Selling during challenging times ! 

 Challenge 

 I am a member of a leading MNC IT services organization ’s regional sales leadership team & my regional   team`s   challenge is to understand which solution to cross sell into our named farming account by a new   structured and result oriented client engagement exercise in the new COVID business scenario .The   project scope includes the four account managers , 12 named clients and their key stake holders ( which   is usually 3 per account ) . The project is limited to cross selling 2 service lines – namely cloud based e- commerce application solution and cyber threat monitoring solution which is designed specifically to   help clients in the COVID- 19 challenges . The project is targeted to be completed in one quarter ( 90   days ) within which each account manager should be able to close 4 deals . Our main drive & attention   will be to get into details of technical feasibility of the solution and each of sales cycle stage with   individual account manager and identify & improve his / her skills on technical sales side . 

 Selection 

 Our team has carefully evaluated the available options of design thinking activities / tools for this   challenge & have concluded to attempt with the learning launch tool so as to quicken the go to market   sales cycle time & sales closure timeline . 

 Application 

 To begin with we identified and picked one target account per account manager for the pilot sales   closure . We chose the banking account / client which was most vulnerable to cyber threats & the retail   account / client for the e commerce application solution as they would be in dire need to initiate the e- commerce platform due to restricted opening of shops due to the COVID pandemic . We started the   engagement with engaging the chosen target clients on scheduled video meetings & highlighting the   benefits of the solution and the clear risks they might encounter in their current business if they would   not adapt to the new changing business trends . In the second engagement phase we decided to run   proof of concept ( POC ) for the client ( s ) . For the first two clients we showcased them the proof of   concept solution ran into technical issues which identified we were not well prepared with running   successful proof of concept . We decided to run mock proof of concepts internally within the team to   master the art of successful proof of concept which would compel the client to decide quickly . These   mock POC sessions proved quite helpful to the account manager . In the next following POC sessions   each of the account manager successfully completed the POC which helped to quicken the sales decision   cycle pace by a week overall . Post the first four sales closure - one each per the four account manager   engaged in the project , we invited the client stakeholder for a 15 minutes objective survey on what   induced them to choose our tailored made COVID centric solution vis a vis the general solutions   available in the market . We ran this survey exercise through a third party independent entity to ensure   we get unbiased feedback on what we did right and also to clearly highlight the areas of improvements   in the solution & also the client engagement cycle . 

 Insight 

 With opting the learning launch tool , we clearly identified our assumptions both in the solution and the   engagement approach and pilot test it from all both the technical feasibility and the evolving account   engagement model of seeing in the COVID scenario . The team realized which solution worked and why   & associated with that the account engagement with the target key clients needed a more robust and   seamless remote technical presentation . The identification of   the changed client engagement norms   which relied mastering the art of structured remote interactive engagement with the client to mitigate   the loss of personal engagement with the client stakeholder was given in account selling . With the first   four deals being closed in with the learnings well documented post discussions with the account sales   managers & taking into account the independent client survey undertaken , the regional team is now   quite clear in the mind on both the solution to be sold & the new engagement model in the COVID era .   The ongoing incorporation of insight is particularly important at this stage , as we now plan a full rollout   of the chosen solutions & the changed   engagement model within the design thinking timeline . 

 Approach 

 As the regional sales   team is now experienced several design thinking activities / tools and are at this   stage in the timeline , the learning launch is the selected   tool . The team is now completely aware which   solution worked and the improvements required based on the independent client survey & the changed   engagement model our account managers should inoculate in the new COVID era and its associated   challenges .   We plan to further improvise on the solutions offered to the clients & evolving client   engagement model which will be based on learning launch tool / alternate design tool depending upon   the case scenario best suited for the given challenge / time 


EMAIL: 
ID_NUM: 
NAME_STUDENT: 
PHONE_NUM: 
STREET_ADDRESS: 
URL_PERSONAL: 
USERNAME: 

### Task: You are a PII (Personal Identity Information) Detection. Given a essays written by students, you have to identify ONLY the following:
NAME_STUDENT - The full or partial name of a student that is not necessarily the author of the essay. This excludes instructors, authors, and other person names.
EMAIL - A student’s email address.
USERNAME - A student's username on any platform.
ID_NUM - A number or sequence of characters that could be used to identify a student, such as a student ID or a social security number.
PHONE_NUM - A phone number associated with a student.
URL_PERSONAL - A URL that might be used to identify a student.
STREET_ADDRESS - A full or partial street address that is associated with the student, such as their home address.
### Input: Selling during challenging times ! 

 Challenge 

 I am a member of a leading MNC IT services organization ’s regional sales leadership team & my regional   team`s   challenge is to understand which solution to cross sell into our named farming account by a new   structured and result oriented client engagement exercise in the new COVID business scenario .The   project scope includes the four account managers , 12 named clients and their key stake holders ( which   is usually 3 per account ) . The project is limited to cross selling 2 service lines – namely cloud based e- commerce application solution and cyber threat monitoring solution which is designed specifically to   help clients in the COVID- 19 challenges . The project is targeted to be completed in one quarter ( 90   days ) within which each account manager should be able to close 4 deals . Our main drive & attention   will be to get into details of technical feasibility of the solution and each of sales cycle stage with   individual account manager and identify & improve his / her skills on technical sales side . 

 Selection 

 Our team has carefully evaluated the available options of design thinking activities / tools for this   challenge & have concluded to attempt with the learning launch tool so as to quicken the go to market   sales cycle time & sales closure timeline . 

 Application 

 To begin with we identified and picked one target account per account manager for the pilot sales   closure . We chose the banking account / client which was most vulnerable to cyber threats & the retail   account / client for the e commerce application solution as they would be in dire need to initiate the e- commerce platform due to restricted opening of shops due to the COVID pandemic . We started the   engagement with engaging the chosen target clients on scheduled video meetings & highlighting the   benefits of the solution and the clear risks they might encounter in their current business if they would   not adapt to the new changing business trends . In the second engagement phase we decided to run   proof of concept ( POC ) for the client ( s ) . For the first two clients we showcased them the proof of   concept solution ran into technical issues which identified we were not well prepared with running   successful proof of concept . We decided to run mock proof of concepts internally within the team to   master the art of successful proof of concept which would compel the client to decide quickly . These   mock POC sessions proved quite helpful to the account manager . In the next following POC sessions   each of the account manager successfully completed the POC which helped to quicken the sales decision   cycle pace by a week overall . Post the first four sales closure - one each per the four account manager   engaged in the project , we invited the client stakeholder for a 15 minutes objective survey on what   induced them to choose our tailored made COVID centric solution vis a vis the general solutions   available in the market . We ran this survey exercise through a third party independent entity to ensure   we get unbiased feedback on what we did right and also to clearly highlight the areas of improvements   in the solution & also the client engagement cycle . 

 Insight 

 With opting the learning launch tool , we clearly identified our assumptions both in the solution and the   engagement approach and pilot test it from all both the technical feasibility and the evolving account   engagement model of seeing in the COVID scenario . The team realized which solution worked and why   & associated with that the account engagement with the target key clients needed a more robust and   seamless remote technical presentation . The identification of   the changed client engagement norms   which relied mastering the art of structured remote interactive engagement with the client to mitigate   the loss of personal engagement with the client stakeholder was given in account selling . With the first   four deals being closed in with the learnings well documented post discussions with the account sales   managers & taking into account the independent client survey undertaken , the regional team is now   quite clear in the mind on both the solution to be sold & the new engagement model in the COVID era .   The ongoing incorporation of insight is particularly important at this stage , as we now plan a full rollout   of the chosen solutions & the changed   engagement model within the design thinking timeline . 

 Approach 

 As the regional sales   team is now experienced several design thinking activities / tools and are at this   stage in the timeline , the learning launch is the selected   tool . The team is now completely aware which   solution worked and the improvements required based on the independent client survey & the changed   engagement model our account managers should inoculate in the new COVID era and its associated   challenges .   We plan to further improvise on the solutions offered to the clients & evolving client   engagement model which will be based on learning launch tool / alternate design tool depending upon   the case scenario best suited for the given challenge / time
### Output: 