let’s say ...

Question

let’s say I have to run a discovery with a CMO of a major software company that has been declining 5-10% over the last two years and their CEO has mandated new aggressive growth goals for the coming year.

What questions should I ask him to align Gartner to his aggressive growth goals

Current Employee · Accepted Answer

Someone is going through the interview process! Haha this is the scenario they always use for the Skills Assessment. You will want to understand what is the growth goal for this year? What is the #1 priority you need to accomplish to reach that growth goal? Where are you currently lacking expertise?

Current Employee · Answer

1. What are his biggest priorities right now?
2. How do these priorities contribute to achieving 5-10% growth?
3. What is stopping him right now from progressing with these priorities?
4. Does he need help with any of these priorities?
Deepdive into the priority that he wants help.

Current Employee · Answer

We use the challenger sale, so while it is about asking questions, it’s also about educating the buyer. My first step would be to ask their core analysts why they think the company hasn’t been growing, and how they can leverage Gartner to change that. Then I would weave that info into my discovery.

Former Employee · Answer

From your perspective, why are you losing market share?  Then 2nd/3rd/4th level question the hell out of that.  How do you verify your theories?   Would having access  to raw data on why you’re losing deals be helpful?  What does this mean personally to you if you’re able to hit the CEO’s targets?

Current Employee · Answer

How are you shifting your strategy from prior years to accelerate growth? What's your process for identifying the types of organizations that have challenges you solve for? Do you feel like your messaging is resonating with the use cases and verticals your targeting?

Current Employee · Answer

How do they plan on achieving this?  ( will be either geographical expansion , expanding sales team , growing channel sales).

Why that strategy?

Who's in charge ?

Have you thought about xyz strategy ?

This is how we help others ...

Current Employee · Answer

With due respect, this is an internal question, ask your manager and top performers in your team & region. They’ll help you

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Anonymous Q&A

let’s say I have to run a discovery with a CMO of a major software company that has been declining 5-10% over the last two years and their CEO has mandated new aggressive growth goals for the coming year. What questions should I ask him to align Gartner to his aggressive growth goals