10 Practical Ways to Use Revenue Intelligence

Use Gong, Chorus, or KAIA? Or, thinking of investing in either? Here are the 10 practical ways I see revenue intelligence platforms used day-to-day.

1. Learn from the best

Let's say you are new to a sales org. What's the quickest way to learn? Study the best. Copy them until you've got the foundation. Then make it your own. Here's what to look out for when you study the best:

- How do they set the agenda?

- How do they ask questions and what kind of questions do they ask?

- How do they set the next steps?

- How do they promote getting others involved?

- How do they handle objections?

- What tactics do they use to control the conversations?

2. Understand the accounts you've just acquired

You get a set of new accounts. Rather than go in cold to a discovery meeting, listen to previous calls that reps had with the account. Use this information to build a current hypothesis and show you've done your homework.

3. Use customer language throughout the deal cycle

Do you know what kind of language resonates with people? Their own language. It makes it apparent that you are LISTENING. You hear them. You care about their problems. Heck, you can even use this language in your proposal.

4. Use customer language in prospecting emails

Go and listen to 3 calls with CMOS. What commonalities do you find amongst their problems/issues/concerns? What language do they use to portray these issues? Then take that language and insert it into your prospecting emails. Most of the time, you'll notice a lot of similar C-suite personas will be trying to move the needle in similar ways.

5. Podcast transcript. Host a podcast?

Add Gong/Chorus/KAIA to your podcast meeting and provide the transcript to your audience. Great for people that get distracted when listening to audio on the go (like myself).

6. "What the heck just happened, Carol"

This is my favorite scenario. You are on a call, the person on the end is throwing ALOT at you. Rather than worry about taking notes, just listen. Listen to understand. Not to respond. You can grab the notes later.

7. Share competitive snippets

Yes, we do this all of the time. A prospect using a competitive product took a meeting with you. 99% chance there's some kind of pain they are experiencing on the competitive product. If there are common themes, use this intel in your other deal cycles.

8. Do I talk too much?

Yes. Haha.

9. Dive into executive conversations

Manny (Outreach CEO) had a meeting with a CRO in one of my deals last week. I had him add KAIA. After the call, he slacked me the link to the recording - he doesn't have the time to write up a debrief on the call. So, I was able to listen, write down the key notes from the call, and share them with my deal team. No need for a debrief meeting with Manny :)

10. And yes, of course, manager coaching

You want to get better. Ask your manager (or a top rep) to review your film. Most likely, they don't have the time to listen to the entire call. So send snippets of key areas of the call and have them critique it. Here are some examples:

Conversational intelligence is worth every penny. I can't live without it anymore. And, neither can my team.

Am I missing something? Give me a reply and let me know.

— -

🗣️ If you’re enjoying Revenue Surfing, please help me by leaving a review here.

— -

💌 Please take a second to share Revenue Surfing?

Click here to share on Twitter.

Click here to share on LinkedIn.