12 Days of Gong: How iWave’s Director of Training and Enablement Barbara Stacey uses Gong Initiative Boards to roll out and track new product messaging

🎶 On the eighth day of 12 Days of Gong, the Visioneer Community gave to me…

…Gong Initiative Board best practices from Barbara Stacey! 🎶

In this video, @Barb S shares how she used Gong Initiative Boards to strategically roll out new product messaging at iWave.

The challenge: 

• Understanding how teams were adopting new messaging
• Understanding how the messaging was being delivered in the field
• How the messaging was landing and if there was a need for course correction

The workflow: 

• Goal: 
  • 20-30% adoption in first week 
  • 40-50% adoption rate in 3 weeks
• Create keyword trackers aligned with product name and three components of sales pitch
• Create Streams and bucket calls by department to find calls when new messaging was mentioned
• Celebrate successes in Slack channels so people could hear what “good” sounded like
• Create alerts for calls without any mention of the new product and share with leadership daily

The results: 

• 40% adoption rate within first week 
• 52% adoption rate within three weeks
• Learned that pricing wasn’t landing well with customers - implemented a discount towards the end of Q4

Barbara’s favorite holiday tradition: Delivering plush toys with her kids to their local fire department for children who are displaced due to fires during the holiday season. 💜

Thanks so much to Barbara for sharing her story! Be sure to check out all of the live episodes of 12 Days of Gong here!