Gong

Overview

Gong captures and analyzes your sales conversations. Import Gong data into Scoop to combine conversation intelligence with your CRM, track forecast evolution over time, and identify winning behaviors across your sales team.

What You Can Analyze

Importing Gong Data

Option 1: Export Reports from Gong

1. In Gong, navigate to Insights or Analytics
2. Select or create a report
3. Export to CSV format
4. Upload to Scoop as a new dataset

Option 2: Scheduled Email Reports

1. Configure Gong to email reports on a schedule
2. Forward to your Scoop ingest address
3. Scoop processes automatically

Option 3: API Export (Advanced)

For teams with Gong API access:

1. Export data via Gong's API
2. Save as CSV
3. Upload to Scoop or automate via script

Key Reports to Import

Forecast History

Track how your forecast evolves:

• Weekly/monthly forecast snapshots
• Stage-by-stage progression
• Commit vs. close accuracy

Why This Matters: Scoop can snapshot your Gong forecast over time, showing exactly how predictions changed and when deals slipped or accelerated.

Call Activity Summary

Analyze conversation patterns:

• Calls per rep/week
• Average call duration
• Customer-to-rep talk ratio

Scorecard Results

Import coaching scorecards:

• Discovery question coverage
• Competitive mention rates
• Next step clarity scores

Deal Intelligence

Track deal-level engagement:

• Stakeholders involved
• Meeting frequency
• Risk indicators

Forecast Evolution Analysis

One of the most powerful uses of Gong data in Scoop:

1. Import weekly forecast exports as a snapshot dataset
2. Track changes over time: "Show forecast for Q4 as it evolved week-by-week"
3. Identify patterns: "Which reps' forecasts are most accurate?"

Ask Scoop:
"Compare our current forecast to what it was 30 days ago.
Which deals changed the most?"

Blending with Other Data

Example: Win Rate by Conversation Quality

Ask Scoop:
"Compare win rates for deals with above-average
talk-to-listen ratios vs below-average"

Best Practices

Snapshot Your Forecast

• Import weekly at a consistent time
• Track commit accuracy over time
• Identify which changes drive variance

Include Deal Identifiers

Ensure exports include:

• Opportunity ID or Deal ID
• Account name
• Close date and amount

Focus on Actionable Metrics

Priority metrics for most teams:

• Talk-to-listen ratio
• Question count per call
• Next steps mentioned
• Competitor mentions

Common Use Cases

Sales Coaching

Identify specific coaching opportunities:

"Show calls where reps talked more than 65% of the time"

Forecast Accuracy

Track prediction reliability:

"Compare forecasted amount to actual closed by rep"

Winning Behaviors

Find what works:

"What's the average discovery call length for deals that close?"

Risk Identification

Spot deals in trouble:

"Which deals have had no customer meetings in 2+ weeks?"

Troubleshooting

Forecast Data Doesn't Match CRM

• Check snapshot timing (Gong vs. Salesforce sync)
• Verify deal IDs match between systems
• Account for timezone differences

Missing Calls

• Verify recording is enabled for all meeting types
• Check that meetings are correctly associated to deals
• Ensure calendar integration is active

Related Resources

• Snapshot Datasets - Track changes over time
• Salesforce Integration - Combine with CRM
• Email Automated Imports