Engagement Process
The bedrock of any successful B2B sales program is an accurate assessment of the market requirements, a product or service offering that fills those needs competitively, and a well conceived Market Strategy.
Both in-house and outsourced sales solutions where incentive pay is a significant part of the salesperson’s compensation require the sales and fulfillment groups to agree on the overall company plan and trust in each other’s ability to deliver on their respective commitments. ISS Technology Partners follows a step-by-step process to ensure these criteria are met.
Discovery Phase
The first time we speak with a prospective client both parties naturally have a number of questions they need answered in order to determine if there is a good basis for pursuing a long term business partnership. Our website attempts to provide as much detail about our operation as is practical, but no two engagements are ever exactly alike so we encourage our prospective partners to ask whatever questions they may have. Though we believe following a structured process is an important key to success, we also realize such procedures often need to be customized on a case by case basis.
For our part, we will initially be interested to learn in general terms about your company history, core business, target market, customer profiles, value proposition and expansion plans for the future.
As our talks progress both parties will eventually want to drill a bit deeper into the assumptions that will drive the financial model needed to support any market expansion effort.
ISS Technology Partners does not “sell” sales solutions. We partner with our clients, provide them with self-sustaining growth engines and share in the returns. Once a partnership arrangement and deal structure have been reached ISS Technology Partners assigns a qualified Engagement Team Leader (ETL) to coordinate the venture.
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