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

  • 18 December 2023
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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
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🎶 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!


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