Gartner Roleplay Flashcards
Opener
Hello - Wonderful to chat with you today. Thank you for the time. This should be short and sweet. Are you good for 15 minutes or so?
Really excited to learn more about what you have going on. This is more of an “If” call, as in “If” this guy gets on my nerves, I don’t have to talk to him again. :) It’s traditionally “If” it makes sense to talk further.
Do you mind if I just ask a few questions?
I had conversation with CEO, she was great, sounds like she is pretty familiar with our services. I might refer to some notes while we’re chatting. She recommended that I speak with you. Sounds like there are some exciting plans for growth, that maybe come with some pressure. Can you tell me a little bit about what is going on?
Situation Questions
Sounds like goals are in place. They have planted the flag in the ground. How is success measured? Just revenue?
How does marketing contribute to this?
Don’t want to do the same thing and expect different results; What is the plan to meet these goals? Do you have ideas or initiatives that you feel will help you get there?
Problem Questions
Do you have an increased budget for these initiatives? Or better results with same budget?
I know how it is, sometimes you have to build the plane while it’s flying.
What is priority #1? Why? Best ROI? What other stuff are you doing?
Other CMO I work with is prioritizing account-based marketing, running very targeted campaigns at specific potential customers. Case-studies, social media posts, personalized experiences at conferences. Is that something you are doing or have considered?
What is your biggest obstacle? Technology? Resources? Budget? People? Industry knowledge?
Sounds like high level plan is set. What is the timeline for having all this in place?
Joke: You can’t expect to take a fishing boat out and just watch the fish jump into the boat.
Implication Questions
Sounds like some things are moving on this and I know sometimes you have to build the plane while it’s flying, but if we don’t build fast enough it crashes.
Is there anything in particular you feel you need help with?
What are the immediate initiatives that need to be ironed out now?
Are you having meetings about this soon?
Needs Payoff
Are you familiar at all with Gartner and how we help businesses?
We partner with businesses to help them make informed decisions and meet your goals. Our job is to provide expertise, research, and analytics to help businesses make decisions easier and simpler for you.
maximize you’re current resources.
We help with “direction of investment”, where am I going to invest my time, money, and resources.
We have Executive Business Partners, which are experienced C-Level executives that have been through it all and they would be really excited to help you think through this stuff and maximize some of your current resources as well.
CLOSE THE NEXT MEETING
