AT&T has been changing the way people live, work and play for more than 140 years. We fuel business transformation through integrated solutions that tap into the power of everything connected. Our broadband connectivity, high‐speed fiber and wireless broadband networks connect businesses everyday. We also provide advanced IP‐based and wireless solutions to businesses of all sizes. Our investments in broadband give companies more ways to connect to what’s most important to them. AT&T Fiber reaches nearly 15 million locations and is recognized as best in class with scores that lead the entire industry. We now reach more than 255 million people with nationwide 5G. AT&T has been recognized as having the best overall and most reliable 5G network. AT&T’s portfolio expands beyond broadband and wireless 5G technology. AT&T Cybersecurity delivers the ability to help safeguard digital assets, act with confidence to detect cyber threats to mitigate business impact, and drive efficiency into cybersecurity operations. Connectivity is the core of everything businesses need to be successful today and in the future.

After you graduated from college, you accepted an offer for your first sales position with AT&T in their B2B Sales Development Program. You spent 5‐7 months in Dallas at their headquarters learning about AT&T products and services and the sales process, networking, and practicing your sales pitches. You are now in your assigned territory as a Sales Executive Mobility and your role consists of hunting for new business and because the market demand for AT&T services is growing you are prospecting new clients. You are passionate about building customized connectivity and communications solutions and have just heard that Diamond Solutions is expanding with a new location. You dig around and find their office manager is Amy Petersen. You set up a meeting with Amy to build rapport and try to get an appointment with the CEO and IT Director. Your goal is to spark Amy’s interest in AT&T, secure a secondary meeting with Tina (CEO) and Bill (IT Director), and present a solution to Diamond Solutions.

Diamond Solutions

Diamond Solutions is an award‐winning landscape firm that has been serving Ohio for over 20 years. It offers services ranging from Landscape Architecture, Design/Build Construction, Landscape Maintenance and Lawn Care Services. Residentially, Diamond Solutions specializes in creating outdoor living environments. Diamond Solutions’ award-winning team of landscape architects, construction managers and experienced craftsmen are all focused on delivering the highest level of professionalism throughout the process. Diamond Solutions was founded in 2002 and recently has seen major expansion in the past few years. They have experienced major growth and revenue has doubled from $2 million to $4 million. They have plans to add a new location in a neighboring metropolitan location within the same state. Diamond Solutions has plans to add a new location in a neighboring metropolitan location within the same state. Office space has been secured. Staff will include an office manager, landscape designer, and five crew leaders. Hiring for these positions is underway. Diamond Solutions is currently accepting proposals to support this office and needs advice for connecting new remote location with head‐quartered office location.

Diamond Solutions currently has 45 employees, complied of crew leaders, architects, HR, customer service and IT. They will be adding seven employees to their new office (as mentioned above).

Diamond Solutions' main competitors are other small and medium sized landscape architecture and landscape maintenance businesses within the Ohio market. Additionally, large landscape companies are competitors of Diamond Solutions.

Key Contacts

AT&T traditionally offers products and services like wireless phone and internet services. AT&T also offers a vast portfolio of business solutions including cybersecurity, application development, and several out‐of‐the‐box business applications to help streamline customers’ business processes. For the purposes of this case study, you will only be responsible for selling the below products:

Please take time to look at the links and information provided to learn more about our products, pricing, important selling features.

Note: the below links lead to great resources regarding additional product information and use cases for AT&T. There may be pricing differences on these pages versus what is provided below. For the purposes of this competition, make sure to use the provided prices below (not what is online). 

Mobility

 
AT&T Business Fiber

Office @ Hand

Round 1 

Goal: Secure a Discovery Meeting with IT Director

Attempt to secure an appointment for a Discovery Meeting by making an effective and persuasive initial contact with the office manager who schedules appointments for the leadership team. Your goal of the initial call is to book a 10 minute call with the IT Director.

Your first step is to meet with Amy. You have done some preparation on Amy and Diamond Solutions that you can use when you meet. First, you learn from research that Amy has been with the company since 2004. You also learn from research the company is expanding and needs a connectivity and communications solution that will enable them to continue to be an award winning organization. During the initial call, explain how AT&T provides value, discover additional decision makers and get Amy to sponsor a follow up call with the IT Director. Prepare what you will say when you meet with Amy.

Remember: This round will be held remotely during the week of March 18th, 2024. You will have 10 minutes to complete this round with your buyer. See the Competition Information page for more details.

Round 2

Goal: Obtain Information Needed to Create a Recommendation

Lead an engaging fact‐finding meeting with the IT Director to find and understand the need for AT&T mobility, internet and  cybersecurity. Your goal is to secure a 10 minute follow up meeting to present a recommended connectivity and communications solutions.

Your initial call went well and you have secured a discovery meeting. During the 10 minute discovery meeting you will find and uncover Diamond Solutions ideal strategy and business goals. Following this meeting, you should understand if AT&T’s solutions would make the most sense for Diamond Solutions.

Remember: This round will be held in-person on Friday, April 12th, 2024. You will have 10 minutes to complete this round with your buyer. See the Competition Information page for more details. You can also see the day's agenda here.

Round 3

Goal: Close the Business

Present a comprehensive connectivity and communications solution that connects the findings from your discovery meeting, using persuasive language to close the deal. Address any objections that the decision makers throw out to you.

You have made it to the sales presentation! In this step, you will present your proposal in a closing call with Tina (CEO) and Bill (IT Director). Using a presentation demonstrates how you aligned the findings of the discovery meeting to the strategy, outline how and why AT&T can meet their objectives.

Using persuasive language, the goal is to close the business with Tina and Bill. Review/summarize your conclusions from prior meetings. Be prepared to answer any objections or roadblocks they may bring. Uncover if they have anything to add. If you are unable to close the business, make sure to secure another follow up meeting.

Remember: This round will be held in-person on Friday, April 12th, 2024. You will have 10 minutes to complete this round with your buyer. See the Competition Information page for more details. You can also see the day's agenda here.