Gartner for High Tech Leaders - University Role Play Resources PDF

Gartner for High Tech Leaders – University Role Play Resources RESTRICTED DISTRIBUTION 1 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and it...

Gartner for High Tech Leaders – University Role Play Resources RESTRICTED DISTRIBUTION 1 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. Table of Contents 01 Gartner for High Tech Providers – Product Overview 02 Buyer Profiles 03 Practice Role Play – Buyer and Seller Information 04 Additional Training Material RESTRICTED DISTRIBUTION 2 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.  Gartner for High Tech Providers – Product Overview RESTRICTED DISTRIBUTION 3 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.  RESTRICTED DISTRIBUTION 4 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.  RESTRICTED DISTRIBUTION 5 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.  Buyer Profiles RESTRICTED DISTRIBUTION 6 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved.  Chief Executive Officer (CEO) High Tech Provider CEOs are responsible for laying the foundation & the strategic direction of the organization. They make important decisions on the forward-looking strategy & ensure execution of that strategy from product & marketing. Roles Important to My Success: Board of Directors, Chief Marketing Officer (CMO), Chief Product Officer (CPO) Top 3 Priorities & Key Challenges Primary Responsibilities Company and product vision Product/service roadmap innovation 1 Expand Beyond Current Markets to Grow: To continue rapid growth, Identify and learn new high tech companies must enter new markets (vertical or geographic). Hiring and talent management addressable markets CEOs need Gartner resources to make sound market entry decisions. Success Criteria/Key Metrics Revenue growth rates Build Solutions to Serve Current and Future Clients: Continued product Manage product 2 Client-base growth and retention innovation is critical as the company grows. CEOs must work with product portfolio innovation leaders to ensure that solutions balance the needs of both current clients Market share increase and evolution and future customers. Profitability Product completion Identify and Hire Top Talent: Continued growth for high tech companies Similar Titles: President, Founder, Managing 3 Grow internal team to support growth is often contingent on hiring the right talent at key points during its life cycle. CEOs must not only identify the right talent but create an attractive Director, Chairman environment that allows for recruitment over higher-paying alternatives. RESTRICTED DISTRIBUTION 7 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved.  Chief Product Officer (CPO) The Chief Product Officer (CPO) is responsible for the making the strategic product decisions for the organization. They do this by establishing and executing an effective product strategy and launch. For a high tech vendor, focus areas include product differentiation, features and functionalities, product road map creation and innovation. Roles Important to My Success: Chief Executive Officer (CEO) , Chief Marketing Officer (CMO), Chief Information Officer (CIO) Top 3 Priorities & Key Challenges Primary Responsibilities Product vision and roadmap Expand Beyond Current Products to Grow: To continue rapid growth, Product/service roadmap innovation 1 Identify new product opportunities high tech CPO’s must identify new product opportunities in order to scale and enable continued customer growth. CPO’s need Gartner resources to Competitive intelligence Product differentiation ensure and validate their strategic product decisions. Success Criteria/Key Metrics Continuous innovation Innovate Solutions to Solve Client’s current and future problems: Revenue growth rates 2 of current product portfolio Continued product innovation is critical as the company grows. CPOs must work with other leaders to ensure that current products are differentiated Client-base growth and retention Increased # of users from the competition. Product completion Cost effective and timely product launch Product research and end user alignment: Continued growth for 3 emerging tech companies is often contingent upon staying ahead of the Research and Similar Titles: VP of product, Director of product current and future trends. Thus, CPO’s need Gartner resources to conduct Development extensive research and development to ensure the longevity of the product strategy organization. RESTRICTED DISTRIBUTION 8 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved.  Chief Marketing Officer (CMO) Chief Marketing Officers of High Tech Vendors are responsible for making the strategic marketing decisions for the organization. The purpose of this is to increase revenue and profits by growing the customer base, driving engagement and retention; as well as leading go-to-market, and communications strategies. Roles Important to My Success: Chief Executive Officer (CEO), Chief Product Officer (CPO), Chief Sales Officer (CSO) Top 3 Priorities & Key Challenges Primary Responsibilities Marketing and Sales vision Brand awareness and demand generation 1 Expand Beyond Current Customers to Grow: To continue rapid growth, Identify and acquire Messaging & Positioning high tech CMO’s must identify and acquire new customers. CMO’s need new customers Gartner resources to make sound customer acquisition decisions. Market expansion and scalability Success Criteria/Key Metrics Build awareness and demand to Serve Current and Future Clients: An Revenue growth rates Build and execute an 2 effective Go-To-Market strategy that builds awareness and demand is Client-base growth and retention effective Go-To-Market essential for a rapid growth emerging tech company. CMOs must work with Market share increase Strategy product and sales leaders to ensure that the messaging of the solution Profitability meets the needs of both current clients and future customers. Brand recognition Customer satisfaction and success Expand beyond current markets (geographic and vertical) to grow: Establish and execute 3 Similar Titles: VP of Marketing, Director of Continued growth for high tech companies is often contingent upon a market expansion Marketing, Marketing Director scalability and expansion. CMO’s need Gartner recourses to understand strategy where the need for their solution is in the market in efforts to expand. RESTRICTED DISTRIBUTION 9 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved.  Practice Role Play RESTRICTED DISTRIBUTION 10 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.  Practice Role Play #1 RESTRICTED DISTRIBUTION 11 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. Salesperson Background Information Case Info: You have been on the Gartner sales The Sales Call: You have been trying to Prospect Background: team for a little over a year and have been cold- connect with Bobbi Smith, CEO, via phone From LinkedIn: Blake Miller calling into mid-size technology companies. You and email. Bobbi finally accepted your recently saw your prospect, SmartDoc*, invitation to connect on LinkedIn last week Experienced business executive mentioned in an article about up-and-coming and suggested you meet with the Chief with experience leading healthcare startups which prompted you to do Marketing Officer, Blake Miller. Bobbi was company-wide sales, strategy, more research and schedule a sales call. impressed that you saw the news article marketing, customer success mentioning SmartDoc but did not provide any Revenues: $60M SmartDoc– 2019-present Employees: 22 other information. The news article did state Chief Marketing Officer HQ: Kansas City, MO that SmartDoc was going to bring “innovation Founded: 2019 and future thinking” to the healthcare data Johnson & Johnson- 2009-2019 industry. Account executive (2009-2010) Marketing analyst (2010-2013) Your Research: Founded in 2019, SmartDoc entered the market after frustrations with medical Sr. Manager – Brand (2013-2014) records being shared from provider to provider. SmartDoc launched it’s ChartTracker product in Director, Marketing (2014-2019) 2019 and was well received. However, with the pandemic greatly impacting healthcare for the past few years, SmartDoc has not released new products or grown significantly. SmartDoc’s vision is to Education: Florida Gulf Coast create a world where sensitive patient data is kept safe and secure but always in the hands of the University, BS Bus. doctors who need it. Administrative Team from website: Administration, Marketing CEO: Bobbi Smith CFO: Taylor Reynolds Volunteer Experience Chief Product Officer: Casey Johnson Board member – Little Brothers, Chief Marketing Officer: Blake Miller Little Sisters RESTRICTED DISTRIBUTION 12 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. *SmartDoc and all information in this case is fictional and created for the use of NCSC  Buyer Profile CONFIDENTIAL!! DO NOT SHARE WITH STUDENTS Case Study: You are Blake Miller, Chief Marketing Officer Character Notes: You are friendly, and casual, but no nonsense. Objections: of SmartDoc. You have over 10 years of marketing You are curious but feel no urgency in making any changes – 1. You are interested in the research, but experience. You joined SmartDoc when your friend, Bobbi everything is going fairly well and you have years of experience to want to know if you can get the analyst (CEO), asked you to become the 2nd hire and to lead the leverage. You are intrigued to learn more about how Gartner to write about SmartDoc in the Magic marketing organization. Bobbi recommended that the could help startups though. After introductions, ask the Quadrant Gartner sales person meets with you because they will be salesperson to tell you more about Gartner and what they have to out of the country for a vacation. You are familiar with offer. You have heard of Gartner, but really do not know much 1. When price is presented, tell the Gartner’s CIO research, but not sure why Gartner wants to about them other than they are an IT research company. The salesperson that is too expensive for a meet with you. The salesperson will have to gain your salesperson should attempt to pivot to ask questions and agree to startup. It is not in your budget for this interest and present value to you. this if they do pivot. year. Corporate Objective: 10% total Rev. growth ($6m) BI/MCP: Problems: Power: You can make the decision to by, however you #1: Identify and acquire new customers #1: Struggling to position product to private medical offices vs. don’t want to make the wrong decision and disappoint Expand beyond current customer hospital systems Bobbi, so you want to make sure you get value from research. Use objection 1, and if salesperson offers trial market of hospitals (want to #2: You are unsure of brand awareness you have in the market analyst conversation, agree to next meeting. expand to clinics/medical offices) #3: The sales team is very small (6 people) and do not have much Increase market share by 5% experience. You need to figure out how to equip the team with the Plan: Need to see how Gartner’s best practices for #2: Increase brand recognition right resources to retain and grow business messaging can be implemented Ensure sales team can articulate value prop to different clients Vision of Solution: Business Value: Successful acquisition of new #1. Have been reaching out to former colleagues at J&J to get advice customers will contribute to most of the total revenue Timelines & Milestones on how to acquire new customers but they don’t seem to understand growth Define ideal customer profiles within SmartDoc’s target market completely 30 days & updated value proposition #2. You have surveyed your top clients to understand what resonates Personal Value: This is your first official CMO role and and messaging rolled out to sales with them, but you can’t get a clear picture of what is most important you want to prove to Bobbi that you were the right hire. team in 90 days #3. The sales team is unsure of what their total market opportunity is With such a small company, any mistake will reflect and doesn’t know where to start poorly on you and could be detrimental to company success RESTRICTED DISTRIBUTION 13 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. *SmartDoc and all information in this case is fictional and created for the use of NCSC  Practice Role Play #2 RESTRICTED DISTRIBUTION 14 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.  Case Info The Sales Call NCSC You have been on the Gartner team for around 12 months. You were You connected with Riley McAndrews, the CEO of R1 reading on the Technology Magazine website and found StreamTeam was one of the “Top 10 Tech Startups Globally” this year, where you StreamTeam on LinkedIn 2 months ago. Riley accepted your request and then you asked for a meeting. You received a quick found StreamTeam. You did some research via Sales Navigator. reply and Riley wanted to meet with you. Riley ghosted you but SP On LinkedIn Sales Navigator Revenues: $25m - $50m in revenue confirmed this 20-minute meeting last week. Info Employees: 65 employees Prospect Background 2 yr. growth: 195% From LinkedIn: Riley McAndrews HQ: Atlanta, GA Prospect Background: Founded: 2018 From LinkedIn: Riley McAndrews No personal description on LI StreamTeam: CEO (4 yrs) What you Found Education: Georgia Tech Your Research: Use StreamTeam Business to create live experiences, build your brand, and engage your community. Our Business plan is designed to help small and large businesses scale their live-streaming needs. Buyer Note: The salesperson does not have this that I am sharing in Similar company: https://streamyard.com/ this note. More info can be found at: https://streamyard.com/ StreamTeam is a live-streaming studio that can be used in a browser Administrative Team from the website: without needing to download an app. It features a share screen capability, CEO - Cofounder: Riley McAndrews enabling users to interview guests and stream directly to Facebook, YouTube, Twitter, and LinkedIn Live. President - Cofounder: Cid Rippe’ Chief Revenue Officer: Riley Eskridge The platform allows hosts to stream pre-recorded clips and display live Chief Marketing Officer: Kim Booker comments on the screen. It also helps users record live streams and download audio or HD video recording. Creators can personalize their live streams with brand logos, colors, banners, name tags, backgrounds, and more. Official Product Sponsor of the NCSC  Case Study Character Notes Objections You are Riley McAndrews , CEO and founder of StreamTeam. You are friendly and casual, but no-nonsense. You are curious 1.At the end of the meeting when the price is You were ranked as one of the Top 10 Tech Startups Globally, but feel no urgency in making any changes – but anxious about presented, tell the salesperson that is too Rd in 2022 and want to continue that trajectory. The Gartner salesperson reached out to you on LinkedIn a couple of months the next step for your company. You are intrigued about what Gartner has to offer. expensive. It is not in your budget for this year. Tell the salesperson to get back in touch 1 ago, and you connected out of curiosity. You are consistently looking for ways to innovate, which is why you finally found time to take this meeting. After introductions, ask the salesperson to tell you more about Gartner and how they can help you to identify new innovations at the end of the year. The salesperson should present value. Confidential for your product category. The salesperson should attempt to You are genuinely interested in what the Gartner solution has to pivot to ask questions and agree to this if they do pivot. offer. You are, of course, familiar with Gartner, but never tried their services. 100% total Rev. growth ($50m) by 2025 – currently at $50m annual revenue Corporate 10% increase in Corporate Market Share Growth | You need to keep costs down but know you will incur more with innovations and the launch of a new product. Keep to Objective less than a 5% increase in costs. BI / MCP Problem Strategy for Innovation – product vision – direction of the company – Create solutions for current and future clients. 1. You have several ideas about some new product innovations, but they are anecdotal – based on your and Cid’s. experience. You have received some feedback from some of your larger customers (Google), but not Timelines & Milestones sure if they care that much about your success or if what they suggest will work on a broader scale. Have strategy and ideas for the direction of the company by 2 nd quarter board meeting – on July 1 2. You have never taken a company to the “next level” (eventually a $1 billion company). You feel okay about Strategy includes product innovations and new markets or how to reach deeper into current your instincts, but do not have the confidence to take some of the risks you will probably need to take with markets. How to scale to grow to $100m. You are considering launching a new app for the your current investment capital ($10m) to get to that next level. Do not have specific numbers and n platform that can be used by customers. You figure about $75k for development and $1-$3m for 3. You are unsure how to “scale” your business and grow your internal team to support the growth goals. launch. Current markets and customers include Microsoft, Google, and VMware. Have to keep these and grow wallet share with each. You have only about 5% of their current spend to the best 4. You all are a little frustrated in identifying approaches specific to your company and industry. of your knowledge. Solution Power & Plan / Value Power: You can and will make the decision but need to be certain of the ROI/Value. Say you want to have another 1. You have been reading all the new Harvard Business Review research on growing a company. It meeting with the Gartner rep and include Cid. If the ROI of Gartner service is quantified, you will say yes in this is not really specific regarding technology vendors. The latest article, “The 6 Ways to Grow a meeting to the Analyst Inquiry service ONLY. Agree to meet if asked. (YOUR DECISION WILL NOT IMPACT Company” indicated 80% of executives know their companies’ success depends on introducing THE JUDGES’ EVALUATION.) new products and services. You knew that. Plan: Need to see some research from Gartner specific to product innovation in your space. 2. You and Cid have been discussing ideas and have brought in Kim to talk as well. Business Value: An effective strategy will mean probably $10 - $15m on the low side and up to $25m 3. Everyone has been googling to find research for product innovation. optimistically. You feel you will have to invest $1m to $3m of your capital to develop and launch a new app. Personal Value: Growing your company would allow you to take the company public or be attractive for a buy- out. This could mean up to $100m for you and Cid. Official Product Sponsor of the NCSC  Practice Role Play #3 RESTRICTED DISTRIBUTION 17 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.  NCSC Case Info The Sales Call QF Several weeks ago, you read in your news feed (Yahoo! Finance), that Pegasus Tech Ventures, a global venture capital (VC) firm, has established a $50 million corporate VC fund with ThreatQuest, a start-up cybersecurity You made an initial cold call to Terri 2 weeks ago and left a VM suggesting a meeting. Your follow-up email received no response, but Terri accepted your LinkedIn connection request last week. Terri asked company. You recently received ThreatQuest as a lead from the Gartner SP marketing team. Terri Welch, the Chief Product Officer, downloaded the Gartner “Tech Providers 2025: Strategic Transformation Drives Growth,” that you drop by the office for this meeting. Terri indicated in the brief LI message that the Gartner report was interesting and indicated they report for technology providers. were considering expansion into other markets. The message was very Info On LinkedIn Sales Navigator short, and you gained no other insights. Revenues: $5.5m - $25m in revenue Employees: 32 employees 2 yr. growth: 56% HQ: Austin, TX Founded: 2013 What you Found Prospect Background Your Research: Founded in 2013 by a well-versed team hailing from both From LinkedIn: Terri Welch the public and private sectors. Our platform was purpose-built by SOC analysts for SOC analysts and network defenders. With attack prevention, Prospect Background: breach detection, threat hunting, and data leakage discovery capabilities, we've automated much of the typically mundane tasks of the SOC analyst. From LinkedIn: Terri Welch (Austin, TX) Similar company: http://www.inquest.net Administrative Team from the website: A goal-driven leader, who loves building teams and watching them deliver products, tools, and capabilities beyond even their own expectations. CEO: Ash Walker ThreatQuest: CPO, Jan 2023 – Present Chief Product Officer: Terri Welch Quad9: Founder, Nov 2016 – Jan 2023 Chief Marketing Officer: Stevie Shull Hypori: Head of Product Security, 2010 - 2016 Education: None provided RESTRICTED DISTRIBUTION 18 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. Copyright © 2023 National Collegiate Sales Competition. All Rights Reserved  Case Study Character Notes Objections You are Terri Welch, the CPO of Threat Quest. You You are expressive and talkative; you have an opinion about 1.After moving through the approach received a VM and email from the Gartner salesperson a almost everything (whatever hobbies or interests you have – introduction or anytime that makes sense: Q couple of weeks ago because of your Gartner research download but were busy and ignored them. The SP was use these). You have no family and are ambitious to move “Boy, you really look young. How long up at Threat Quest. have you been working for Gartner?” F persistent and sent a LI connect request, which you accepted. During rapport just keep talking and bring up new topics 2.Considering using a consultant. Only a Confidential until the salesperson directs you back to the meeting. one-year commitment to get you started. R You are considering expanding into smaller private sectors in the U.S., to begin with, and perhaps international markets No need for a 3-year commitment. if that goes well. The report confirmed you needed to d continue to innovate new products and secure strong talent. Corporate Increase revenue by 25% ($8m) over next 12 months - organic growth – new markets Objective Increase revenue to $100M to secure Series C Funding from VC Pegasus – within 2 years BI / MCP Problem Initiatives Identify specific needs of private market sectors aligned with your value proposition. 1. Your network within the public (government) markets is strong, but you are challenged regarding getting market needs from specific private markets. Initial thoughts and intuition tell you that the private banking New Product development – understand the needs of the private sector markets (you have industry might be a great initial market – very concerned about the right product, the right market, and the been in the public (government) sector from the beginning. Prod. Dev costs est: $325k right price. Expansion into the private sector market. Product launch costs est: $500k 2. Securing the talent to launch in the private sector. There has been a paucity of tech talent in product Time-Lines development. Where, who, and what? Identifying needs – 6 months 3. Getting pressure from Ash Walker, the CEO, to move quickly, but you are not confident the information you are getting from various sources is credible. A lot of risk with the launch, though you have some time, New product development – 12 months you are starting to feel some anxiety. Expansion and launch - 24 months Solution Power & Plan / Value 1. Researching product consultants – Found Josh Fechter, recommended on a list of top SaaS Power: Ash (CEO) will have the final say and will meet with Stevie (CMO), and you. Only interested in the product consultants. Plan to meet with Josh (estimate consulting fee of around $100k for the Analyst Inquiry tool. (do not say this – but a case can be made for you to consider all tools given your need for project – this is less than 3 yr. commitment to Gartner. – Only focuses on prod. Dev.) comprehensive help for growth.) Tell the SP you will get back to them unless they ask for the meeting. 2. Industry Conference for software product managers is in NY in May. Have never attended this Plan: Want to meet with one of the analysts. conference before. You are not sure what to expect, but it looked good. Business Value: Revenues of $8 - $16 million and more; secure Series C funding of over $100m 3. You and your team are brainstorming and talking with your network. Personal Value: As a C-Suite executive, hitting the benchmarks associated with these goals and initiatives would net you bonuses that could amount to up to $500k. Official Product Sponsor of the NCSC NCSC Role Play Rubric The scoring range is 0 (No Evidence) to 8 Approach (Perfect). In addition to the quantitative scoring, 1. Professional Introduction (e.g., name, company, eye contact through the camera, prof. demeanor) each section includes the opportunity for 2. Salesperson gains the prospect's attention. judges to provide qualitative feedback. 3. Effectively builds rapport 4. Smooth transition into needs identification Need Identification Presenting Solutions 5. Uncovered decision process (decision criteria, people 10. Presented benefits based upon needs of buyer instead of involved in the decision process) only features. 6. Effectively determined relevant facts about the company 11. Logical, convincing presentation (display a strategy to and/or buyer communicate and persuade; clearly understands prospect's 7. Effectively uncovered needs of the buyer (discovered needs or "hot buttons" and concentrates on those needs) current problems, goals 12. Used appropriate/professional visual aids via screen 8. Asked effective questions that brought to the buyer's share or equivalent. attention what happens to company or prospect when 13. Effectively demonstrates the value of the solution. 14. problems continue (helped convert implied to explicit needs) Effectively engages the buyer in the presentation of solutions 9. Gained pre-commitment to consider the product/service (i.e., the buyer contributes to the conversation) and smooth transition to presentation. 15. Effective use of trial closes (follow-up to determine where the buyer is in the decision process) RESTRICTED DISTRIBUTION 20 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. NCSC Role Play Rubric Overcoming Objections Overall 16. Initially gains a better understanding of objections 24. Salesperson enthusiasm and confidence (clarifies or allows the buyer to clarify objection) 25. Product knowledge 17. Effectively answers the objection. 18. Confirms that the objection is no longer a concern of the buyer Closing 19. Persuasive in presenting a reason to buy. 20. Asked for business or appropriate commitment from the buyer, given the nature of this particular sales call Communication Skills 21. Effective verbal communication skills (active listening; restated, rephrased, clarified, probed for better understanding) 22. Appropriate non-verbal communication (e.g., looked at the camera, camera at eye-level, appropriate lighting & background, maintained a good presence in view) 23. Verbiage (clear, concise, professional) RESTRICTED DISTRIBUTION 21 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.  Additional Training Materials RESTRICTED DISTRIBUTION 22 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved.  Additional Role Play Training Resources Tech & Gartner Service for NCSC Provider Website Research Located at the very bottom Leverage the opportunity of the Competitor to have Gartner recruiters Resources tab present on key sales skills including: - Includes additional Gartner & NCSC Gartner training, product & Find sample research pricing deep dives, and relevant to your buyer, a - rapport building About Gartner sales skills (objection high-tech provider -needs analysis Competitor Resources handling, etc.) organization. -selling to the c-level On Sales Skills Demand Presentations Training RESTRICTED DISTRIBUTION 23 © 2024 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.