In this week's GTM Insider snippet, Rory catches up with Lesley Ronaldson, VP EMEA at Gong, to talk about the importance of tight account planning – and how using trumpet has accelerated their deals and improved stakeholder engagement.
Lesley highlights great selling isn't just about managing your pipeline – it's about managing the people inside it. And that starts with having a clear stakeholder map.
"Thanks to trumpet, not only are we giving our customers a really good buying experience, but we have the right folks in seat to help close the deal."
By leveraging trumpet's tools, Gong has been able to:
- Streamline how sellers map accounts
- Personalise outreach based on real decision-making structures
- Accelerate deal cycles by engaging the right people, faster
Previously, Lesley explained, sellers would often assume personas – guessing who the champions, blockers, or signers were. Now, with trumpet’s stakeholder mapping, they have a clear visualisation of every key player in the deal.
"Before, you would've had sellers assuming personas in the deal. With trumpet, I can say, 'Guys, you've missed that person here — they're either a champion, a blocker, or the signer.' That's been really helpful."
The results?
- Faster deal velocity
- Stronger buyer engagement
- Higher win rates
- More confident, strategic selling
Lesley’s team now uses trumpet not only to create better buying experiences but also to strengthen internal deal strategy, ensuring no key stakeholders are missed and no opportunities are lost in the chaos of a modern buying committee.
If your account plans still live in a spreadsheet or rely on guesswork, you’re missing a huge opportunity. Tools like trumpet don't just make sales easier — they make them smarter.
Listen, read and explore
🎙 Listen and read the full episode of the GTM Insider Podcast with Lesley Ronaldson here.
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