Lesley Ronaldson

because they're the ones using it I think with anything and often I give you an example I could be creating a deck and I think the deck is amazing and I'll say another one of our principles here is no sugar so I'll say to somebody can you look at my deck no sugar I can't see past it anymore I'm so in it and they'll say oh no no like you spelt that wrong I'm like I don't even see that so with our product because we love our products so much and an engineer it's their baby you

because they're the ones using it I think with anything and often I give you an example I could be creating a deck and I think the deck is amazing and I'll say another one of our principles here is no sugar so I'll say to somebody can you look at my deck no sugar I can't see past it anymore I'm so in it and they'll say oh no no like you spelt that wrong I'm like I don't even see that so with our product because we love our products so much and an engineer it's their baby you

It's really brave, but it's important that we let customers into the beta and say, hey, this isn't working or actually that button is annoying. If you can move that button because I could toggle quickly and I wouldn't have to go here and save me a second. But if I do this 14 times a day over the month, it's like three minutes back. So I think that's really important as well.

It's really brave, but it's important that we let customers into the beta and say, hey, this isn't working or actually that button is annoying. If you can move that button because I could toggle quickly and I wouldn't have to go here and save me a second. But if I do this 14 times a day over the month, it's like three minutes back. So I think that's really important as well.

And then just being responsive and agile. So when we get the feedback from a customer, if they're thinking it, other customers are thinking it. And if it makes sense due to the product and outpace competitors, why wouldn't we listen to them? You'd be a fool not to.

And then just being responsive and agile. So when we get the feedback from a customer, if they're thinking it, other customers are thinking it. And if it makes sense due to the product and outpace competitors, why wouldn't we listen to them? You'd be a fool not to.

It could depend on tenure and also how long they're doing their job. But I think listing tours for me are the first thing I do in any job. So I do an internal and an external. So when I joined Gong, I spent two weeks listing. I had one with every single person in this building. Why did you join Gong? What do you like about your business? If you had a magic wand, what would you change?

It could depend on tenure and also how long they're doing their job. But I think listing tours for me are the first thing I do in any job. So I do an internal and an external. So when I joined Gong, I spent two weeks listing. I had one with every single person in this building. Why did you join Gong? What do you like about your business? If you had a magic wand, what would you change?

And you get a vibe of what's going on in the sales floor. And a lot of it was I wasn't sure of my role's responsibilities. I do this job, she does that job. I'm under pressure for... So you kind of start to hear about maybe the parts of the engine that are a little bit broken internally. And then externally, listening towards your customers.

And you get a vibe of what's going on in the sales floor. And a lot of it was I wasn't sure of my role's responsibilities. I do this job, she does that job. I'm under pressure for... So you kind of start to hear about maybe the parts of the engine that are a little bit broken internally. And then externally, listening towards your customers.

I think we forgot during COVID how important it is to get in front of somebody. And look them in the whites of their eyes. People do buy from people and we forget that. We buy things online all the time and we just click on apps. So I would say, listen, of your existing customers, look at your existing customer base. So in other companies I've worked for and here, we have our top 100 customers.

I think we forgot during COVID how important it is to get in front of somebody. And look them in the whites of their eyes. People do buy from people and we forget that. We buy things online all the time and we just click on apps. So I would say, listen, of your existing customers, look at your existing customer base. So in other companies I've worked for and here, we have our top 100 customers.

Then we have our top 20 execs. So I'm one of them. And all of us have customers that we're aligned to. That is a really tightly run program. And I'm actually, that's one of my OKRs. So I have 10 customers at the moment. That's my focus. How many have I met? When was the last time I met with them? How are they? Have I listened, right? I'm not selling them anything. I'm not here for the upsell.

Then we have our top 20 execs. So I'm one of them. And all of us have customers that we're aligned to. That is a really tightly run program. And I'm actually, that's one of my OKRs. So I have 10 customers at the moment. That's my focus. How many have I met? When was the last time I met with them? How are they? Have I listened, right? I'm not selling them anything. I'm not here for the upsell.

I'm not here for the renewal. I'm just here. How are you getting on? What's going on? And then the final one, and one I wish I'd known really early on in my career, get friendly with product. You need to get friendly with product. They are just as important as the sellers. They're the ones that control the roadmap.

I'm not here for the renewal. I'm just here. How are you getting on? What's going on? And then the final one, and one I wish I'd known really early on in my career, get friendly with product. You need to get friendly with product. They are just as important as the sellers. They're the ones that control the roadmap.

They're the ones that are doing all these things in the background and you need to have a two-way communication. So we will do product roadmaps here and also give them feedback. It's a two-way street and of that product roadmap, what's customer facing? What can I share? What do the reps need to know? So you're on a call, hey, your product doesn't do this. No, it doesn't miss your customer.

They're the ones that are doing all these things in the background and you need to have a two-way communication. So we will do product roadmaps here and also give them feedback. It's a two-way street and of that product roadmap, what's customer facing? What can I share? What do the reps need to know? So you're on a call, hey, your product doesn't do this. No, it doesn't miss your customer.

However, if that's coming in August, would you like to be part of the beta? That's really important. So product is key. So listen to your customers, use your leadership team to keep those relationships alive with your customers. It's not just trying to sell to them. And then honestly, product are your best friend.

However, if that's coming in August, would you like to be part of the beta? That's really important. So product is key. So listen to your customers, use your leadership team to keep those relationships alive with your customers. It's not just trying to sell to them. And then honestly, product are your best friend.