Best AI Prompts for Sales Call Analysis with Gong

Quick Answer

We help sales leaders unlock the goldmine of data trapped in their Gong call recordings. This guide provides the best AI prompts for analyzing sales calls to surface competitor intelligence, pricing objections, and coaching opportunities. You will learn the fundamentals of prompt engineering and get a library of high-impact queries to drive revenue growth in 2026.

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Unlocking Sales Intelligence with AI-Powered Prompts

Think about the last sales call you reviewed. Now, multiply that single conversation by the thousands your team runs every month. You’re sitting on a goldmine of data—objections, competitor mentions, pricing discussions, and discovery questions. But it’s also a black hole. Manually listening to even 10% of those calls to find a single trend is a recipe for burnout, not breakthroughs. This is the modern sales leader’s paradox: you have more data than ever, but less time to make sense of it. Tools like Gong solved the first problem by capturing every word, but the real challenge has always been the analysis.

From Passive Recording to Active Intelligence

For years, we treated call recordings like a filing cabinet—useful for reference, but static. The evolution to AI-powered analysis changed the game, moving us from reactive review to proactive intelligence. This is where Ask Gong becomes your organization’s co-pilot. Instead of digging through dashboards, you can now query your entire call library with simple, natural language. You can literally ask, “What are the top 3 objections competitors are using against us this month?” and get a data-backed answer in seconds. This isn’t just a feature; it’s a fundamental shift in how sales intelligence is gathered and applied. It transforms Gong from a recording tool into a strategic partner that surfaces insights on demand.

What This Guide Will Cover

To truly harness this power, you need more than just access to the tool; you need the right questions. This guide is your playbook for unlocking that intelligence. We will start by breaking down the fundamentals of prompt engineering specifically for sales analysis. Then, we’ll provide a library of high-impact, copy-and-paste prompts designed to answer your most critical questions—from tracking competitor movements to optimizing your own sales methodology. Finally, we’ll show you how to deploy these prompts across your entire sales organization, from reps sharpening their pitch to leaders coaching for revenue growth.

The Foundation: Understanding How “Ask Gong” Thinks

Before you can extract game-changing insights from your call data, you need to understand the engine you’re working with. Asking Gong isn’t like querying a traditional database with rigid SQL commands. It’s a conversation. You’re interacting with a sophisticated AI that’s been trained on millions of hours of sales conversations, and its core strength lies in its ability to understand intent, not just keywords. This shift from rigid querying to natural dialogue is what makes the platform so powerful, but it also requires a new way of thinking about how you ask for information.

The Power of Natural Language Processing (NLP)

At its heart, Ask Gong is powered by advanced Natural Language Processing (NLP). Think of it less as a search bar and more as a highly experienced sales analyst who has listened to every call in your library. This technology doesn’t just match the word “competitor” in a transcript; it understands the context of a competitor being mentioned, whether it was a direct comparison, a customer question, or a rep’s proactive mention.

Here’s what that means in practice:

• Sentiment Analysis: The AI can differentiate between a customer saying, “We’re also looking at your competitor, Acme,” (neutral/informational) and “Your competitor, Acme, seems to have a better solution for this” (objection). This nuance is critical for accurate analysis.
• Topic Identification: It groups related concepts automatically. If you ask for “pricing concerns,” it will also find conversations about “cost,” “budget,” “investment,” and “ROI” without you having to list every possible synonym.
• Conversational Context: It remembers the flow of the call. It understands that an objection raised in the discovery phase might be resolved later in the demo, allowing you to track how your team overcomes specific hurdles.

This is why you can ask complex, multi-part questions and get coherent answers. The AI understands the relationships between ideas, not just the presence of words.

Defining Your Objective: The First Step to a Great Prompt

The single biggest mistake users make with Ask Gong is approaching it with a vague sense of “I need some data” and typing in a broad, unfocused question. The quality of your output is a direct reflection of the clarity of your input. Before you type a single character, you must have a crystal-clear objective. Are you trying to coach a specific rep on their discovery skills? Are you trying to understand why deals are stalling in the negotiation phase? Or are you looking for broad market trends to inform your sales playbook?

Ask yourself:

• Who is this for? (A specific rep, the entire team, a sales manager, the product team?)
• What decision will this inform? (Coaching, process improvement, product feedback, competitive strategy?)
• What does “success” look like? (A list of top objections, a summary of competitor mentions, a coaching moment timestamp?)

For example, instead of asking, “What are customers saying about our new feature?” a better objective is, “I need to understand if our new ‘Automated Reporting’ feature is actually resolving the ‘time-consuming analytics’ objection we used to hear.” This clarity gives the AI a specific problem to solve, leading to a far more actionable result.

Key Prompt Components: Context, Action, and Format

Once your objective is set, you can structure your prompt for maximum clarity. The most effective prompts follow a simple but powerful framework: Context, Action, and Format (CAF). This structure removes ambiguity and tells the AI exactly what data to pull, what to do with it, and how you want to see it.

1. Context (The “Where”): This sets the stage. You’re telling Gong the specific universe of calls to pull from. This is where you define the parameters. Are you looking at deals won or lost? A specific date range? A particular sales stage? Only enterprise deals?

   • Examples: “In calls with VPs of Engineering from Fortune 500 companies in Q2 2025…” or “From all lost deals in the last 90 days…”

2. Action (The “What”): This is the core of your request. What specific information do you want the AI to find, analyze, or summarize? Be precise. Use strong verbs.

   • Examples: “…identify all instances where our implementation timeline was questioned…” or “…list the top 3 pricing objections and provide a direct quote for each…” or “…summarize the key business drivers mentioned by prospects…”

3. Format (The “How”): This is the final instruction that packages the output for you. How do you want to consume this information? A bulleted list is often best for quick scanning, but a table is great for comparing data points, and a paragraph summary is useful for getting a high-level overview.

   • Examples: “…present the findings as a bulleted list.” or “…organize this into a two-column table with ‘Objection’ and ‘Winning Rep Response’.” or “…provide a 3-sentence summary of the key takeaway.”

Golden Nugget (Insider Tip): The most powerful prompts often chain these components. You might start with a broad context, ask for a specific action, and then ask the AI to perform a second action on the results. For instance: “In all calls with enterprise clients this quarter, identify every mention of our competitor ‘Apex.’ Then, categorize those mentions as either a direct comparison, a customer question, or a rep-led mention.” This multi-step instruction allows you to perform sophisticated analysis in a single query, turning a simple question into a comprehensive research project.

Section 1: The Ultimate Prompt Library for Sales Managers & Leaders

Knowing you can ask Gong a question is one thing; knowing the right questions to ask to drive revenue is what separates good managers from great ones. A generic query might give you a generic answer, but a well-crafted prompt acts like a surgical instrument, extracting the exact insight you need to make a critical decision. The difference between asking “How are we doing against competitors?” and “What are the top 3 objections competitors are using against us this month?” is the difference between a vague feeling and an actionable strategy.

This library is designed to be your playbook. These aren’t just prompts; they are proven investigative frameworks that I’ve used to diagnose deal health, expose market threats, and scale coaching across entire teams. Think of them as your starting point. Use them as-is, or better yet, adapt them to your specific market and sales cycle.

Uncovering Competitive Intelligence & Market Positioning

Your sales team is on the front lines, hearing real-time feedback about your competitors every single day. The problem is, that intelligence is often lost in a sea of unstructured call data. These prompts turn that data into a strategic advantage, allowing you to see how competitors are positioning themselves against you and where your own messaging needs to tighten up.

• The Objection Analysis Prompt: What are the top 5 objections competitors are using against us in the last 60 days? Group them by competitor name and provide 2-3 direct call quotes for each. This is your early warning system. It moves beyond “they said we were too expensive” to revealing the specific pricing models or value propositions competitors are using to undercut you. You can then arm your team with targeted counter-arguments.

• The Differentiator Deep-Dive Prompt: Summarize the key differentiators customers mention when discussing [Competitor X]. Focus on features or benefits they perceive as superior to our offering. This prompt helps you understand your competitor’s perceived strengths in the eyes of the customer. If you consistently hear that their UI is “cleaner” or their integration is “easier,” you have a clear mandate for your product and marketing teams.

• The Win/Loss Analysis Prompt: Analyze all won and lost deals from Q2. Create a table showing the competitor mentioned in each lost deal and the primary reason for loss as stated by the prospect. This provides a hard-data view of your competitive landscape. You might discover you’re losing 80% of deals to one specific competitor because of a feature gap you weren’t aware of. This is how you stop guessing and start strategizing.

Golden Nugget (Insider Tip): Don’t just analyze your losses. Use the prompt List all deals where we won against [Competitor X] and pull the exact phrase the customer used to describe our key advantage. This gives you the verbatim language that resonates with your ideal customer profile. Feed this language directly into your team’s battle cards and discovery scripts. You’re not just finding weaknesses; you’re finding the words that win.

Analyzing Deal Health & Forecasting Accuracy

A bloated pipeline is a sales leader’s nightmare. It creates a false sense of security and wastes valuable resources. These prompts help you cut through the noise and get a brutally honest assessment of which deals are real and which are just wishful thinking, leading to more accurate forecasting and a more focused team.

• The Deal Blocker Identifier Prompt: Show me all active deals where the words 'legal,' 'contract,' or 'procurement' were mentioned as a blocker in the last 90 days. List the deal owner, the amount, and the date of the call. This is your pipeline hygiene tool. It instantly surfaces deals that are stuck in legal review, allowing you to proactively engage with your legal team or coach your reps on how to navigate these late-stage hurdles before they kill the deal at the 11th hour.

• The Engagement Ratio Prompt: Compare the average talk-to-listen ratio for reps in won deals versus lost deals during the discovery stage. Break it down by rep. This is a powerful coaching metric. A high talk-to-listen ratio in discovery often indicates a rep is pitching instead of listening. This prompt gives you the data to show reps, objectively, that their peers who listen more tend to win more. It turns a subjective coaching point into an undeniable fact.

• The Champion Confirmation Prompt: In all deals marked as Commit in our forecast, find calls where the rep explicitly asked the contact to confirm their internal selling process or next steps. Flag any deal where this question was not asked. This prompt helps you stress-test your forecast. A deal without a confirmed champion and a clear internal process is a deal at risk. This simple query can instantly reveal which “commit” deals are based on hope versus a concrete plan from your internal advocate.

Coaching & Onboarding at Scale

The biggest challenge for sales leaders is scaling their coaching. You can’t listen to every call, but you can use AI to listen to all of them and surface the most critical coaching moments for your attention. These prompts help you build a culture of continuous improvement, even with a rapidly growing team.

• The Discovery Failure Prompt: List all calls where a prospect mentioned a clear pain point or problem, and the rep did not ask a follow-up discovery question. Provide the timestamp for each instance. This is a goldmine for one-on-one coaching. Instead of listening to an hour-long call, you can jump directly to the moment a rep missed an opportunity. It’s perfect for new hires who are still learning the rhythm of a great discovery call.

• The Best Practice Extraction Prompt: Analyze calls from our top 10% of performers during the discovery stage. What are the 5 most common phrases or questions they use when a prospect mentions a budget constraint? This is how you codify success. Instead of guessing what your best reps do differently, this prompt extracts their winning language. You can then turn these phrases into a “Best Practices” document for the rest of the team, effectively cloning the behavior of your top performers.

• The Onboarding Accelerator Prompt: Compare the call structure of a new hire's first 10 calls against the call structure of a top performer's last 10 calls. Highlight key differences in the first 5 minutes of the call. This helps you pinpoint exactly where a new rep is struggling. Are they not building rapport? Skipping the agenda? Jumping into a pitch too early? By providing specific, data-backed feedback early on, you can dramatically shorten the ramp time for new team members.

Section 2: Advanced Prompts for Individual Reps to Self-Coach

How much of your last sales call was spent listening versus pitching? If you can’t answer that with data, you’re leaving money on the table. The most successful reps I’ve coached don’t just feel like they had a good call; they know because they have the data to prove it. This section is your personal playbook for using Gong to move from guesswork to precision coaching. You’re about to learn how to analyze your own performance with the same ruthless objectivity as your manager, but on your own terms.

Mastering Discovery & Qualification

The foundation of any closed-won deal is a rock-solid discovery process. It’s not about finding a budget; it’s about uncovering a problem so painful that not buying from you is simply not an option. Use these prompts to dissect your discovery calls and ensure you’re digging deep enough.

• “On my last call with [Prospect Name or Company], what specific pain points did the prospect mention, and which ones did I follow up on with a ‘why’ question?” This prompt forces you to move beyond surface-level problems. A prospect saying “we need to improve efficiency” is a symptom. Your job is to find the disease. By asking Gong to identify the pain points you didn’t probe deeper into, you get a direct list of your missed opportunities. I once used this on a rep’s call and found they had ignored a goldmine: the prospect mentioned a “messy manual process” three times, and the rep never asked what the downstream consequences of that mess were. That was the real pain.

• “Did I effectively qualify the prospect against the BANT framework in my last call? If not, where were the gaps?” Instead of just hoping you covered all your bases, this prompt gives you a clear, unbiased audit. It will pinpoint if you missed the budget conversation, didn’t uncover their decision-making process, or failed to establish a clear timeline. This is about creating a self-scoring rubric for your calls. The goal isn’t to be a BANT-robot, but to ensure you have enough information to accurately forecast the deal and build a compelling business case.

• “Summarize the prospect’s stated business goals from my last discovery call. Then, identify any potential misalignment between those goals and the solution I proposed.” This is a powerful check against “solution-selling” too early. It’s easy to get excited and start pitching when you hear a familiar problem, but this prompt checks if the solution you proposed actually maps to the goals the customer articulated. It helps you catch moments where you solved for the wrong problem, ensuring your follow-up is perfectly aligned with what they’re actually trying to achieve.

Handling Objections & Negotiating Price

Objections aren’t rejections; they’re requests for more information. But only if you handle them correctly. These prompts turn your Gong call library into a personal objection-handling dojo.

• “What was my exact response when the prospect said ‘it’s too expensive’ on my last call? What was their immediate reaction to my response?” This prompt does two things: it forces you to confront your own words without the fog of memory, and it analyzes the prospect’s reaction. Did they sound convinced, or did they just move on to the next objection? I’ve seen reps think they handled a price objection perfectly, only to realize from the transcript that the prospect’s next sentence was, “I’m still not sure it’s worth it.” That’s a clear signal your value proposition didn’t land.

• “Identify the top three moments on my last call where I could have better articulated our value proposition in the context of the prospect’s specific pain points.” Value is in the eye of the beholder. This prompt connects your generic value statements to the prospect’s unique world. It will pull out the exact timestamps where you could have said, “This feature helps with efficiency,” and replaced it with, “This feature will eliminate the 10 hours your team currently spends on manual data entry every week, which you mentioned is causing reporting errors.” This is how you transform a feature dump into a compelling business case.

• “Analyze my last negotiation call. Did I use anchoring techniques effectively? Did I present pricing with confidence and silence afterward?” Negotiation is a science. This prompt helps you audit the micro-skills that separate amateurs from pros. It checks if you set the first number (anchoring), and more importantly, it checks for the dreaded “filler talk” after you state the price. The silence after stating the price is where the deal is often won or lost. Gong can detect that silence and show you if you caved and started talking too soon.

Improving Talk Tracks & Call Structure

Your performance on a call isn’t just what you say, but how you say it and for how long. These prompts give you the objective metrics you need to refine your delivery and structure.

• “What was my talk-to-listen ratio on my last call? How does it compare to the top 10% of reps at my company?” This is the ultimate humility check. Most reps vastly overestimate how much they listen. A 70/30 talk-to-listen ratio is a pitch, not a conversation. Top performers often flip this to 30/70. Seeing this number in black and white is the first step to changing your behavior. Your goal should be to make the prospect do most of the talking; they’re the ones with the problem, after all.

• “Generate a summary of my opening statement from my last three calls. Suggest three specific improvements for clarity, impact, and agenda-setting.” The first 60 seconds of a call determine its trajectory. A weak opening leads to a weak call. This prompt acts as your personal speech coach, analyzing your opening for fluff, lack of a clear agenda, or a weak value statement. It will help you transform a rambling “Hi, how are you?” into a crisp, confident, and value-driven start that earns you the right to the rest of the call.

• “Identify the three longest monologues I delivered in my last demo. For each one, suggest a more effective, question-based alternative to drive engagement.” We all have our favorite “talk tracks” that we deliver on autopilot. This prompt shines a light on your longest ones, forcing you to confront whether you’re lecturing or conversing. It will help you break the habit of long-winded explanations and replace them with engaging, Socratic-style questions that keep the prospect involved and help you confirm their understanding and interest in real-time.

Section 3: Strategic Applications for Sales Enablement & Marketing

The goldmine of intelligence hidden within your sales conversations isn’t just for coaching reps. When you strategically query your Gong data, you can directly fuel your entire revenue engine, from the messaging Marketing crafts to the training Enablement builds. Instead of relying on quarterly surveys or gut feelings, you can get definitive answers about what truly resonates with your buyers. This is how you stop guessing and start building a data-driven GTM strategy.

Think of your Gong library as the world’s most valuable focus group. Every single call is a data point on what your customers care about, what language they use, and what makes them buy. By using targeted prompts, you can aggregate these individual data points into powerful strategic insights that sharpen your competitive edge and accelerate deal velocity.

Identifying Winning Value Propositions & Messaging

Your marketing team spends weeks crafting the perfect value proposition, but are your sales reps actually using it in the field? And more importantly, does it work? Instead of asking for anecdotal feedback, you can query your call data to find out exactly which messages are moving deals forward. This allows you to codify what works, discard what doesn’t, and ensure your entire team is leading with the most compelling narrative.

Here are the prompts to extract those winning messages:

• Prompt 1: “What are the top 5 value propositions mentioned by reps on won deals in the last 90 days?” This query cuts through the noise. It doesn’t just tell you what your team thinks is important; it tells you what messaging is actually correlated with closed-won business. You might discover that “ease of integration” is the real winner, even though your website heavily features “advanced analytics.” This insight allows Marketing to realign website copy, sales collateral, and ad campaigns to reflect the language of your most successful deals.

• Prompt 2: “Which case studies or customer logos are mentioned most frequently by our top 10% of performers?” Generic case studies often fall flat. This prompt reveals the specific social proof that your best reps rely on to build credibility. You might find that your Enterprise AEs consistently reference a Fortune 500 client, while your Mid-Market team finds more success with a fast-growing tech startup. This is a gift for your Enablement team. They can now create tailored “battle cards” with specific case studies for each segment, arming reps with the most relevant proof points for their specific audience.

Golden Nugget (Insider Tip): Don’t just look at what’s said—look at when it’s said. Run a follow-up prompt: “In the same won deals, at what stage (e.g., Discovery, Demo, Technical Review) were these value propositions first mentioned?” This reveals the narrative arc of a winning deal. You might find that top performers introduce the core value proposition in the first 10 minutes, framing the entire conversation, while struggling reps wait until the demo to mention it. This insight is pure gold for building a world-class sales playbook.

Uncovering True Customer Pain Points & Use Cases

Your customers often tell you what they think you want to hear in surveys. But in a raw sales conversation, when they’re trying to solve a real problem, their language is unfiltered and authentic. This is where you find the raw, unpolished truth about their challenges and how they envision using your product to solve them. This data is the antidote to building features nobody wants or writing marketing copy that doesn’t connect.

Use these prompts to get to the heart of your customer’s reality:

• Prompt 1: “What are the top 10 recurring challenges mentioned by prospects in the manufacturing industry this quarter?” This prompt moves you beyond a generic “pain point” list and into industry-specific nuance. You might discover that for your manufacturing clients, the primary pain isn’t just “efficiency,” but something far more specific like “downtime caused by supply chain delays” or “labor shortages on the assembly line.” Your product marketing team can now create hyper-targeted content—like whitepapers, blog posts, or webinar topics—that speak directly to these specific, high-value problems.

• Prompt 2: “Summarize the most common use cases for our product mentioned in Q3, grouped by company size.” This is how you find your product-market fit in the wild. You may have built your software for a specific use case, but your customers are using it in ways you never imagined. Perhaps SMBs are using your enterprise-grade reporting feature to simplify their weekly KPIs, while Enterprise clients are leveraging your API for custom integrations. This insight is critical for your product team’s roadmap and for your marketing team to expand their messaging into new, untapped verticals.

Golden Nugget (Insider Tip): Pay close attention to the analogies and metaphors your prospects use. Prompt the AI: “What analogies or comparisons do prospects use when describing their current process or problem?” If you hear “It’s like trying to bail out a boat with a thimble” or “We’re basically using a spreadsheet as a band-aid,” you’ve struck gold. These are the exact phrases you should steal for your landing page headlines and sales emails. They build an instant connection because they’re the customer’s own words.

Improving Sales Enablement Content & Training

The best sales enablement is proactive, not reactive. Instead of waiting for reps to come to you with problems, you can use Gong data to anticipate their needs and build resources that solve problems before they even happen. This is how you build a scalable, data-driven enablement program that actually gets used.

These prompts help you build a curriculum based on reality, not theory:

• Prompt 1: “What are the top 5 questions that prospects ask during the demo stage across all deals in the last 60 days?” This prompt is a content-creation machine. The answers are your FAQ page, your battle card, and your training module, all in one. If you consistently hear, “How does this integrate with Salesforce?” or “What does your onboarding process look like?”, you can build a pre-recorded video, a one-page PDF, or a slide in your standard deck that addresses these questions head-on. This empowers reps to answer confidently and efficiently, turning a common objection into a moment of trust.

• Prompt 2: “Which competitor is mentioned most often in the first 10 minutes of a call?” This tells you who you’re really fighting against in the initial stages of the sales cycle. It might not be the competitor you see on the final proposal. If you hear “We’re currently looking at [Competitor X]” in the first 10 minutes, that’s your signal. Your Enablement team can now build a “Competitive First-Strike” kit. This kit shouldn’t be a 20-page comparison doc. It should be a simple, one-page guide on how to tactfully and effectively position your solution against that specific competitor at the very beginning of the conversation.

Golden Nugget (Insider Tip): Use AI to identify coaching moments at scale. Prompt: “Scan all calls from reps who are at 75% of their quota. Identify the top 3 phrases or keywords they use that are not used by reps at 125% of their quota.” This is next-level coaching. You might find that struggling reps consistently use passive language like “I think” or “maybe,” while top performers use confident, directive language like “You will see” or “Our platform does.” You can then build a specific training module on “Power Words” and track its impact on team performance.

Section 4: Best Practices for Crafting High-Impact Gong Prompts

The difference between a Gong power user and someone who gets frustrated with Ask Gong often comes down to one thing: the quality of the question. You can have the most sophisticated AI-driven conversation intelligence platform at your fingertips, but if you ask it a lazy question, you’ll get a lazy answer. Think of it less like a search engine and more like a junior analyst who has perfect memory of every conversation but needs clear, specific direction to produce a valuable report. Getting this right isn’t about learning a complex new language; it’s about applying a few core principles to transform your queries from vague requests into precision tools for revenue growth.

Be Specific, Not Vague: The Power of Detail

The single most common mistake people make with Ask Gong is asking questions that are too broad. The AI will always try to give you an answer, but without guardrails, it might surface irrelevant anecdotes or a summary so general it’s useless for decision-making. Specificity is your best friend. It’s the difference between getting a haystack and getting the needle.

Let’s look at a practical comparison:

A Vague, Low-Impact Prompt: "What are our main competitor mentions?"

This prompt will likely return a messy list of every competitor name dropped across all your calls, with no context on whether it was a win, a loss, a major deal, or a tiny opportunity. It’s data, but it’s not insight.

A High-Impact, Specific Prompt: "List all mentions of 'Salesforce' in deals over $50,000 that were lost in Q2. For each mention, provide the exact quote and the outcome of the call."

Now you have a focused, actionable report. You’re not just seeing that competitors are mentioned; you’re seeing exactly how they are mentioned in the context of your most significant losses. This allows you to pinpoint specific feature gaps, pricing objections, or competitive FUD (fear, uncertainty, and doubt) that is actually costing you deals. The extra detail in your prompt acts as a powerful filter, ensuring the output is immediately useful for your sales enablement or product teams.

Using Filters and Timeframes Effectively

While natural language is the beauty of Ask Gong, don’t forget the power of Gong’s native filters. The most effective prompts often blend a conversational question with structured filter parameters. This combination allows you to slice and dice your data with surgical precision, moving beyond broad trends to find the exact moments that matter.

Imagine you want to understand how your team is handling a new pricing model you introduced last month. A simple prompt like "What are reps saying about our new pricing?" might work, but you can get a much richer answer by layering in context.

Consider this approach: "Analyze calls from the last 30 days. Focus on deals where the 'New Pricing Model' tag was applied. What are the top 3 questions prospects are asking about the per-seat cost, and which rep responses are most effective at moving the conversation forward?"

This prompt is powerful because it combines:

• A Timeframe: “last 30 days” ensures you’re analyzing recent behavior.
• A Deal Filter: The “New Pricing Model” tag isolates the exact scenario you care about.
• A Specific Focus: It directs the AI to look for questions and effective responses.

By using this hybrid method, you’re not just asking for information; you’re directing the AI to analyze a specific, pre-filtered dataset and deliver a strategic summary. This is how you get from raw data to a playbook update in minutes, not hours.

Iterate and Refine: The Conversational Approach

Don’t expect to get the perfect answer on your first try. The most successful Gong users treat Ask Gong like a conversation with a knowledgeable colleague. Your first prompt is a starting point, not a final command. The real magic happens in the follow-up questions, where you drill down, clarify, and explore the edges of the data.

Let’s say your first prompt is: "What are the most common objections in our enterprise deals?"

The AI might return a list like “Price,” “Timeline,” and “Security.” This is a good start, but it’s not actionable. Now, you start the conversation:

• Follow-up 1 (Drill Down): "Okay, for the 'Price' objection, show me the specific phrases prospects use when they bring this up." This might reveal they aren’t just saying “it’s too expensive,” but “we don’t have budget for a new initiative this quarter.”
• Follow-up 2 (Compare): "Now, compare the win rate for calls where the 'Price' objection was raised versus calls where 'Timeline' was the main objection." This helps you prioritize which problem to solve first.
• Follow-up 3 (Find Best Practices): "From the deals where price was an objection but we still won, what was the most common rep response?" This is how you find the gold—your top performers’ winning strategies.

This iterative process turns a static query into a dynamic discovery session. You’re guiding the AI, asking it to compare, contrast, and synthesize, which ultimately uncovers the nuanced insights that drive real performance improvements.

Combining Multiple Concepts for Deeper Insights

Once you’re comfortable with the basics, you can start combining these techniques to ask incredibly powerful, multi-part questions. This is where you move from simple analysis to strategic forecasting and playbook creation. By asking the AI to perform several tasks at once, you can uncover complex relationships in your data that would be nearly impossible to spot otherwise.

For example, let’s combine geography, deal size, and win/loss analysis:

"Analyze all calls from the EMEA region in Q1. Break down the top 5 objections for deals under $20k versus deals over $100k. For the deals under $20k that we won, what are the two most common rep responses that seemed to overcome the primary objection?"

This single prompt accomplishes several things:

1. Geographic Segmentation: It isolates the EMEA market.
2. Deal Size Comparison: It contrasts the challenges of SMB vs. Enterprise.
3. Win Analysis: It filters for successful outcomes.
4. Best Practice Extraction: It identifies the most effective responses for a specific scenario.

The result isn’t just a list of objections; it’s a data-backed playbook for your EMEA team on how to handle small deal objections, tailored to your actual wins. This is the kind of strategic insight that elevates your coaching from generic advice to specific, proven tactics.

Conclusion: Transforming Your Sales Strategy with AI

You’ve moved beyond simply collecting call recordings to actively mining them for strategic gold. The true power of leveraging AI tools like Ask Gong isn’t just in answering a single question like, “What are our top competitors’ pricing objections this month?” It’s about fundamentally shifting your team’s operating system from gut feelings to a data-driven culture. Every conversation becomes a data point that informs your playbook, sharpens your messaging, and refines your coaching. This is how you stop reacting to the market and start leading it.

From Data Points to a Data-Driven Culture

The key takeaway is that AI-powered analysis transforms your call library from a passive archive into an active asset. Instead of relying on anecdotal evidence from a few recent calls, you can now identify patterns across hundreds of conversations with empirical certainty. This creates a continuous feedback loop where your strategy evolves based on what your customers are actually saying, not what you assume they’re thinking. You’re no longer just a manager; you’re a strategist armed with an unfiltered view of your market’s needs and hesitations.

Your First Actionable Step

The best way to understand this shift is to experience it firsthand. Don’t let this be theoretical. Your first step is simple: pick one prompt from this guide and run it on your last 10 calls. For example, try: “What are the top 3 questions prospects asked about our implementation process?” Share the summary with your team in your next meeting. The immediate clarity and actionable insights you generate will be the most powerful argument for adopting this approach.

The Future of AI in Sales Conversations

Looking ahead, this technology will only become more indispensable. We’re moving toward AI that can not only analyze past conversations but also provide real-time coaching during live calls—suggesting the perfect question to ask when it senses a prospect’s engagement dropping. The competitive edge will belong to the sales organizations that embrace this evolution, using AI not to replace human connection, but to amplify it with unprecedented precision and insight.

Critical Warning

Frequently Asked Questions

Q: How does Gong’s AI understand sales conversations

Gong uses Natural Language Processing (NLP) to analyze context, sentiment, and topics, allowing it to understand intent rather than just matching keywords

Q: Can I use these prompts for competitor analysis

Yes, specific prompts can track competitor mentions, win/loss rates against them, and the specific objections raised by rival sales teams

Q: Who benefits most from using Ask Gong

While reps use it for self-coaching, sales leaders and revenue operations teams gain the most value by identifying macro-trends and coaching gaps across the entire organization