Sales ops · Production

Influitive returns to Gong after competitor lacked deal intelligence and analytics

The problem

After switching from Gong to a competitor, Influitive lost the bird's-eye view of their sales cycle—deal management became harder, finding insights was difficult, and the team was left with only a basic call recording tool.

First attempt

The competitor solution was not built with the sales rep in mind and offered only basic call recording, without the deal management, pipeline visibility, or analytics that Gong provided.

Workflow diagram · grounded in source
1
Sales cycle visibility
ai_action
“Having an eye on your entire sales cycle – from deal health to talk tracks – helps make work more efficient across departments”
2
Cross-call term search
ai_action
“Being able to search specific terms across all calls and track usage means having a better understanding of how your team is working together to complete a goal”
3
Training adoption triggers
validation
“set up triggers to ensure that reps are adopting that new training during calls”
4
Async call review
human_review
“for those meetings I'm not able to sit in, I can quickly catch up. I can put it on my playlist and listen to the calls, I can check the emails, I can also see if we are engaging the right contacts for the account”
5
Team performance analytics
output
“I'm able to pull the analytics of how often they're mentioning the new product, how often they're talking about new use cases within our customer accounts”
6
Customer voice shared cross-team
feedback_loop
“This pristine, untouched feedback helps inform the product team, the marketing team, and the sales teams alike, resulting in platform improvements and targeted campaigns”
Reported outcome

Returning to Gong restored full sales cycle visibility, enabled automated training triggers for a new cross-sell initiative, and gave leadership direct analytics on team OKR adoption and unfiltered customer feedback for product and marketing teams.

Reported metrics
Deal management efficiency (competitor period)couldn't manage my deals as efficiently
Sales team productivity (competitor period)lost a major productivity tool
Retention impactdirect line to our retention at the end of the day
Sales process and cycle impactchanged every single facet of not only our sales process but our sales cycle
Reported stack
Gong
Source
https://www.gong.io/customers/case-studies/there-and-back-again-why-influitive-returned-to-gong
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

Returning to Gong restored full sales cycle visibility, enabled automated training triggers for a new cross-sell initiative, and gave leadership direct analytics on team OKR adoption and unfiltered customer feedback f…

What tools did this team use?

Gong.

What results were reported?

Deal management efficiency (competitor period): couldn't manage my deals as efficiently; Sales team productivity (competitor period): lost a major productivity tool; Retention impact: direct line to our retention at the end of the day; Sales process and cycle impact: changed every single facet of not only our sales process but our sales cycle (source-reported, not independently verified).

What failed first in this deployment?

The competitor solution was not built with the sales rep in mind and offered only basic call recording, without the deal management, pipeline visibility, or analytics that Gong provided.

How is this sales ops AI workflow structured?

Sales cycle visibility → Cross-call term search → Training adoption triggers → Async call review → Team performance analytics → Customer voice shared cross-team.

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