Case Study: Elsevier achieves 45% larger deals with Gong

How Elsevier lands 45% larger deals using Gong across its NOAM sales team

Elsevier, a 145-year-old publishing and data solutions company, faced the challenge of improving sales productivity and deal performance across its North American sales team. By using Gong’s Revenue Intelligence Platform, Elsevier’s 120 sales reps and managers gained better visibility into deals, coaching, and customer conversations.

Gong helped Elsevier streamline workflows with features like Call Spotlight, Deal Board, and Ask Anything, enabling faster coaching, better risk detection, and stronger use of the voice of the customer. As a result, Elsevier increased average deal velocity by 35% and, when managers were involved, grew deal size by 45%, while also improving pipeline conversion and cross-team alignment.

Elsevier

Tim McGee

VP Global Sales Operations