Create a sales call planning template in preparation for a first-time sales call based on the scenario given below. Read the scenario and task sections below, and then complete the Sales Prep and Planning Template below FOR F&A Transformational SELLING GARTNER SERVICES.

SALES PREP AND PLANNING TEMPLATE:

Rapport/Trust Building: Briefly, describe how you will use the information you know from the scenario to build rapport and to build trust with the client. Your response should be written word-for-word for how youll begin to build rapport and trust.

Identify Issues and Prepare a Response: In the template below, Ive provided you with 2 issues: one known and one unknown, from the scenario. For each, Ive walked through the SPIN process and culminate the process with a presentation plan that describes a feature and benefit of the ADP product that addresses the issue.

Now, given what you know about the case, fill out the following template. Identify 3 unknown issues and walk through the SPIN process for each. Each issue should culminate a presentation plan that shows a feature of the product and how it addresses the issue.

	Situation Questions	Problem Questions	Implication Questions	Needs-PayoffQuestion	Presentation Plan
Known Fact/Issue Example:					Feature: Benefit:
Unknown Fact/Issue Example:					Feature: Benefit:
Unknown Issue #1:
Unknown Issue #2:
Unknown Issue #3:

Preparing for Objections: In each sales call there are objections. Identify 3 possible objections you might encounter for this case and how you might respond.

Potential Objection	Possible Response

Close: Briefly, describe how you will close the sales call. Your response should be written as though you are actually closing the call.

SCENARIO:

TASK:

You have an appointment it has taken you months to secure. Hiltis time is very valuable, and your web conference appointment is only for 20 minutes. It is not feasible to gather information and close a potentially complex sale like this in only 20 minutes. Therefore, you should gather the information you need, establish trust, convey your expertise, and share potential solutions. Your goal is to obtain a follow-up appointment to present solutions based on Jay Hiltis perceived needs and Gartner for CIOs capabilities.

Case Info The Sales Call You have been an Account Manager on the Gartner team Your Gartner CRM system and reports for a little under a year and have been provided numerous provides you with multiple "dead" or inactive inactive accounts. InterTelcom has been in Gartner's accounts. InterTelcom has been in your archives for 20 years and passed around to other new accounts for the past 3 months. The notes and account managers who have had no success in gaining their activity indicated that 5 different Acct. Mgrs. business. Information you have: over the past 20 years have owned and each Annual Rev.: $650m (no debt) made at least 5 attempts (unsuccessful) to gain an appointment with a decision maker. During your weekly research you found Shane Dolinski was recently hired as the Sr. VP of Info Tech. You sent an email to Shane and received a reply almost immediately. Shane directed you to Jamie who set this appointment via email. You have not spoken with anyone personally. InterTelcom is one of the premier telecommunications solution's providers for businesses across the United States and Canada. Jamie Peltier: From LinkedIn (No picture) With unparalleled North American coverage, InterTelcom is the leading corporate phone service Results oriented technical leader with the proven ability provider to multi-location companies through our to strategically lead Information Technology to meet scalable solutions, customized to manage all your core business values. local, regional and national locations. Through long-term commercial wholesale contracts, Successfully orchestrated the rapid Covid emergency InterTelcom offers dial-tone, infrastructure solutions, advanced data services, broadband, and security services to our customers at significant existing limited remote access to an optimal and fully savings. Enjoy on-line location pre-qualification, supported work from home business solution order entry, order tracking and revenue reporting Experience along with premier account managers. InterTelcom: Dir. of IT Infrastructure Jan 2021 - pres. Co-Founder \& President: Karen Peesker CFO: Lenita Davis Starwood Hotels \& Resorts: Firewall Manager Sep CIO, Sr. VP Info Technology: Shane Dolinski 2018 - Dec 2021 Dir. Of IT and Infrastructure: Jamie Peltier IntraSystems: Network Engineer Nov 2012 - Aug 2018 US Army: Military Police May 2006 - Oct 2012 Education Worcester Polytechnic Institute: Client/Server Technology Certificate Program Gartner: Official Product Sponsor of Case Info The Sales Call Erin Gillespie is the Chief Technology officer of F\&A. You You are in your first year with Gartner as an Account Mgr. You had a very successful call with Jamie Peltier immediately replied to the introductory email thanking Jamie for the introduction and asked Erin for a date and at InterTelcom. Jamie provided you a referral to F&A time for a meeting. A week went by without a response, so Transformational a company with whom InterTelcom you called the number Jamie provided. You connected with \begin{tabular}{l|l} has had a long business relationship. Jamie indicated \\ F\&A was a growing company and making some big \end{tabular}Erinsadmin,BrentMcCulloch,whoafterexplainingyourreasonforcalling,saidthatDanaRich,theVPof changes in their IT Infrastructure. Information Technology would be a better person to talk to. Jamie sent a copied you. Brent set the meeting with Dana. Annual Rev: $215.7m Employees: 1.5K+ Employees in Information Technology: 38 (growth of 52% over past 6 months Prospect Background Employees in Sales: 91 (Growth of 435% last 6 months) Your research uncovered the below about Dana on LinkedIn: Defining and executing strategies that are highly energized, business-focused and meaningful thorough people, process and technology F&A is a provider of cloud-based solutions that Leveraging my attention to budgets, schedules, transform Finance and Accounting (F\&A) by vendor relationships, contract management and close operations, intercompany accounting processes staffing, I run IT as a business in order to create automating, centralizing and streamlining financial andotherkeyF&Aprocessesforlargeandmidsizepeople,technologyandinformationinbothdomesticcompetitiveresultsandopportunities.Iconnect organizations. Designed to complement virtually all and global environments. ERP and other financial systems F&A increases operational efficiency, real-time visibility, control and Experience: compliance to ensure end-to-end financial close management and accounting automation from within a F\&A Transformational: VP Info Technology Jun single, unified cloud platform. F\&A helps companies 2021 - present modernize accounting operations with intelligent The WNET Group: Chief Technology Officer Mar automation, ensuring more accurate and insightful financial statements and a more efficient financial 2020 Jun 2021 close. F\&A helps ensure balance sheet integrity and National Basketball Association: VP \& Head of IT confidence in their financial statements. Program Delivery \& Business Operations Oct 2016 Mar 2020 CEO: Greg Rich CFO: George Allen Education: CTO: Erin Gillespie VP Info Tech: Dana Rich Vanderbilt University - BS Mathematics \& Finance Gartner. Official Product Sponsor of