The case and proper rubric will be released after registration closes. Know that you are selling Gartner services to a business.
There are also pre-event requirements, just as there is in the sales cycle, so do not miss any deadlines to submit these materials or your scores will be impacted.
To get a lead on your practice and training, visit this page.
General Rubric
- Build Rapport, gaining client interest and trust
- Transition to a conversation to the “Discovery Phase”
- Ask questions to understand the client’s situation
- Ask questions to determine client’s business problems
- Attempt to understand the implications of the unsolved problem
- Help the client see what a solution to the problem would do for the client
- Handle objections properly
- Advance the sale to a natural close
- Demonstrate knowledge of the selling company and product (see above)
- Speak professionally and confidently (project “executive presence”)
- The detailed rubrics will be released with the case
Scoring
- Pre-Approach Round – email and voicemail
- Networking Round
- Round 1: Approach
- Round 2: Presentation
- Round 3: ???
Additional Recognition for
- Best Email
- Best Voicemail
- Overall Podium (except when it matches another podium)
- Others recognitions when appropriate