Document number: 11482

 

Advantages to using the GISS process are:

1. It can help you work a deal better because it provides a framework that will help you:
   · Focus on the right things
   · Know where you are in the sales cycle
   · Know what to do next
   · Allocate your resources
   · Identify deficits in knowledge and problems
   · Provide the means to assess a deal and forecast accurately
   
   
2. It provides one language for the entire company. If you think about all the different organizations and people dependent on knowing where you are in a deal, you can appreciate the need for a common language.
   
   
3. It provides a predictable, repeatable, and scaleable global sales process.
   
   
4. It helps the buyer make a better-informed decision on time and improves chances that expectations are met in the implementation project. It is not unusual for a buyer to look for input on how to evaluate. We need to be prepared to provide input.
   
   
5. The process is relevant to all types of sales cycles, such as License only, License & Services, Service only, Inside Sales, Support Sales. PeopleSoft's service offerings are differentiators in achieving a total business solution for our customers and prospects and should be leveraged in every deal.

If the advantages above don't sway you, think of it this way: using this process is a job requirement. When you review accounts and deals, ask for resources, and forecast deals, expect your management to ask you where you are in the deal relative to the GISS process.

 

 

 

 

 

 

 

Created by the PeopleSoft Knowledge Management Team.
Copyright © 2002 All rights reserved.
Created: amq 07/26/2002
Revised: amq 11/01/2002
Reviewed: 09/24/2004