Pathway to Gold
What is the pathway to gold?
Gartner's playbook to success. A wealth of resources to support AE/BDs in their selling efforts
What are the 3 phases of our sales process?
Prospecting, pipeline management, retention lifecycle
Is selling at Gartner a 1 person acitivty?
No
What is the BDs role?
•Prospect and acquire new Gartner clients
Where can we find the pathway to gold?
Inside Gartner
What does RLC stand for? and what role executes the RLC?
Retention lifecycle
What does success look like in expedition?
100% completion of expedition
first deal in 120 days
meet and exceed quota
What is the AE Role?
•Retain existing client contract value and grow through contract expansion
How does PTG relate to end of year performance reviews?
Our performance over the year will be measured using these buckets.
What are the 4 phases in the RLC?
SKO, QBR90, Midyear QBR, AA90
What are the 4 best practices for top performers?
Time management
execute pathway to gold
collaborate with team ncvi
Setting goals
What are the responsibilities of a BD?
•Identify and develop new business opportunities with new-to-Gartner CxO and their organizations
•Own the full sales cycle from prospecting through close
•Convert viable prospects to active Gartner clients, leading the full sales conversation and negotiation, through to the transition of new clients to the account management team
What bucket is in gold and why?
Step 4 - Building TBVA with c-level executives.
It's important to establish trust in order to retain and grow accounts.
If we go through a sales cycle with a prospect and they do not convert into a client or a sale, what stage do we place them in?
Re-engage
What is the impact of good time management?
Better ability to execute against your goals
What are the responsibilities of an AE?
•Act as a strategic partner with the CxO and their senior executives across various organizations within an assigned territory
•Manage and renew member research contracts
•Own the full sales cycle from prospecting through close
What does PTG enable sellers to do?
it enables sellers to prioritize and use proven frameworks for success
As an AE, what should we aim to do with all of our accounts as it relates to their renewal?
ERWG
What is the gold standard that every AE/BD/LQS should strive for?
Hitting winners circle
Name at least 3 team NCVI partners
Conferences
Product
Analysts
Recruiting and training
Services and delivery
Compliance
Research Content
Contracts/Deal hub
Sales Support
IT