Sales Profile
The objective of profiling target accounts is to create new demand for the compelling
proposition which was documented in Stage #2 as the Thought Leadership Point-of-View.
IDL structure the target account profile
interviews according to the format of the Point-of-View and IDL delivers a narrative transcript
of the interview
to provide the IT solution sales person with the greatest insight and compelling reason-to-call.
The profiling process
covers these stages with the interview normally structured around 4 key points.
Stage #1: Target Accounts
Database: IDL build a 100% custom database of decision-making contacts at the agreed target accounts for the compelling solution and the database passes to the IT solution provider upon completion of the project.
Stage #2: Profiling
Compelling Issues - How is the prospect prioritizing action around the compelling issues -
for example, the SEC NASD & NYSE Rules for Business Continuity - is compliance with these rules a priority and if so when is action
anticipated and by whom.
Solution - What IT solution is budgeted to deal with the compelling issues - for example, is investment planned in an IT solution to reduce the cost and risk of complying with the SEC NASD & NYSE Rules for Business Continuity,
and if so what type of solution and when is it scheduled to be implemented.
Budget - Who is funding the solution and what is the
estimated budget - for example, who are the stakeholders in the budget decision for the SEC NASD & NYSE Rules for Business Continuity, and what is the budget estimated value?