Emea LCM Habits 2013
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Habit # 3 Pre-Call Planning: What are the steps in the 4 step process?
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Define Objective
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Set and Share an Agenda
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Research and Resources
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Plan to bring value
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All of the above
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The 'EMEA LCM Habits 2013' quiz assesses key sales habits including pre-call planning, proactive engagement, and comprehensive follow-up. It evaluates understanding of best practices and effective strategies in sales, enhancing skills crucial for sales professionals.
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- 2.
Habit #3 Pre-Call Planning: What is NOT an internal resource used for pre-call planning?
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Client Connect, Contact Dashboard
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Admin Lite/Proxy
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Internal relationships (AE/LP/CP)
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Eagle, KI Library
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LinkedIn
Correct Answer
A. LinkedInExplanation
LinkedIn is not an internal resource used for pre-call planning. It is an external platform that provides professional networking and job-seeking services. While internal resources such as Client Connect, Contact Dashboard, Admin Lite/Proxy, Internal relationships (AE/LP/CP), Eagle, and KI Library are typically used for pre-call planning within an organization, LinkedIn is an external resource that can be used to gather information about potential clients or contacts.Rate this question:
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- 3.
Habit #4 Proactive Engagement: What are types of proactive engagement that tie to our priorities?
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Register GBW/Peer Connect
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Schedule regular client meetings
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Align resources proactively
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Contextualize Research
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Drive Inquiry
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All of the above
Correct Answer
A. All of the aboveExplanation
The types of proactive engagement that tie to our priorities are registering for GBW/Peer Connect, scheduling regular client meetings, aligning resources proactively, contextualizing research, and driving inquiry. All of these actions involve actively engaging with our priorities and taking proactive steps to address them.Rate this question:
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- 4.
Habit #4 Proactive Engagement: The best practice in developing a proactive email is Why you/Why now/Action.
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True
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False
Correct Answer
A. TrueExplanation
The statement is true because developing a proactive email involves addressing the "Why you" aspect, which means explaining why the recipient should be interested in the email. It also involves addressing the "Why now" aspect, which means explaining why the recipient should take action immediately. Lastly, it involves providing a clear call to action, which is the "Action" part. By following this best practice, the email sender can effectively engage with the recipient and increase the chances of a positive response.Rate this question:
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- 5.
Habit #4 Proactive Engagement: A best practice to manage your proactive engagement is...
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Schedule time only when a Workgroup Member shows up on the 180/120
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Only engage proactively 30 days prior to a renewal
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Block time on your calendar every month for proactive engagement
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Never, you only are reactive
Correct Answer
A. Block time on your calendar every month for proactive engagementExplanation
The correct answer is to block time on your calendar every month for proactive engagement. This means setting aside specific time each month to engage proactively with your workgroup members. By doing so, you can stay ahead of any potential issues or concerns and address them before they become bigger problems. This best practice helps to foster open communication and collaboration within the team, leading to better outcomes and overall success.Rate this question:
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- 6.
Habit #6 Comprehensive Follow Up: What are the components of the 'best' structure for a follow up email?
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Detailed recap of discussion, up to 10 research links, next steps
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Links to research only
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Recap, Expectations, Resources, URLs, Conclusion
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None of the above
Correct Answer
A. Recap, Expectations, Resources, URLs, ConclusionExplanation
The best structure for a follow-up email includes a recap of the discussion to refresh the recipient's memory, expectations to clarify future actions, resources to provide additional information or support, URLs to direct the recipient to relevant websites or documents, and a conclusion to wrap up the email. This structure ensures that all necessary information is included and helps to maintain clear communication between the sender and recipient.Rate this question:
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- 7.
Habit #6: Comprehensive Follow Up: You should try to complete the follow up email within 24 hours after the call.
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True
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False
Correct Answer
A. TrueExplanation
Completing the follow-up email within 24 hours after the call is a good practice because it shows promptness and professionalism. It allows for timely communication and ensures that any action items or discussions from the call are documented and addressed promptly. This helps in maintaining a good relationship with the recipient and keeps the conversation fresh in everyone's minds. Delaying the follow-up email for too long may lead to confusion, forgotten details, or missed opportunities. Therefore, it is important to prioritize and complete the follow-up email within 24 hours.Rate this question:
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- 8.
Habit #6: Comprehensive Follow Up: If you have limited time, what two items should be included in your follow up email?
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As many links to research as possible
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Summary of RICR
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Relevant action items
Correct Answer(s)
A. Summary of RICR
A. Relevant action itemsExplanation
In a follow-up email when time is limited, it is important to include a summary of RICR (which stands for Relevant Information, Context, and Request) as well as relevant action items. Including a summary of RICR ensures that the recipient has a clear understanding of the main points discussed, while including relevant action items helps to outline the next steps or tasks that need to be completed. By including these two items, the follow-up email can effectively communicate important information and facilitate further action.Rate this question:
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- 9.
Habit #2 Onboarding: What are the areas of Member Onboarding in which an LCM has a role? (Choose all that apply)
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Conduct Kick Off Call
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Welcome Letter
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Prepare for Kick Off Call
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Document Key Initiatives
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All of the above
Correct Answer
A. All of the aboveExplanation
An LCM (Lifecycle Manager) has a role in all of the areas of Member Onboarding mentioned. They conduct the Kick Off Call, send out the Welcome Letter, prepare for the Kick Off Call, and document the Key Initiatives. Therefore, the correct answer is "All of the above."Rate this question:
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- 10.
Habit #2 Onboarding: Which is not a desired outcome of the Member Onboarding process?
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Portal webtour discussed/planned
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Value Plan is complete
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2-4 KIs are identified
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Next meeting with member is scheduled
Correct Answer
A. Value Plan is completeExplanation
The desired outcome of the Member Onboarding process is to successfully onboard new members and ensure they have a positive experience. This involves various steps such as discussing and planning the webtour on the portal, identifying 2-4 Key Initiatives (KIs), and scheduling the next meeting with the member. However, completing the Value Plan is not a desired outcome because it implies that the entire plan has been finalized, which may not be the case during the onboarding process.Rate this question:
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- 11.
Habit #1 Daily Process: What is NOT a top tip to manage your time?
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Prioritize Daily
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Manage your time effectively
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Work independently
Correct Answer
A. Work independentlyExplanation
Working independently is not a top tip to manage your time because it suggests that you should handle all tasks and responsibilities by yourself without seeking any help or support. This approach can lead to inefficiency and burnout as it may be difficult to effectively prioritize and manage time when working alone. Collaborating with others, delegating tasks, and seeking assistance when needed can help to optimize time management and improve productivity.Rate this question:
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- 12.
Habit #1 Daily Process: In respect to the best practice in managing your time, finish this phrase: ____ prioritization
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Relentless
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Key Initiative
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Value Plan
Correct Answer
A. RelentlessExplanation
The phrase "Relentless prioritization" refers to the practice of consistently and persistently prioritizing tasks and activities in order to effectively manage one's time. This means constantly evaluating and re-evaluating priorities, making tough decisions, and staying focused on the most important tasks. It emphasizes the need to be unwavering and determined in prioritizing tasks and not getting distracted by less important activities.Rate this question:
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- 13.
Habit #5 Workgroup Meetings: How many percentage points higher do WG Leaders/members retain?
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25%
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5%
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15%
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1%
Correct Answer
A. 5%Explanation
The correct answer is 5%. This suggests that workgroup leaders/members retain 5% more information compared to other individuals. This could be due to the fact that workgroup meetings provide a platform for collaboration, discussion, and sharing of ideas, which enhances retention and understanding of information. Additionally, active participation in workgroup meetings allows individuals to ask questions, seek clarification, and engage in meaningful discussions, all of which contribute to better retention of information.Rate this question:
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- 14.
Habit #5 Workgroup Meetings: What are two of the three “top tips” to accomplish during any WG member call?
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Drive engagement on gartner.com
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Dive very deep into one KI
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Try to upsell to a full membership
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Secure the next meeting
Correct Answer(s)
A. Drive engagement on gartner.com
A. Secure the next meetingExplanation
During workgroup meetings, it is important to drive engagement on gartner.com to ensure that members are actively participating and utilizing the resources available to them. This helps to create a collaborative and productive environment. Additionally, securing the next meeting is crucial to maintain continuity and progress in the workgroup's objectives. It ensures that discussions and actions can continue in a timely manner, allowing for ongoing progress and achievement of goals.Rate this question:
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- 15.
Habit #7 Training and Technology: Building your domain knowledge will increase your credibility with clients.
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True
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False
Correct Answer
A. TrueExplanation
Building domain knowledge through training and technology helps in increasing credibility with clients. When you have a deep understanding of your field, you can provide accurate and valuable insights to clients. This knowledge also enables you to address their concerns and answer their questions effectively, which enhances trust and confidence. Additionally, staying updated with the latest advancements in your industry through technology showcases your commitment to continuous learning and professional growth, further boosting your credibility. Therefore, the statement is true.Rate this question:
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- 16.
Habit #7 Training and Technology: What are some action items one can take during his/her first 100 days with Gartner?
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Introduce yourself to the LPs and Gartner Analysts in your domain
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Listen to Activity Prep Calls and Webinars
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Set GBW for “Foundational” / “Getting Started” Research on topics aligned to your domain
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All of the above
Correct Answer
A. All of the aboveExplanation
During the first 100 days with Gartner, it is important to establish connections and familiarize oneself with the organization. Introducing oneself to the LPs and Gartner Analysts in the relevant domain helps in building relationships and gaining insights from experienced professionals. Additionally, listening to Activity Prep Calls and Webinars provides valuable information and updates on current activities and trends within the organization. Setting GBW (Gartner Business Wire) for "Foundational" or "Getting Started" Research ensures that one is well-informed and equipped with the necessary knowledge in their specific domain. Therefore, all of the above actions are important for a successful start with Gartner.Rate this question:
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- 17.
Habit #8 Build Collaborative Relationships: What is NOT a top tip in building a good relationship?
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Professionalism and Communication
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Mutual Respect
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Invite them on your Facebook
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Set role expectations
Correct Answer
A. Invite them on your FacebookExplanation
Inviting someone on Facebook is not a top tip in building a good relationship. Building a good relationship requires professionalism and effective communication, as well as mutual respect and setting clear role expectations. However, inviting someone on Facebook does not necessarily contribute to building a strong and collaborative relationship. It is important to maintain appropriate boundaries and focus on more meaningful interactions and connections in professional relationships.Rate this question:
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- 18.
Habit #8 Build Collaborative Relationships: What is NOT a principle of Social Contracting?
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An equal exchange: Ask & Answer
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One way discussions are best
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Focus on the 'how' not the 'what'
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Create permission to revisit the conversation
Correct Answer
A. One way discussions are bestExplanation
The principle of Social Contracting involves building collaborative relationships, which means that one-way discussions are not considered the best approach. Instead, it emphasizes the importance of equal exchange, where both parties ask and answer questions. This allows for open communication and active participation from everyone involved. Therefore, the statement "One way discussions are best" does not align with the principle of Social Contracting.Rate this question:
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Jan 29, 2024Quiz Edited by
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May 14, 2013Quiz Created by
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