Gartner Assessment Flashcards
Call opening
How are you?! How’s you week been?
I’m great. Couple mondays this week but that’s okay.
Ever have one of those days where you feel your technology is working against you? New phone system. Saw you used to work at Vonage? Problems with CRM. Had to reset password for the 3rd time this month. I’m running out of password ideas. I don’t have any more pets.
DTCC
USE THE STAR METHOD
-DTCC - President and VP -
S - Saw there was Turnover in leadership. What is the goal?Customer at risk, not using system correctly,
T - needed full rebuild,
A - Had to get everyone on same page.
R - Increased revenue.
Carrington
-Carrington - VP of operations -
S - Saw they acquired SJVC. Obviously, a lot happening. What are goals? Net new, growing rapidly, needed an expert partner to grow.
T - Streamlining operations under one partner
A - Get 21 campuses and 100s of employees on same page
R - Largest deal I’ve ever worked $650k ACV
Azusa
-Azusa - Chief Strategy officer and CFO -
S - Hearing rumors from hospital partners. What is the initiative? No account activity. Customer at risk of downsizing, can’t manage compliance
T - Streamline operations, everyone on same page, easier to manage
A - Rebuild current accounts, add new, train everyone
R - Significant positive impact on nursing shortage in LA
How do you build trust?
-Demonstrating an understanding of issues and letting them know they are not alone by providing examples. Let them be human.
-Relatability
-Show genuine interest in helping meet their goals.
-Some companies are looking for vendors, we are truly a partner that can grow and mold with you and provide expert insight and expertise.
What is your Background?
NC State - Engineering
Channeladvisor (learned how to speak to enterprise c level executives, what’s valuable to them, what they really care about)
Exit intel (learned deep work and how to think top down)
CastleBranch (really learned whole sales process, methodology, account management, creativity)
Exercise / Spend time with wife/daughter / Involved in community / Build watches
What do you do at CastleBranch?
-Manage and expand a book of business with some of our largest clients
-Mostly working with about 10-15 accounts
-$70k deal size
-6-9 month deal cycle
What has led to your success?
-People don’t remember numbers, they remember how you make them feel.
-I have a process
Where is opportunity
Proritize
Come up with a plan
-DEEP research and discovery into their goals and initiatives
-I’m skilled at account saturation/expansion
-I don’t give up (if it’s there). Perseverance award 2019.
-making a business case (make it make sense $$)
-I know when to say no
Who are you typically selling to?
Hospital groups & Clinical organizations
- C Level Executives
- COO
- Other clinical leadership like department directors
Private For Profit Colleges
- C Level
- VP of Operations
Public Colleges -
- Deans & Chancellors
- Directors
What is your sales methodology?
-People don’t remember numbers, they remember how you make them feel.
-I have a process
Where is opportunity
Prioritize
Plan of attack
-Empower them. Feel good about moving forward.
-DEEP Discovery. It’s not the problem. It’s the implications
-3 books (SPIN, Challenger, Above/below)
- Sell the problem, not the solution
Tell me about a time you disagreed with your boss?
STAR METHOD
