← Gong
Gong role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that records and analyzes sales calls and customer data, using AI to show teams what drives deals.
Who you'd be calling
VPs of Sales, CROs, RevOps and sales enablement leaders at B2B companies with a sales team.
Your opener
“Hi Chris, this is Pat from Gong. I know I'm interrupting your day, so I'll be quick: I talk with sales leaders about how they know which deals are really on track. Do you have 30 seconds to tell me if that's something you struggle with?”
Problems you solve for them
- Managers can't hear most calls, so coaching is guesswork.
- Forecasts are based on gut feel rather than real deal activity.
- Deals stall or slip and no one sees the warning signs in time.
Discovery questions to ask
- How do you coach your reps today, and how do you pick which calls to review?
- How do you decide which deals in your forecast to trust?
- What tools do your reps use to log calls and notes now?
Objections they'll throw at you
“I'm busy.”
→ Of course. I'll keep it to one question: how do you currently see what's happening on your reps' calls? Then I'll let you go.
“Not interested.”
→ Fair enough. Is that because call coaching is already handled, or because it isn't a focus this quarter?
“We already use something like Clari or a built-in call tool.”
→ Good to know, so you already value that insight. How well does it show you why deals are won or lost? That's where teams often tell us there's a gap.
“Send me an email.”
→ Sure. So I don't send something generic, is your bigger challenge coaching reps or forecasting accurately?
Competitors worth knowing
Clari, Salesloft, Outreach
Interview tips for this company
- Use the product's own idea in your interview: you can't improve what you can't see. Talk about listening to calls and learning from them.
- Your buyers are sales leaders, so you're selling to people who were once reps. Show respect for their time and make a point fast.
- Gong is well known in sales circles. Mention how you'd use or study call recordings to improve your own cold calls.
Written from public information about Gong to help you practice. Ask an insider what their role play looked like; it's the best prep there is.