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CR
Pathway to Gold
24
ServiceKickoff : Engage Seatholders - Something that should be done within 30 days
EngagementPlan : Engage Seatholders - Priorities change on a constant basis so you need to keep your ______ up to date.
Activity : Engage Seatholders - Ensure ____ 120 days prior to renewal
ImpactAssessment : Ask at 90 - Present a quality _______ to the decision maker 90 days before contract expires
Calendarize : Ask at 90 - Part of the 1st step
No : Ask at 90 - When you are role playing with your manager prepare for a Yes, Maybe, or ______
Act : Ask at 90 - It's important to _____ following your Ask at 90 meeting
Playbook : Seize High Leverage Situations - Tool available to help you with Decision Makers in Transition
KICASS : Seize High Leverage Situations - Stands for Key Initiative Competitive Comparison Asset Tool
CostOptimization : Seize High Leverage Situations - Use the ________ checklist to Build your talk track and overcome objections with IT Budget Cuts
Compliance : Leverage the rules-Use this team if you suspect a problem
Therightthing: Leverage the rules-Always assume clients want to do ___________.
Opportunity: Leverage the rules- See non-compliance as an ___________.
Fourdays: Convert All Event Prospects- Conduct a follow up meeting within ____________.
Sessions: Convert All Event Prospects-Attend all 1:1s and __________
MutualPlan: Convert All Event Prospects-Before, during and post event make sure you agree on a ______________.
Personalvalue: TBVA with the CXO-TBVA is driven through the Gartner value proposition and your __________
Literal: TBVA with the CXO-The type of notes you should take.
Meticulous: TBVA with the CXO- This type of follow up demonstrates reliability and builds trust.
MORE : Drive High Activity - In order to find more prospect names you may hold a _____ session.
Campaigninabox : Drive High Activity - Leverage this tool to get the meeting
Clevel : Sell Team Solutions - Align to the way our clients really work with truly integrated, client-driven team options_______.
Ten: Drive High Activity – Spend at least 4 Hours/Week Prospecting, Leading to minimum of ______ meetings/week
ThinkBig : Part of the 1st step of the Drive High Activity Framework
Pathway to Gold
Across:2. | Engage Seatholders - Something that should be done within 30 days | 4. | Leverage the rules-Always assume clients want to do ___________. | 5. | Drive High Activity - Leverage this tool to get the meeting | 6. | Drive High Activity - In order to find more prospect names you may hold a _____ session. | 8. | Seize High Leverage Situations - Tool available to help you with Decision Makers in Transition | 10. | Engage Seatholders - Ensure ____ 120 days prior to renewal | 14. | Convert All Event Prospects- Conduct a follow up meeting within ____________. | 15. | Drive High Activity – Spend at least 4 Hours/Week Prospecting, Leading to minimum of ______ meetings/week |
| 16. | TBVA with the CXO-The type of notes you should take. | 17. | Leverage the rules-Use this team if you suspect a problem | 18. | Convert All Event Prospects-Before, during and post event make sure you agree on a ______________. | 19. | Ask at 90 - It's important to _____ following your Ask at 90 meeting | 20. | TBVA with the CXO-TBVA is driven through the Gartner value proposition and your __________ | 21. | Ask at 90 - Part of the 1st step | 22. | Ask at 90 - Present a quality _______ to the decision maker 90 days before contract expires |
| | Down:1. | Convert All Event Prospects-Attend all 1:1s and __________ | 3. | Seize High Leverage Situations - Stands for Key Initiative Competitive Comparison Asset Tool | 4. | Part of the 1st step of the Drive High Activity Framework | 5. | Sell Team Solutions - Align to the way our clients really work with truly integrated, client-driven team options_______. | 7. | Ask at 90 - When you are role playing with your manager prepare for a Yes, Maybe, or ______ |
| 9. | Leverage the rules- See non-compliance as an ___________. | 11. | Seize High Leverage Situations - Use the ________ checklist to Build your talk track and overcome objections with IT Budget Cuts | 12. | Engage Seatholders - Priorities change on a constant basis so you need to keep your ______ up to date. | 13. | TBVA with the CXO- This type of follow up demonstrates reliability and builds trust. |
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© 2015
PuzzleFast.com, Noncommercial Use Only
Pathway to Gold
Across:2. | Engage Seatholders - Something that should be done within 30 days | 4. | Leverage the rules-Always assume clients want to do ___________. | 5. | Drive High Activity - Leverage this tool to get the meeting | 6. | Drive High Activity - In order to find more prospect names you may hold a _____ session. | 8. | Seize High Leverage Situations - Tool available to help you with Decision Makers in Transition | 10. | Engage Seatholders - Ensure ____ 120 days prior to renewal | 14. | Convert All Event Prospects- Conduct a follow up meeting within ____________. | 15. | Drive High Activity – Spend at least 4 Hours/Week Prospecting, Leading to minimum of ______ meetings/week |
| 16. | TBVA with the CXO-The type of notes you should take. | 17. | Leverage the rules-Use this team if you suspect a problem | 18. | Convert All Event Prospects-Before, during and post event make sure you agree on a ______________. | 19. | Ask at 90 - It's important to _____ following your Ask at 90 meeting | 20. | TBVA with the CXO-TBVA is driven through the Gartner value proposition and your __________ | 21. | Ask at 90 - Part of the 1st step | 22. | Ask at 90 - Present a quality _______ to the decision maker 90 days before contract expires |
| | Down:1. | Convert All Event Prospects-Attend all 1:1s and __________ | 3. | Seize High Leverage Situations - Stands for Key Initiative Competitive Comparison Asset Tool | 4. | Part of the 1st step of the Drive High Activity Framework | 5. | Sell Team Solutions - Align to the way our clients really work with truly integrated, client-driven team options_______. | 7. | Ask at 90 - When you are role playing with your manager prepare for a Yes, Maybe, or ______ |
| 9. | Leverage the rules- See non-compliance as an ___________. | 11. | Seize High Leverage Situations - Use the ________ checklist to Build your talk track and overcome objections with IT Budget Cuts | 12. | Engage Seatholders - Priorities change on a constant basis so you need to keep your ______ up to date. | 13. | TBVA with the CXO- This type of follow up demonstrates reliability and builds trust. |
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© 2015
PuzzleFast.com, Noncommercial Use Only