Stakeholder Buy-in "3 step"

  • 2 January 2023
  • 4 replies
  • 76 views
Partnerships Pete
Userlevel 2
Badge +1

I’ve found the best method for getting stakeholder buy-in is the following 3-step process:

 

1 - Overcome common rep objections

 

Share Gong’s value in initial communications including- 

 

  • call transcripts alleviate traditional note taking

  • prep your next call from Gong’s record of prospect’s main questions

  • Gong tracks every action item for complete follow-up

  • Reps can listen to calls from top reps to learn what good sounds like


 

2 - Have executive leadership bridge the gap

 

Work with an executive leader commit to the following 3 items in the first 30 days-

 

  • record and share a Loom video about goals with Gong and how it can help reps and managers

  • attend team meetings to voice support

  • share proof (we’ve been lucky that leaders have used Gong in the past and shared those experiences)

 

3 - Author a living document with the A-team (tech admin, champions, FLM, exec) -

 

We’ve called this document a Joint Success Plan (JSP) in the past. The JSP that acts as a collection point of mutually agreed upon - 

 

  • Business Challenges

  • Product Goals

  • Launch / Relaunch Timeline

  • Program Manager Responsibilities 

  • Stakeholder Responsibilities

  • Communication Plan

 

We find that stakeholders who participate in co-authoring the JSP have far greater initial outcomes and follow through success.

Partnerships Pete at rampant.cloud

4 replies

Molly Kipnis
Userlevel 6
Badge +1

This is fantastic @Partnerships Pete! Thanks for taking the time to share this incredible detailed post. 

Andrea Ihara
Userlevel 3
Badge +2

Thanks Pete. This is insightful. Our dilemma is a bit different, as we implemented Gong quite a while back. Our leaders all agree that Gong is invaluable, yet they do not engage the tool to its fullest, and some reps (this is primarily an EMEA problem) are just shutting off the recorder with no valid reason why. I’m working on our call library, our SMART trackers, and our MEDDPICC trackers to continue to add new ways to use the information available with Gong. I also want to start a weekly Gong call review program, as the Sales Leaders just aren’t taking the time to do this. 

 

I think its a bit like a new car. There is great excitement initially, and whereas the love of the car remains, it just becomes a part of your life, and you stop using all the features the car has to offer, and just settle into what you need to use.

 

I want to fully detail that car and get it shiny, and new again. 

Andrea H Ihara
Partnerships Pete
Userlevel 2
Badge +1

“You get a car, you get a car, you get a car!!” - Oprah

Love the shiny, new car analogy, Andrea :)))

I’ve been stuck in this spot. Here’s some questions that I asked myself so we could re-engage the process:

  1. What is it that leaders find invaluable today that can be “tripled down” on now? 
  2. Are there any blockers for the reps that disconnect in EMEA (feeling there are consent issues, etc)?
  3. Who are the Executive and Frontline Managers who could help re-build groundswell?

It sounds like you have a solid grasp of your instance and maybe a few extra strategies could drive great adoption in 2023.

If not though, have you considered the idea of a “Re-launch” to help you drive the kind of adoption you’d like to see?

Let’s get that car nice and shiny, right?! 

Partnerships Pete at rampant.cloud
M

Thanks, Pete for sharing some amazing advice.

 

I really liked the part of adding a Re-Launch as well.

Reply


Terms & ConditionsCookie settings