1. Floating Topic
2. Management Process
   1. Conception
      1. Offerings?
   2. Planning
      1. The How, What, When, Where and Who
   3. Execution
      1. Timing
      2. Quotas
      3. Scalability
   4. Control
      1. Competency Evaluation
         1. Training
            1. Sales Techniques
            2. Domain Knowledge
      2. Metrics
      3. Actions
         1. Contingencies
      4. MBOs
         1. Rewards
         2. Consequences
   5. Feedback
      1. Integrate Experience as an Iterative Process
3. Channel Development
   1. Sales Forecast
   2. Channel Development
4. Sales Planning
   1. Purpose
   2. Vision
   3. Direction
   4. Meet Market Demands
      1. Products
      2. Services
      3. Sell inline with Capacity
5. Marketing Strategy
   1. Product Marketing
      1. New Product Launch
      2. Optimize Existing Products and Services
      3. Competitve Research and Analysis
      4. SWOT Charts
   2. Marketing Plan
      1. Activities
         1. Brand Awareness Campain
            1. Direct Mail
            2. Publish Articles in Trade Pubs
            3. Print Ads
            4. Web Ads
            5. AdWords
            6. Web 2.0
            7. Social Networks
         2. Review/Optimize Website
         3. Customer References
            1. Expert Testimonials - Bill Z.
         4. White Papers
         5. Make our Expertise more VISABLE
            1. WebCasts for CE
            2. Blog
            3. Podcasts
            4. Tradeshows
            5. Special Events
            6. User/Customer Conferences
            7. E-newsletter
         6. Create EK Industry Round Table
            1. Quarterly w/Client's Sr. Management
      2. Market Segmentation
         1. Lead Generation
            1. On-line Lead Generation
            2. Cold Calls
            3. Networking
            4. Referrals
            5. Web 2.0
6. Sales Staff Development
   1. Goals & Quotas
   2. Sales Tracking
   3. Job Descriptions
   4. Training
      1. Sales Techniques
      2. Domain Expertise
      3. Assessment & Testing
   5. Sales Tools
      1. Sales Call Checklist
      2. Collateral
         1. White Papers
         2. Implement Client Needs Analysis Process
         3. Marketing Materials
      3. Subject Matter Experts
      4. SFDC Automation and Adoption
      5. Laptops, Cell Phones, etc.
7. Sales Automation (SFDC)
   1. Develop/Implement Sales Staff Tracking
      1. Key Sales Measurments
         1. The Right Activities
         2. The Right Methodology
         3. The Right Amount
         4. Sales Staff and Sales Team Tracking
            1. Real Time
      2. Staff Reports
         1. Opportunity Review Worksheets
         2. Sales Planning and Forecasts
         3. Pipeline Management
   2. Sales Reporting
      1. Define KPIs
         1. Pipeline
         2. Actuals/Hit Rate
         3. Probability Assessment
         4. Sales Expenses/Cost of Sales
         5. Sales Effectiveness Scorecard
         6. Deviations/Adjustments
   3. Commission Tracking
8. Sales Process Engineering
   1. Continuous Sales Process Improvement
   2. Metrics
   3. Dynamic and Defined Sales Process
9. Cyclical Model
   1. Continous Process
10. Establish Metrics to Track ROI and Effectiveness
11. Why would Clients buy Right Now? Why would they buy from you?