What’s your best piece of advice for getting stakeholder buy-in?

  • 15 March 2023
  • 2 replies
  • 44 views

Badge +1

After completing this certification, and getting first hand experience using Gong, I can see the first hand benefits of using this platform for all roles in revenue operations functions. Speaking from experience, my company recently made the switch from Chorus to Gong, and have thoughts on getting stakeholder buy-in.

One of my biggest pieces of advices for getting buy-in and hyping up the team for a tool change is to commit to gathering feedback. Get a group of power users together that are tech savvy and maybe have used Gong in the past. Collect feedback from these folks as they are going to have key insights into how the changes can work across the org. Collect feedback often from stakeholders throughout the rollout process (people want their feedback heard, even for small changes). 

This way, you can build trust, address concerns early, and demonstrate a commitment to making Gong for everyone involved.


2 replies

Badge +2

Our biggest reason for purchasing Gong was the detail in which we could capture the conversations without manual intervention.  By adding the custom keyword alerts we were able to really dive into what was success or not, and find trends within it.

Coupled with the ease of use and price point, it was an easy decision.

When it comes to obtaining stakeholder buy-in for a new tool, there are 3 key steps that need to happen.
 

  1. Understand the company objectives and the KPIs to support those areas. 
  2. Identify the goals, focus areas and KPIS of the sales/revenue department that roll up to the company objectives.
  3. Put to together a compelling ROI to show how quickly this tool will not only pay for itself, but at what point it will begin to generate revenue through various sales metrics (for example, decreasing time to close, increasing IC to Opp conversion, improve forecast accuracy, increase deal size, etc)


Once you have identified all this key information, present it to your champion or a senior leader that you have a good relationship with in order to obtain feedback. Once you do that, ask him what other individuals you should present this information to (to obtain more buy in) before presenting it the final decision maker within your organization.

By the time you present your recommendation on the new tool to the decision maker using the approach above, it should be a no brainer. 

Reply