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Dominic Raciti’s Carahsoft Intern Showcase
 What I Learned at Carahsoft:
o While working at Carahsoft this summer, I learned a multitude of useful sales skills and
tactics. I also strengthened my ability to be both persistent, as well resourcefulwhile in a
professional work environment. I learned to use both my coworkers,as well as the
documents I had access to around me, as resources to aid with any issues I ran into on a
particular project. I learned to manage my time in a manner that allowed me to
accomplish everything I needed to get done on a daily basis.
 Projects I Completed at Carahsoft:
o I completed a Product Notebook for my personal use throughout the summer. This was a
word document that compiled information pertaining to all the different types of Adobe
Software,which I utilized at some point in time during this past summer. These different
types of Adobe Software, which I included in my Product Notebook, consisted of:
Adobe Experience Manager, Adobe Marketing Cloud, Adobe LiveCycle, Adobe Creative
Suites, Adobe Connect, and Adobe Digital Publishing Suite. This document allowed me
to be able to quickly find out general, as well as specific information, pertaining to
whatever Software I was working with at the given time.
o I completed a number of different call projects throughout the time I spent at Carahsoft
this summer. These different call projects consisted of webinar registration calls,
prospecting calls, as well as confirmation calls for a particular event that Adobe was
hosting in the near future.
o I answered Adobe Mainline calls periodically throughout the summer.
o I researched a number of potential bid proposals, in order to find out which projects
would be best suited for our company to bid on.
o I completed a Canadian Municipality Research Project. For this particular research
project, I had to first find out what the top 100 largest municipalities in Canada. After
figuring out what the top 100 municipalities were,I then went onto each one of their
specific websites in order to find out what their 2014 budget is, as well as the number of
employees that are currently working at each one of these municipalities. I used an excel
spreadsheet to record this information in an organized manner.
o I completed an Adobe DPS Prospect Development Research Project. For this project I
had to go through a list of different agencies and check their websites to see if they were
already using newer software like Adobe DPS or not. If their website looked as if it could
use Adobe DPS to help it out, then I took note of it. I saw if they still were using PDF’s
or not in their sites to decipher whether or not they would be a solid prospect for DPS. If
they were still using PDF’s for their publications and documents, then they were a good
prospect.
o I built, as well as processed a number of quotes for the Adobe Digital Marketing Team. I
used the information that was given to me via email, from either a Carahsoft Rep or the
reseller themself, to create a quote for the specific customer listed in the email. The

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information that I absolutely needed to have in the email, in order to be able to create
each quote, was that of: the customer’s information, the reseller’s information, as well as
the exact quantity of licenses the customer was looking into buying.
 Skills Gained at Carahsoft:
o Communication Skills: I strengthened my over-the-phone communication skills from
all the calls I made on a daily basis to different customers. I also strengthened my overall
communication skills a significant amount from talking to all the different Carahsoft
employees each day.
o Time Management Skills: At the beginning of the summer, it was a struggle for me to
even keep up with one project I was working on. By the end of the summer though, I was
able to manage my time much better. I found myself making solid progress on multiple
different projects each day. I was no longer wasting my time working on little things of
not much importance.
o Microsoft Excel Formatting Skills: The majority of the projects I completed this
summer went along with using Microsoft Excel. Because of this, I ended up learning all
about the proper formatting for different types of spreadsheets,as well as a number of
shortcuts that one can use in order to save time when working with Excel.
o Organization Skills: I learned that the more organized you are,the easier your work is
going to be. After organizing both my email, as well as my documents, I found myself
completing projects at a much faster pace than I did when I was not organized.
o Persuasion Skills: Initially, at the beginning of the summer, I would just accept defeat
when a customer told me that they were not interested in what I had to say to them. As
the summer went on I learned different methods to continue the conversation after the
customer had said that to me. By the end of the summer I was able to turn the
conversation around after the customer initially said that to me. At times I was able to
even persuade them to register for an event or schedule a time for a meeting, depending
on the type of call I was making.
o Note taking Skills: I learned to take both quick, as well as efficient notes. I needed to be
able to quickly record important details from different phone calls I was having with
customers. I would not want to make the customer repeat themself either while speaking
to them, so it was crucial that I was attentive while on the phone with them, and ready to
record each and every necessary detail from the call.
o Over-the-phone Sales Skills: I learned a number of different lines to say when making
a sales call, in order to keep the conversation going. I also learned about what to say to
close out a deal on the phone when the customer is interested in what you are selling.
o Web Scraping Skills: A number of my projects consisted of a lot of searching the web
for different bits of information I needed to find. I learned that you can always dig deeper
when searching on the web for information. A number of times I thought I was never
going to find the information I was looking for, but I kept searching and eventually was
able to find it.

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 Challenges and How I Overcame Them:
o Keeping customers interested in what I had to say while I was on the phone with them,
was definitely a challenge at the beginning. I noticed in most of the conversations I was
having towards the beginning of this summer, that the customers usually were not too
interested in continuing our conversation, when I would read the message I intended to
get across to them straight off the script. I had a number of people who just hung up on
me. I also had a number of other people tell me they were not interested in whatever I
was attempting to sell, before I was even able to finish delivering whichever message it
was I intended to get across. I dealt with this challenge first off by accepting the fact that
every phone call I made on a daily basis was not going to go as planned. I then learned to
improvise and not read solely from the script, but instead deliver the intended message to
them in segments throughout our conversation. I believe that this approach makes the
customer feel more important. I believe this approach also results in the message having
more appeal to the customer, which in turn makes for a more pleasant conversation, as
well as a better outcome. I found this approach worked best for me at least.
o Gathering all of the necessary information needed in order to complete a given project
was most definitely a challenging task. At the beginning of the summer I would go
straight to my supervisor whenever I had a question that needed to be answered. As the
summer moved on though, I learned to first look through all of my documents and other
resources before calling for help. I definitely learned to be more of an independent
worker as the summer went on, rather than being so dependent on my supervisor for help
like I was at the beginning.