Sales ops · Production

Virgin Pulse used Gong to achieve a 4x jump in top-of-funnel conversions

The problem

Virgin Pulse needed to scale its solutions consulting team to meet growing sales demand but faced a hiring freeze during economic uncertainty, lost a key sales manager, and struggled with limited manager time for coaching and the inability to attend all customer meetings.

Workflow diagram · grounded in source
1
AI captures and analyzes calls
ai_action
“The Gong Reality Platform™ captures and analyzes customer interactions and makes recommendations based on those interactions”
2
Manager review of key meetings
human_review
“While the sales managers could still not attend every meeting, they could listen to the important meetings and provide critical feedback”
3
Peer learning from top calls
feedback_loop
“sellers began to unprompted and proactively listen to the best-of-the-best seller calls”
4
Cross-functional data sharing
output
“We presented our customer calls and data to our product team. And a light bulb went off. They have a new data source they can make decisions off of.”
Reported outcome

With Gong, Virgin Pulse achieved a nearly 4x increase in top-of-funnel conversions, Gong users drove 30% more revenue year-over-year, and new rep onboarding time was cut from 6 months to 4 months — a 33% reduction.
Gong was also quickly adopted by customer success, product, market intelligence, product marketing, and other teams.

Reported metrics
Top-of-funnel conversion increasenear 4x
revenue increase year-over-year for Gong users30%
Onboarding time reduction33%
onboarding time before Gong6 months
Show all 5 reported metrics
top-of-funnel conversion increasenear 4x
revenue increase year-over-year for Gong users30%
onboarding time reduction33%
onboarding time before Gong6 months
onboarding time after Gong4 months
Reported stack
GongGong Reality Platform
Source
https://www.gong.io/customers/case-studies/achieving-double-digit-lift-across-the-sales-pipeline-how-virgin-pulse-used-gong-to-navigate-economic-uncertainty
Read source ↗

Frequently asked questions

What did this team achieve with this AI workflow?

With Gong, Virgin Pulse achieved a nearly 4x increase in top-of-funnel conversions, Gong users drove 30% more revenue year-over-year, and new rep onboarding time was cut from 6 months to 4 months — a 33% reduction.

What tools did this team use?

Gong, Gong Reality Platform.

What results were reported?

Top-of-funnel conversion increase: near 4x; revenue increase year-over-year for Gong users: 30%; Onboarding time reduction: 33%; onboarding time before Gong: 6 months (source-reported, not independently verified).

How is this sales ops AI workflow structured?

AI captures and analyzes calls → Manager review of key meetings → Peer learning from top calls → Cross-functional data sharing.

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