Shannon Murray

🤝 Pumped to officially share our Consensus partnership with Gong 💨 Sales teams want to move fast. Presales teams need consistency and control. Too often, those goals compete. This partnership fixes that. 🕣 We are creating intent and buying signals across synchronous and asynchronous buying motions like never before! 🔗 With Consensus + Gong, reps can build and send personalized, presales-approved demos directly inside Gong—and everyone gets visibility into what buyers actually engage with. 🚦Less friction. Better signal. Stronger follow-up. 🙌 This is what a modern revenue workflow should look like. Excited for what this unlocks for our teams and our customers. Huge thanks to Patrick Burke and the whole Gong team for their collaboration, imagination and a genuine desire to deliver the revenue engine of the future. I’m delighted Let’s go Deirdre Sweeney

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Sales motions are now multi-faceted. What used to be a simple CPQ vendor selection decision is now a strategic conversation about how to support every revenue motion - across every channel, pricing model, and customer expectation. Today’s buyers don’t follow one path. They navigate through: 🎯 Sales-led teams 🎯 Partner channels 🎯 PLG motions - buying directly inside your product 🎯 Self-service portals and eCommerce sites 🎯 Marketplaces With the increasing adoption of Agentic AI for Sales, this omni-channel approach just became more nuanced. We acknowledge this new reality, and have added to the foundation layer the introduction of API-based Headless Quoting. It enables you to extend the power of CPQ into any interface your buyers engage with, whether it’s inside your product, a partner portal, a marketplace, or even through an AI agent. The buyer must experience all of these sales channels with an equal measure of continuity. 👉 Where we sell is changing 👉 How they buy is changing 👉 How we price must change too... Today’s revenue models are now more dynamic than ever: 🎯 One-time purchases 🎯 Milestone-based deals 🎯 Subscriptions with multi-year ramps 🎯 Tiered or usage-based pricing 🎯Overage models and hybrid billing cycles Amid all this complexity, one thing remains - you still need a powerful configurator at the core to build accurate, scalable quotes. It must be intuitive to use and manage. It must be the first thing you get right in your Revenue stack. 👉 Traditional CPQs don't cut it. That’s why DealHub redefined the modern rev-tech stack. CPQ is no-longer the unreliable uncle of the family, our AI-Powered CPQ is the catalyst for the entire revenue-lifecycle working together as one. At DealHub.io we are not offering a better revenue platform (yes we have that!) - we are sharing a different vision for what intrepid GTM execution looks like. Our customers are gaining revenue autonomy across the business. “Getting our sellers into DealHub gave them autonomy over their customer proposals, over the pricing that was available at their fingertips. It allowed my team, my deal desk team to focus more on innovation, more on pricing strategy, more on creative deal making. And that's ultimately what my team is about and what excites us…”  -- Lucy Anne Link, Deal Desk Manager, Intuit Learn more about our new capabilities here 👉 https://dealhub.io/

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When agents can talk directly to your apps through an MCP server, everything changes. Instead of a human jumping between Salesforce, Airtable, etc... an agent can do it autonomously: Summarize call transcripts for target accounts from Gong Pass those summaries to Inflection to create custom segments Draft a target account campaign based on these custom segments No brittle integrations. No copy-paste workflows. No “please log in and click this button.” The agent just acts — safely, deterministically, and across systems via multiple MCP servers.

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BURN THE DECK! How to be worth talking about...without a 25-slide pitch presentation. Buyers don’t need more decks. They need clarity and most presentation decks don’t deliver it. Most of the buying journey now happens before a seller is ever involved. So when a buyer gives you time, your job isn’t to perform, it’s to help them think. What I’ve consistently seen from the most effective enterprise reps across complex, multi-stakeholder deals are: ---> They don’t lead with slides. ---> They don’t rely on the corporate deck. ---> And they don’t confuse “presenting” with progress. And, wait for it…the best reps don’t present our branded corporate deck. (Sorry, marketing.) They build a customer-aligned exec memo using the customer’s language, visuals, and framing because the reality is simple: The customer’s team does the internal selling, not us. If what you bring into a meeting can’t be forwarded internally without you narrating it, you don’t own the deal. I broke down the practical framework on how to run meetings without slides, when to use 2–3 slides max, and how to design for the CFO lens in the carousel below. ***An important note*** If this “burn the deck” philosophy resonates, StoryPath (co-founded by Doug Landis) is a tool I’ve seen work extremely well for this exact approach. Practically speaking, StoryPath helps reps replace slide-by-slide presentations with a guided narrative like framing the problem, value, proof, and decision path in a way buyers can explore, share internally, and revisit without the seller needing to “walk the deck.” It’s especially effective in executive and late-stage conversations where clarity and alignment matter more than feature depth. *Quick clarification: this is not a paid promotion or sponsorship. I’m sharing it because it’s been genuinely useful for my team and aligns closely with the ideas above. Doug Landis has done me a solid and is offering a free promotion code for anyone who wants to explore it. If you’d like access, comment "STORYPATH" below so he can track interest and share details with you.

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🚀 Onboarding isn’t just a program — it’s a productivity engine. The central challenge for any GTM onboarding team is simple to state but hard to nail: get new hires to full productivity and quota attainment fast. At Gong, we’ve been rethinking what it truly takes to make that happen. I sat down with Danica Schutt and Max Costello White from our GTM Onboarding team to unpack how we’ve structured our onboarding program to do exactly that. From flipped classrooms to AI-driven coaching and deep integration across RevOps, this team has built a machine that’s helping over 70% of new hires hit productivity targets faster than ever. If you’re building or refining your onboarding program, this is a conversation worth reading. https://lnkd.in/gWu_Qsdj

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Read Salesforce's AI roadmap. Then Gong's. Then Outreach's. Not one of them mentions the word "integration." --- That's not an oversight. It's the business model. Salesforce has no incentive to share CRM data with Gong. Gong has no incentive to share conversation data with Outreach. Each vendor's moat is their data. The moment they share it, they commoditize themselves. So each one builds smarter AI on their own data. In their own silo. Each release makes their product better and makes YOUR problem harder — because now you have more AI features to manually connect. --- The pattern is structural. It's not going to change from inside the stack. Enterprise sellers know this. You've been the integration layer for years. The only thing that changed in 2024 is that there are now 5 AI features in that stack instead of zero, and every single one of them starts from zero, has no memory of the others, and asks you to re-explain your world. More AI. Same problem. Bigger gap. --- The architectural answer isn't a better tool inside the stack. It's a layer that sits above all of it — one that holds the seller's complete context, connects what each tool knows, and does the work that none of the siloed AIs can do. Without needing vendor permission to exist. That's what this Claude CoWork plugin does. Link in the comments. #ClaudeCoWork #SalesArchitecture #EnterpriseSales

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