to maybe grab time and catch you up to speed where the team last left off? Yeah. Of course, some love. it, man. I love it. Things love it. Totally. I said horrendous. I'm cutting you off. It's because I'm seeing the, the six minutes fifty one seconds, and it's just like you know, it's it's pounding in my head. So conscious of time. But, no, I I think I just wanna hammer home a couple of the things that you touched on. So, I mean, Keenan, you've been at Gong for, like, four years. You're selling in the mid market space. I have to assume this is a play that you're running on almost every account. I mean, you kinda walk this through a little bit of, like, a closed loss reheat scenario, kinda rendition. But how often are you doing this in, like, active projects, inbound deal comes in, you know, you need to get into other spots? Like, how often you run-in these kind of place? Now this is my go my go to play. Right. So obviously, figuring out closed loss was what we would consider almost low hanging fruit, but those are the type of individuals we wanna get in front of. Because if you're in sales, you know there's no such thing as a low hanging fruit. It's still a battle. I'm running this play constantly, but I'm also using lead IQ to find the contacts that I know I need to reach out to and using Gong almost daily asking specific questions of what I need to do. I'm not really opening other tools anymore. I'm kind of living without in this space. Yeah. And I think, like, the key thing for me is I mean, you know, we we we both sell into, you know, rev tech. Right? And so I can imagine over at Gong. Right? Similar to the stakeholders that we care about over here, you care about sales operations. You care about sales. You care about maybe lesser so sale development, but you care about enablement. Right? And, you know, it's it's probably pretty common that you're gonna have deals running with let's say sales operations right you're gonna need champions over on the sales side to get a mid market deal done like you're talking. Mhmm. about companies 500 to a thousand employees these are consensus buyers We the days are over where you know one person two people can make a decision on software like there are stringent processes put in place to control purchasing especially in today's economy once you get over that 500 employee mark and so I mean I know as a as an avid Gong user trust me I know the analytics your likelihood of winning when you are multi threaded exponentially increases, like so so so I mean I love this place so much even if it's not a closed loss scenario you've got that you know couple of calls in you know say sales operations you've got to go find some you know stakeholders in sales to help champion this thing because you understand that there's gonna be representation on that buying committee. The sales is absolutely gonna collaborate in terms of, you know, putting together requirements and whatnot, like, you have to reach out to all of those different stakeholders and create a common language, and this is an awesome play that's gonna help you do so. So love it, man. A 100%. One thing I'd add, no, in a short time, it's also better for budget purposes. If we can start opening up that multi threaded thing to multiple departments, you're not worrying about just one person's budget. You're now attached to the whole company because Gong truly can work with operation, sales, development, marketing. Now we're all sharing budget. It makes it a lot easier when you get to that negotiation call. Yeah. I mean, you gotta think about deal size too. I mean, I know, like, my best reps the best sales reps that I've worked with, that I've seen, that I've, you know, talked to, you have this propensity for the larger deal. You have this, you know, natural sort of gravitational pull towards okay. You you want fast money, you also want to maximize the value of your time, the engagement that you're spending. You know, breaking into those other departments is so critical in terms of maximizing your win. And, I mean, that's that's the name of the game. That's you know, your time is the most valuable resource that you have when you have these deals. Even if you think, hey. You know, I might have a might have a quick win with this department, etcetera. I mean, you gotta understand your risk factors, but opening up the door to if it's Gong, you know, to CS to marketing to operations, that can significantly, you know, increase the value of your time spent at that opportunity. So I I absolutely love it, man. Well, hey. I could talk for, like, literally the rest of the day about this stuff, but we only have two minutes and thirty seven seconds to do so. So with that, want to open it up to some q and a's from the chat, please. Looks like we've got 45 attendees still in here. Can we fire away? Can we, can we get a couple questions? We wanna hear, you know, any any of you guys have any questions for Angus, for Keenan? Let's see. You got a joke while we wait, Angus? Let's see. Let's see. Let's see. Your first yeah. You you you got redemption right here while we wait for the chat. I'm I'm blanking. I'm blanking. Can you can you bail me out here? With a oh, I'm I'm not the funny gangster. I promise you that. I wish I I wish I was. Come Me neither. on, chat. Yeah. No questions? No. I think I think, realistically, I think you just did such a good job, you know, kinda running through these plays. Well, with that, everyone who, who attended here we'll get the recording out after the fact. We'll clip up some of Angus and and Keenan's, you know, sort of key moments. I think, you know, big takeaway here, in the age of AI, like, there is so much information that you have access to, whether it's in your CRM, whether you're pulling it from the web via LLM or or whatever you're doing. There is so much information you have access to. Don't allow it to paralyze you. Please don't. Use systems like Gong. Use systems like LeadIQ. Use, you know, jeez, use our competitors if you have to. Right? But please do what you can to use technology to help you cut through the noise, and don't be paralyzed. Take action. I think that's the one of the biggest pitfalls that sellers fall into today is overanalyzing, you know, all of the information they have at their fingertips. Biggest thing that moves the needle in sales is actually going out and talking to somebody. And, you know, technology can't do that for us yet. Maybe someday it will, and, hey, I'm here for it. But, until then, we, we gotta use word-of-mouth. So with that said, we've got twenty five, twenty four counting down seconds left. If we've got a last minute chat, I am more than happy to, to watch Angus or Keaton get cut off as they try to answer it. If not, we thank you all, for coming to our session today. And, yeah. We'll, we'll talk to you soon. See you, everybody. See y'all. See you, everybody. And we're done. Alright. I think we can hop off stage.