Role Plays
The most important step of any role play to build credibility and offer relevant insight.
What is preparation?
Personalized relevant email, phone call, "Take 2" email, phone call and final "My Bad" email.
What is the Gartner Five Touch Campaign?
Tool that helps AEs track the conversation with potential clients from CO, MCP, Initiatives, Problems, Solutions and Close.
What is the GCS Qualification Meeting Roadmap?
Raj Lota, Jason Cedrone and Susan Cunningham
Who are the guest speakers we talked with in the second and third week of academy?
The Audience.
What is our product?
Into - CO - MCP - Problem - Solution - Close
What are the steps in the Qualification Meeting?
Analysts, Attendees, Conferences and Access
What is Gartner's Value Proposition?
This shows client spend (research, conference spend, other business units/regions they spend with).
What is Orgbase?
Raj Lota
Who is the Program Director for Conferences that we spoke with on 7/25?
Expert Insight, Like Minded Peers and Access to Vendors - goal to learn, analyze,compare and decide.
Why do attendees come to conferences?
Standard Solution, Uncovering Power and Mutual Plan
What is the Capability Alignment Close?
Brand Awareness. Traffic Drivers, Speaking Engagements, Targeted Engagements, Technology in Action and Market Leadership
What are the Additional Value Driver Categories?
Tool that shows Events Sales Inventory by Customer (Which specific events they attend / history / AVD / geographies).
What is Client Connect?
Suzanne Cunningham
Who is the Director of Conference Marketing?
"When you do the right things, great results always follow."
What does Gene Hall say?
Roles, Titles, Region/Geography, Size of Clients, Verticals, Average Deal Size, Sales Cycle, Conversion Ratio, Demo Costs and Cost of Client Acquisition
What are the most critical questions to ask on Qualification Call to set AE up for the ultimate success on the Capability Alignment call?
AEs set the stage, agenda and the prospect understand that they will be meeting to move forward in sponsorship. Might set analyst meeting. Make sure they understand the flow of the conference. They plan the event for them based around their product. Even if the program is not their fit, they can still get the understanding of the conference.
What are best practices for VIP Prospecting Program?
Preparation and Conversion Tool that is a must to plan for calls and outline the process throughout the sales process.
What is the PACT Tool?
Jason Cedrone
Who is the Senior Director of GEPS?
Globally Consistent Execution - PE90 Strategy, Drive High Quality Activity and Sell the Portfolio - THINK BIG
What is Gartner Conferences Goal to Success and Critical Priorities?
Zac Ash, Sarah Spencer, Dan Wingrave and Musair Shahid
Who are the Account Executives that crushed their role plays?
What are some was Program Management team helps with AE wins?
Tool that can pull attendee scans from Summits and cross match w/companies registered for Sym. Tool used to show clients influence journey and push for Symposium sponsorship.
What is Excel Attendee Mash Up?
This person that said there is a true partnership between client services and account executives - team approach set Gartner up for success.
Who is Jason Cedrone?
To make every conference we produce the single most important annual gathering for the roles we target and the communities we create in every major geography.
What is Gartner's Mission Statement?