Case Study: HubSpot achieves increased sales visibility and improved coaching with Gong

A Gong Case Study

Remove the Hypothetical and Increase Transparency in Your Sales Process

HubSpot, a global CRM and software company, struggled with limited visibility into deals and customer conversations, which risked missed upsell and cross-sell opportunities and made consistent coaching difficult. To solve this, HubSpot implemented Gong to capture and analyze calls using recordings, searchable call libraries, and configurable filters.

Gong was rolled out globally with manager training and a Zoom integration to handle consent and GDPR requirements. Using Gong’s recordings, libraries, filters and alerting, managers can surface best-practice calls, target coaching (for example, flagging early discounting), and accelerate new-hire ramp time—delivering greater transparency into accounts, stronger coaching outcomes, and faster adoption of winning sales behaviors.

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