{"data":{"entities":{"widgets":{"065e1e37-6832-4af2-b8e4-3e886d74ca94":{"kind":"media","video_url":"","image_url":"https://app-content.storylane.io/company/company_5c146e06-c936-4ef7-bc16-1f5ecd76d0bd/images/pkY1nx0abbL2SreIZq0_y.png","audio_url":"","cta":"Let's go!","options":{"root":{"theme":"light","close_button":false,"prev_button":true,"show_step_number":true,"videoFrameWidth":460,"frameHeight":0,"frameWidth":500,"backgroundColor":"#FFF","borderColor":"#807f93","videoBackgroundColor":"#dedee3","secondaryButton":false,"hide_arrow":false,"doNotScroll":false,"auto_hide_text":true},"description":{"value":"

How Top Sales Teams Win with Gong + Richardson

Experience how Gong brings Richardson and Challenger methodology to life by capturing high-value customer conversations and turning insights into action. Use the Product Tour selector to choose your path.

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Welcome to The Deal Board!

Gong’s Deal Board gives sales leaders real-time visibility into deal health and seller execution—through the lens of Richardson’s proven methodology.

By surfacing the Opportunity Vitals (i.e., Pain, Power, Vision, Value, & Consensus) directly in the pipeline, leaders can quickly assess how real conversations are impacting overall Opportunity Health.

Click the question mark icon to see how Gong visualizes seller execution against Richardson’s methodology.

Each color shows how Pain, Vision, or Consensus was captured—by AI, the rep, or confirmed by a manager.

Now, we will explore the Pain Opportunity Vital. This section displays Gong's AI-detected insights and rep-documented insights related to the customer's pain. This can help us to validate the Opportunity Health, dynamically, based on real conversations.

Before digging into the Pain, let's get a quick refresher on how Gong is listening for this Opportunity Vital.

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Take advantage of this section to manually document any notes related to the Pain uncovered during the conversation. Gong has the ability to automatically detect insights, but adding a note can help reinforce the seller's understanding.

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Once you've reviewed a note and confirmed it reflects real, job-specific pain, click to mark it as validated.

Now, we can see that Pain as been Validated.

Thank you!

You’ve just seen how Gong listens to and reinforces Richardson’s core selling behaviors, right from the deal board to the playbook.

These behaviors aren’t just tracked—they’re validated, coached, and scaled across the team.

👉 Click “Product Tour” next to see how the Challenger approach comes to life in Gong with message control, reframing, and Commercial Insight.

How Top Sales Teams Win with Gong + Challenger

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Welcome to The Deal Board!

Gong’s Deal Board gives frontline leaders real-time visibility into seller execution—through the lens of the Challenger Sale.

By surfacing Buyer Verifiers directly in the pipeline, leaders can quickly assess whether reps are delivering Commercial Insight, tailoring to stakeholder needs, and taking control of the buying process—the core Challenger behaviors that drive customer action.

Click the question mark icon to see how Gong visualizes seller execution against the Challenger Sale training.

Each color shows how Buyer Verifiers were captured—by AI, the rep, or confirmed by a manager.

Now, we will explore how the seller is recognizing the current pain points. This section displays Gong's AI-detected insights and rep-documented insights related to the customer's pain points. This can help us to validate the pain (and the execution against the broader Buyer Verifiers), dynamically, based on real conversations.

Before digging in, let's get a quick refresher on how Gong is listening for this how well the seller is Recognizing the current pain points.

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"},"cta":{"bold":true,"fontSize":14,"italic":false,"textUnderline":false,"color":"#ffffff","position":"right","backgroundColor":{"alpha":100,"hex":"#9939eb"},"borderColor":""},"secondary":{"value":"CTA","bold":true,"fontSize":14,"italic":false,"textUnderline":false,"color":"#ffffff","position":"right","backgroundColor":{"alpha":100,"hex":"#9939eb"},"borderColor":""},"meta":{"elementText":"","elementType":""},"version":1},"id":"22b9642b-c48f-4256-8aa5-bd0a4324b91a","title":"","dom_id":"","page_id":"af1287b2-4a2f-4b08-bdda-ab07a84ac9f5","subtitle":"","image_url":"","target_id":null,"video_url":"","stream_url":null,"description":"","target_type":null,"overlay_video":null,"stream_status":null,"thumbnail_url":null,"media_duration":null,"media_position":null,"media_button_color":null,"flowId":"319554a8-c3c9-40d2-bbf5-9d85d954c4d1"},"b5dbc9d2-302b-4924-8c02-7fdbfa029c77":{"kind":"hotspot","cta":"Next","audio_url":"","options":{"root":{"alignment":"rb","theme":"light","close_button":false,"next_button":false,"prev_button":true,"secondaryButton":false,"show_step_number":true,"hide_arrow":false,"backgroundColor":"#FFF","borderColor":"#807f93","frameWidth":null,"maxFrameWidth":null,"backdropRect":null,"backdropSelector":null,"offset":{"x":94.2892812359968,"y":75.07760608866711},"offsetFromOriginPx":{"x":0,"y":0},"spot":"none","hasSpotlight":false,"spotlightColor":"#9939eb","trigger":null,"doNotScroll":false,"auto_hide_text":true,"beaconColor":"#9939EB","beaconOpacity":1,"zoom":1.2},"description":{"value":""},"cta":{"bold":true,"fontSize":14,"italic":false,"textUnderline":false,"color":"#ffffff","position":"right","backgroundColor":{"alpha":100,"hex":"#9939eb"},"borderColor":""},"secondary":{"value":"CTA","bold":true,"fontSize":14,"italic":false,"textUnderline":false,"color":"#ffffff","position":"right","backgroundColor":{"alpha":100,"hex":"#9939eb"},"borderColor":""},"meta":{"elementText":"","elementType":""},"version":1},"id":"b5dbc9d2-302b-4924-8c02-7fdbfa029c77","title":"","dom_id":"","page_id":"5500b969-2a16-4e86-a414-bc937cf0be5a","subtitle":"","image_url":"","target_id":null,"video_url":"","stream_url":null,"description":"","target_type":null,"overlay_video":null,"stream_status":null,"thumbnail_url":null,"media_duration":null,"media_position":null,"media_button_color":null,"flowId":"319554a8-c3c9-40d2-bbf5-9d85d954c4d1"},"adad5bad-97a6-4f0b-ac77-a2eabc2377d4":{"kind":"hotspot","cta":"Next","audio_url":"","options":{"root":{"alignment":"rb","theme":"light","close_button":false,"next_button":false,"prev_button":true,"secondaryButton":false,"show_step_number":true,"hide_arrow":false,"backgroundColor":"#FFF","borderColor":"#807f93","frameWidth":null,"maxFrameWidth":null,"backdropRect":null,"backdropSelector":null,"offset":{"x":68.3276771716407,"y":53.06771117695365},"offsetFromOriginPx":{"x":0,"y":0},"spot":"none","hasSpotlight":false,"spotlightColor":"#9939eb","trigger":null,"doNotScroll":false,"auto_hide_text":true,"beaconColor":"#9939EB","beaconOpacity":1,"zoom":1.2},"description":{"value":"

Once you've reviewed a note and confirmed it reflects real, job-specific pain, click to mark it as validated.

Now, we can see that Pain as been Validated.

Thank you!

You’ve just seen how Gong listens to and reinforces The Challenger Sale selling behaviors, right from the deal board to the playbook.

These behaviors aren’t just tracked—they’re validated, coached, and scaled across the team.

👉 Click “Product Tour” next to see how the Richardson approach comes to life in Gong with seamless training of Opportunity Health.

Configuring Gong to Work For You

In this tutorial, we will guide you through the process of leveraging Gong's pre-built features to customize your setup and make it work seamlessly for your organization. Let's take a look at how you can configure Gong to fit your specific needs.

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Start by clicking on Settings

Select Trackers

Use the Search box and filters to find existing, pre-trained trackers

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Once you have identified your tracker, click Publish

Return to Settings

Select Playbooks

Click New to create your Playbook

Select Create your own

Update the Playbook Settings, including Playbook Name and Description

Now, let's move on to creating each Element. This step involves connecting each Element to the Pre-Trained tracker.

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Once all elements are added, select Publish

Thank you!

To continue learning more, simply click on the \"Product Tour\" button to see how our Trackers can enhance the day-to-day workflow of any sales professional.

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