Sales Consulting Templates for use in a Knowledge Base

Contact Management Templates for a Knowledgebase..................................................................... ..........................1

Ask Questions to Determine the Customer Identity........................................................................................... ........1
What is the Problem and how can it be solved with the acquired information?.................................................... ..2
Project Index........................................................................................................................................... .........................2
1. Configuration................................................................................................................................................. ............2
2. Plan..................................................................................................................................................................... ........2
3. Solution....................................................................................................................................................... ...............2
4. Execute................................................................................................................................................................... ....2
5. Turnover Handover Closure............................................................................................................. ........................3
6. Maintenance......................................................................................................................................................... ......3
7. Controlling, Follow-up ................................................................................................................... ..........................3
8. Change Management...................................................................................................................... ..........................3
Project Analysis/ Plan................................................................................................................................................. .....3
Plan.......................................................................................................................................................................... .......3
Concept............................................................................................................................................................ ..............3
Execute........................................................................................................................................................................ ...3
Support........................................................................................................................................................................ ...3
Adapt to future Requirements........................................................................................................................... ...........4
Corporate Profile......................................................................................................................................................... .....4
Corporate Profile Evaluation........................................................................................................................................ ...4
IT Infrastructure ?Application Technology.................................................................................................... ................5
Success Factors................................................................................................................................... ...........................5
Action, To-Do............................................................................................................................................... ..................5
Success Profile........................................................................................................................................................ ......5
Personal Success Profile.......................................................................................................................................... ....5
Project Success Profile.............................................................................................................................................. ...5
Project Management ........................................................................................................................................... ............6
Channel Sales and Marketing Service Profil....................................................................................... ..........................6
Pre Sales Support Profile................................................................................................................... ..........................6
Value Added Distribution Profile........................................................................................................................ ..........6
Post Sales Support Profile................................................................................................................ ...........................6

Contact Management Templates for a Knowledgebase

Contact Management not only serves to collect the messaging data including the e-mail address and
document address, but offers a means to identify the customer and his needs. It works to identify the
obstacles preventing successful implementation and to develop a successful and competitive plan to
overcome them. These templates offer tested formats to cut implementation time.
- They have been developed for use with Internet Messaging and the implementation in Mozilla Firefox
and Thunderbird
- Using this information works towards understanding the customer’s needs as well as his personal
evaluation of value and quality.
- Application steps the planning and writing.
- Develop individual templates for entering and storing Strategic Business Development, Sales Cycle
Management and Sales Consulting data as E-Mail Message Documents for later collation and collection in
a Team Knowledgebase.
- The basic format suits formatting as XML.

Ask Questions to Determine the Customer Identity

Sales consulting assumes knowledge of the customer identity, his problems, goals and background.
Templates collect the information to use as knowledgebase documents. Using Internet Messaging
simplifies and expedites the entry of background information, experience and knowledge. These forms
store and present the collected information in a form to ease analysis of the problem, generating a
proposal or a quote. They also facilitate passing the information to technical support or development.

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What is the Customer Identity?
What are the customer support needs? What does the customer need to implement a successful
installation?
What does the customer require to maintain and adapt the installation?
What convinces the customer to expand the installation?

Collect inputs to adapt the processes used to develop the business by intensifying relationships with
existing customer and developing strategies to win new customers. The knowledgebase takes the inputs
gleaned from this analysis and produces the material and support to answer the questions. Sales Cycle
Management stores this information necessary to streamline these processes and the means to optimize
the processes to cut time and costs. It reduces the routine work by using the information contained in
the databases, and processing the information to help develop visions to build value.

How does the Customer evaluate Value?

The following terms relate value.
- Corporate Value
- Customer Value
- Product Value
- Project Value
- Investment Value
Value relates to what can be produced with the acquired product and to the satisfaction level achieved. It
includes the communication exchange built through the implementation.

What is the Problem and how can it be solved with the acquired information?

Building Information System Aggregates to drive Strategic Business Development Team Resources
An introduction to building a knowledgebase from Internet Research and Project Management to support
Business Development. Start by asking the right questions and channel the answers to progress the
team. Look at the questions confronting the Business Development Team and see how Aggregates adapt
the answers to these questions for development. The resulting knowledgebase aids development efforts
and success.

URL: >>>

Project Index
The Project Index is the container for the knowledge collection, entry and analysis.
Corporate Profile

1. Configuration
System Configuration
Changes in Configuration
IT Infrastructure. Dept.

2. Plan
Problem Analysis

Project Analysis and Planning Measures

Goals/ Targets
System Configuration
Configuration
System Performance Targets

Concept
- Project Analysis/ Plan to achieve targets
- Show how the plan realizes the targets

3. Solution
Project Activities. Follow-up.

4. Execute
Project Management
Concept/ Development
Implementation: Installation and Phases
Test Phase goals
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Documentation
Introduction, Use and Training

5. Turnover Handover Closure

Optimizing- Tweaking Bugs

6. Maintenance
Support
Maintenance
Training

7. Controlling, Follow-up
Open Issues, To-Do, Critical Issues

8. Change Management

Project Analysis/ Plan

Customer Documentation, Planning, Executing, Maintenance Support

System Configuration
Configuration
Infrastructure, Departmental Structure

Plan
Problem Analysis
What is the problem? (potential)
Was has changed?

Problem Development
Source and past of the problem
Problem Influences
Goals/ Targets
Challenge
Tools (required)

Who, What, Why, How Much? What? When?

What has changed?
Problem
Is not

Ref:

Migration

Concept

Plan
Reduce costs.
Improve and optimize performance. Performance factors.
Security measures.
Deadlines and targets

Success Factors
Success Factors

Execute
Concept.
Development.
Implementation.
Installation
Test Phases
Documentation.

Support
Service.
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Support
Hardware
Software
Training
Invoicing, payment.
Maintenance

Adapt to future Requirements

Corporate Profile
PN abbreviates Promotion Number and contains the Business Activity and the Information Resource
driving this project. Joining these two parameters creates a unique index for this project. It facilitates
index maintenance within the Sales Cycle Management. The data structures similar to the format
used for .XML files.

Mozilla Firefox and Thunderbird share To-Dos and simplify the Follow-up
Internet Messaging shares Project Management Issues and Web Research Resources to make them more
effective.

Combine Internet and e-mail to enable flow supporting Web Research and Project Management
activities. Configure Firefox and Thunderbird to share project and team to-dos and follow-up. Use this
information to manage shared to-dos

URL: >>>

Corporate Profile PN< >

Date of Entry:
Month[ ]
Quarter[ ]
Year[ ]

Corporate
FieldsofBusiness [ ]
Founding Priniciple Corporate Mission [ ]
CorporateImage [ ]
Founder [ ]
Founded [ ]
ShareCapital [ ]
Owner[ / CEO [ ]
Subsidiaries [
]
Organization [ ]
ProductsMfg [
]
Financial Revenue Achieved
Year1[ ]Revenue1[ ] Currency1[ ]
Year2[ ]Revenue2[ ] Currency2[ ]
Financial Targets
YearF1[ ]Target1[ ]Growth%1[ ]RevenueF1[ ]
Employees[
Sales
RegionalOffices [ ]
SalesRegions [ ]
SalesChannels [ ]
CustomerTargets [ ]
ServicesProvided [ ]
Marketing [ ]
Competition [
]

Corporate Profile Evaluation

Partnership Targets Year[
MarginTarget [ ]
AchievedMargin [ ]
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 AchievablethroughProgram [ ]
SalesPotential [ ]
Revenue [ ]
Currency [ ]
Leads Generated [ ]
LeadsQualified% [ ]
NewProjectsGenerated [ ]
AverageProjectValue [ ]
ActivationCurrentCustomerBase% [ ]
%CurrentCustomerBase [ ]
NewCustomerPotential [ ]

IT Infrastructure ?Application Technology

Corporate Profile PN< >
Date of Entry:
Month[ ]
Quarter[ ]
Year[ ]

Application.

Mail.

Messaging.

Network Operating System.

Operating Sys

Internetworking.

Routing Bridging.

Topology and Wiring

Telecommunications.

Success Factors
Action, To-Do

Configuration Guide for Mozilla Firefox and Thunderbird to share Team To-Dos and Follow-up on the
Actions
Start with this configuration guide and end with shared To-Dos in Internet Messaging using the Mozilla
components. Configure Mozilla Firefox and Thunderbird to share Team and Project To-Dos and thereby
simplifying project follow-up and management. Just the bare bones configuration work.

URL: >>>

Success Profile
Requirements for a successful closure
Workshop
Training .....

Personal Success Profile

f.e.Technician, Manager, Board of Directors

Project Success Profile

Obstacles

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Benefits

Competition

Decision Structure/ Responsibil.

Project Management
Sales Promotion Activities

Issue Resolution

Channel Sales and Marketing Service Profil

Pre Sales Support Profile
Insert the services offered, multiple entries
Design/ProblemAnalysis [ ]
Planning [ ]
ProjectManagement [ ]
Delivery/Stocking [ ]
Installation [ ]
Hardware [ ]
Software [ ]
Training [ ]
Repair [ ]
Guarantee [ ]
ValueAddedServices [ ]

Value Added Distribution Profile

Insert the Distribution Services, multiple entries
Product Promotion [ ]
Revenue Objective [ ]
Trained Sales Team [ ]
Strategic Product Positioning [ ]
Inventory [ ]
Forward Orders [ ]

Post Sales Support Profile

Insert the Support offered, multiple entries
TechnicalTraining[ [ ]
Updates [ ]
HotlineSupport [ ]

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