This is the best way to gain access to Executives and is successful 84% of the time.
What is an internal referral
100
This CIO product is the least expensive offering and includes an Executive Client Manager, 2 meetings per year, 1 ticket to Symposium, access to research & analysts
What is EXP CIO Essentials
100
The likelood of business increases by 2x when this occurs at an event
What is when the AE attends
100
This type of session takes place when AEs turn off all email, IM, and phones, and leave LinkedIn, Google, etc. on
What is the "Vow of Silence"
100
This is what I would create to view a client’s key initiatives and research that has been utilized over the past 12 months.
What is an Impact Assessment
200
Linkedin, Twitter, and Facebook are all examples of what type of prospecting tool.
What is Social Media
200
This solution sells for roughly 106K and includes an Executive Partner, quarterly coaching calls, an Ex. Client Manager, a Customized Value Plan, etc.
What is CIO Signature
200
This special program is offered at Events to try to prove out value to a client.
What is the Invitational Program/Majestic, Elite, or Select program
200
This type of activity occurs when an AE teams with another AE or the AM to prospect different BI sites
What is M.O.R.E (Market Opportunity Review Exercise)
200
DAILY DOUBLE
Who is Lisa McKee
300
This is attention, interest, desire and action
What is AIDA
300
This learning experience is for aspiring CIO’s and is geared towards a VP in technology
What is Academy for Leadership Development
300
This is a lecture-style presentation that propose unconventional, thought-provoking or revolutionary ideas not yet tested by market forces or Gartner research
What is a Maverick Session
300
AEs do this to determine where there are possible opportunities within an account
What is the White Space Analysis
300
By buying dinner, drinks, picking them up at the hotel, proving thoughtful Impact Assessments and agendas, this builds rapport with what important sales closer.
Who are Analysts
400
80% of all sales requires at least this
What are 5 "cold calls"
400
This solution is our flagship product offering
What is GITL - Gartner for IT Leaders
400
The retention rate increases by 10% when this occurs
What is when a seatholder attends an event
400
This is where you can look to determine your potential commission
What is the Compensation tab on Eagle
400
This is a great place to find out where an analyst is going to be
What is "WhereRU"
500
Arial 10 pt font is the best for this
What is an email to prospects
500
This includes Leadership Partners, customized Value Plan & research, Peer groups such as Special Interest Groups (SIGS), and Peer Connect
What is EITL
500
This place at an event is where Gartner promotes its products and provide services to attendees
What is the Gartner Research Zone
500
This occurs after the Solution Call meeting
What is the MUAP - Mutually Agreed Upon Plan follow up email
500
This maximizes the effectiveness of selling with a meeting run by an AE and includes an analyst for 60 minutes to prove out the value