How Stansberry Research Finally Got The Info It Needed (Hint: Gong)
Company Size
1,000+
Region
- America
Country
- United States
Product
- Gong
Tech Stack
- Data Analytics
- Predictive Analytics
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
Technology Category
- Analytics & Modeling - Predictive Analytics
Applicable Industries
- Finance & Insurance
Applicable Functions
- Sales & Marketing
Use Cases
- Predictive Quality Analytics
Services
- Data Science Services
About The Customer
Stansberry Research is an investment research company that provides actionable investment recommendations and research for individuals self-managing their portfolios. They stake their investment recommendations on understanding data, so they know the value of reliable information better than most. They needed not just any information, but the right knowledge at the right time. The organization was looking for a solution that could provide an influx of analytics to help them make purpose-driven decisions around strategy, coaching, and deal execution.
The Challenge
Stansberry Research was facing a challenge of accessing the right data at the right moment to swing deals in their favor. They were overwhelmed with information but lacked a platform that could highlight opportunities and provide call reports to solidify their deal strategies. The team needed analysis that went a layer deeper so they could stay one step ahead of clients. They were using random samplings of calls to set a coaching plan, but found that simply reviewing positives and negatives in a few calls didn’t have the impact they wanted.
The Solution
Stansberry Research started using Gong, a platform that provided an influx of analytics to help them make purpose-driven decisions around strategy, coaching, and deal execution. Gong allowed the sales reps to track their own performance, eliminating the need for as many one-on-ones with managers. Teammates could also learn from each other’s successes through peer-to-peer and self-coaching. Gong also provided information about deal executions in the moment. Using Gong’s automatic insights, the Stansberry team quickly and efficiently sorted through calls to find missing pieces that could help close a deal. Gong's deal insights highlighted opportunities to maximize revenue, so every sales rep could become the best rep, and every deal was within reach.
Operational Impact
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