Insights from Sales & GONG: what's your process?


Userlevel 4
Badge +5

ProductBoard’s multiple integrations make it insanely easy to have a higher quantity of well-documented insights than anything I’ve experienced in the past. That’s obviously wonderful. The challenge I’m running into already is that Gong is a source of gold, and a time sink. As we add more reps and we add more demos, it’s consuming a lot of time. On the flip side, asking our sales team to pick and choose what things they push to PB leaves a lot on the table, and removes time from their revenue generating activities. Also, massive confirmation bias comes into play.

What process have you found that helps balance time with the great information prospects give you on their calls with the sales team?


4 replies

Userlevel 7
Badge +13

@gavin one suggestion from my experience, is that sales people do what they are incentivized to do. So if the priority is to get on the next call, feedback will always take a back seat. One of the greatest changes your organization can make isto align the value of feedback to the value of your product and to incentivize the right behaviours in all of your teams. Helping the sales team understand that everyone is empowered to share their learnings is key as well as helping them understand how that feedback is used to build the products that matter to your customers (and prospects) that they eventually sell to. In short, product management is a team sport and everyone has a position to play.

Userlevel 3
Badge +2

Is there any sort of filtering built into the Gong <> Productboard integration or does Gong just send anything and everything to Productboard? We haven’t turn this integration on yet, so just curious how Product teams have operationalized Gong data. Thanks in advance :) 

Userlevel 7
Badge +13

@Hannah ODonnell the Gong integration allows you to select snippets from the transcript and push that to Productboard as a note. Details on Gong’s support page (they’ll also be best to speak to as they developed the integration).

Userlevel 3
Badge +2

Thank you @scott.baldwin !!! 

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