Gong Revenue Intelligence Conversation Analysis Training Course

Course overview

Sales teams record thousands of customer conversations, yet managers often rely on selective call reviews, inconsistent rep notes and lagging CRM reports to understand deal health. Gong Revenue Intelligence makes those conversations searchable and measurable, but value depends on knowing how to configure views, interpret signals and turn findings into action. This course equips sales professionals and leaders to use Gong evidence to improve discovery, coaching, forecast confidence and execution on active opportunities.

Participants learn to navigate Gong’s conversation library, search calls with keywords and topic trackers, use call scorecards, analyse talk ratios and engagement patterns, identify competitor and pricing conversations, and inspect deal activity in Gong’s pipeline views. They practise separating meaningful buying signals from noise, comparing winning and stalled calls, building evidence-based coaching feedback, and using conversation intelligence alongside Salesforce or HubSpot CRM data. The course also addresses governance: consent, recording practices, sensitive data and responsible use of AI-generated summaries.

Teaching combines instructor demonstrations with guided analysis of realistic discovery, demo, negotiation and renewal calls. Participants work in a controlled Gong-style dataset to investigate a declining opportunity, identify missed discovery questions, assess stakeholder coverage and prepare a manager-ready intervention. They leave with a practical Conversation Intelligence Playbook: a set of saved-search specifications, scorecard criteria, coaching workflow, deal-inspection checklist and 30-day adoption plan that can be adapted to their team’s Gong configuration.

The course suits individual contributors who need stronger call-review discipline as well as sales managers, enablement specialists and revenue operations professionals responsible for turning Gong activity into repeatable sales improvement.

Course objectives

By the end of this course, participants will be able to:

• Configure Gong saved views, filters and search queries to locate calls by account, rep, topic, stage and date range
• Interpret conversation metrics including talk ratio, longest monologue, questions, interaction and participant engagement
• Build a call scorecard with observable discovery, value, qualification and next-step criteria
• Analyse topic trackers and keyword mentions to detect competitor, pricing, objection and product-interest patterns
• Compare winning and stalled opportunity conversations using a structured deal-inspection method
• Create evidence-based coaching feedback using call timestamps, clips, scorecard results and agreed actions
• Reconcile Gong conversation findings with Salesforce Sales Cloud or HubSpot CRM opportunity records
• Produce a 30-day Gong adoption playbook covering team routines, governance controls and success measures

Benefits of attending

Target competencies

Who should attend

• Sales Managers — who need a repeatable method for coaching reps and inspecting deal execution
• Account Executives — who need to review customer calls, improve discovery and progress complex opportunities
• Sales Enablement Managers — who design call-review standards, onboarding programmes and manager coaching routines
• Revenue Operations Analysts — who connect conversation evidence with CRM pipeline data and reporting
• Customer Success Managers — who need to identify adoption risks, renewal signals and stakeholder concerns in customer conversations
• Sales Directors — who need more reliable evidence for forecast reviews, deal interventions and team performance decisions

Requirements and prerequisites

This is a foundation-to-intermediate course. Participants should understand a standard B2B sales cycle, including discovery, qualification, demonstrations, proposals, negotiation and CRM opportunity stages. Familiarity with their organisation’s sales methodology, such as MEDDICC, SPIN or Challenger, is useful but not essential. Participants should be comfortable working with browser-based business software and reading basic CRM fields. Access to a laptop is required for exercises. Prior Gong administration, analytics experience, SQL, call-recording configuration or Salesforce/HubSpot expertise is not required; complete beginners should expect a structured introduction before progressing to analysis and coaching use cases.

Training methodology

The instructor uses live Gong walkthroughs to demonstrate each workflow, then participants apply it to realistic B2B call transcripts, recordings, CRM records and pipeline scenarios. Short demonstrations are followed by individual search and analysis tasks, paired scorecard calibration and manager-led coaching simulations. Groups compare evidence from discovery, demo and negotiation calls to reach a defensible deal assessment. Each day closes with a practical output, and the final session converts these outputs into a 30-day implementation plan for the participant’s own sales environment.

Course outline

Day 1: Gong foundations and conversation evidence

• Gong Revenue Intelligence workspace, conversation library and navigation
• Call recording lifecycle, permissions and conversation access controls
• Conversation metadata: accounts, contacts, opportunities, teams and call types
• Search filters for date, participant, account, owner, tracker and interaction
• Transcript navigation, timestamps, bookmarks, snippets and shareable call clips
• AI-generated summaries, chapters and action items: validation and limitations
• Consent, sensitive information and responsible use of recorded conversations

Workshop: Participants locate and annotate evidence in a set of discovery calls, producing a documented call-review trail with timestamps and clips.

Day 2: Analysing call quality and buyer engagement

• Talk ratio, longest monologue and speaking-time interpretation
• Question analysis and discovery-question quality
• Customer engagement signals and multi-participant interaction patterns
• Call scorecard design using observable behavioural criteria
• Scorecard calibration across managers and enablement reviewers
• Assessing agenda setting, value articulation and next-step commitments
• Using playlists and libraries to curate examples of effective sales conversations

Workshop: Participants score two contrasting discovery calls and produce a calibrated scorecard with evidence, ratings and coaching priorities.

Day 3: Trackers, trends and market intelligence

• Topic tracker design for products, competitors, pricing and objections
• Keyword and phrase selection to reduce false positives
• Tracker performance analysis by rep, segment, account and time period
• Competitor mention analysis and competitive-response coaching
• Pricing and discount language as commercial-risk indicators
• Objection categorisation and root-cause analysis from call evidence
• Trend reporting with Gong filters, exports and Microsoft Excel pivots

Workshop: Participants build a tracker specification and analyse a call set to produce an objection-and-competitor trend brief.

Day 4: Pipeline inspection, coaching and CRM alignment

• Gong deal views and account-level conversation timelines
• Stakeholder mapping from meeting attendance and conversation participation
• Momentum assessment using meetings, follow-ups, next steps and silence periods
• Single-threading, champion risk and executive-access indicators
• Comparing Gong deal evidence with Salesforce Sales Cloud opportunity fields
• Comparing Gong deal evidence with HubSpot CRM deal properties
• Coaching workflows using clips, comments, scorecards and follow-up commitments

Workshop: Participants inspect a deteriorating late-stage deal, reconcile it with CRM data and produce a manager intervention plan.

Day 5: Operationalising Gong for revenue improvement

• Designing weekly rep self-review and manager coaching routines
• Defining leading indicators for discovery quality and deal progression
• Forecast-review questions grounded in conversation evidence
• Role-based dashboards, saved views and reporting cadence
• Call-review governance, retention, access and escalation practices
• Measuring adoption, coaching impact and pipeline-quality improvement
• Thirty-day implementation planning for a Gong-enabled sales team

Workshop: Participants assemble and present a Conversation Intelligence Playbook containing saved-search specifications, scorecards, coaching routines, governance actions and a 30-day rollout plan.

Tools & standards covered

Gong Revenue Intelligence, Salesforce Sales Cloud, HubSpot CRM, Microsoft Excel

A typical training day

Live online deliveries follow the same structure in the East Africa Time zone, with shorter screen blocks and longer breaks.

What the fee includes

How you can take this course

Certification

Participants who complete the full five days receive the Skillset Development Certificate of Completion, stating the course title, course code, dates and delivery format — suitable for professional-development records and employer reimbursement.

Frequently asked questions