Sales staff customer information management
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Sales staff customer information management
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1. Company background
Basic information
Full company name
Establishment time
Registered capital
Company nature (state-owned enterprise/private enterprise/foreign enterprise)
Business Overview
Main business/product line
Target customer group
Market area (domestic/overseas)
Annual revenue scale
Industry status
Industry ranking
main competitors
core competitiveness
Business conditions
Development stage (start-up stage/growth stage/maturity stage/transformation stage)
Recent major developments (financing/mergers and acquisitions/expansion/layoffs)
Strategic direction and annual goals
2. Decision-making chain (decision-maker/influencer/user)
Decision maker (final approver)
Name/Position
Decision-making style (aggressive/conservative/data-driven/relationship-driven)
Core focus (ROI/strategic value/risk control/brand image)
Relationship status with us (strange/acquainted/friendly/supportive/opposed)
Influencer (technical check/program evaluation)
Name/Position
Professional background and right to speak
Core concerns (technical advancement/stability/maintainability/compatibility)
Relationship status with us
Users (frontline use/feedback)
Name/Position
Usage scenarios and frequency
Core focus (ease of use/efficiency improvement/solve specific pain points)
Relationship status with us
Process Gatekeeper (Procurement/Finance/Legal)
Name/Position
Core concerns (cost control/compliance/contract terms)
Relationship status with us
3. Key contact information
Contact name
Contact information
phone number
Email address
WeChat/Other IM
Landline/extension number
Social relations
LinkedIn/Maimai Home Page
Common contact/introducer
Personal preference
Communication preferences (phone/WeChat/email/interview)
Best time to contact
Hobbies/background information
4. Past visit records
Nth visit
Visit date
Participants (our side/customer side)
Visit form (face to face/telephone/video conference/solution demonstration)
Communication points and customer feedback
Questions/objections raised by customers
Our response and commitment
Next step agreement
Key milestones
first contact
Requirements confirmation
Plan submission
Technical communication/POC
Quotation stage
business negotiation
contract signing
5. Customer pain points and needs
Explicit needs (clearly stated by customers)
Requirement description
Priority (high/medium/low)
time urgency
Hidden needs (potential needs that need to be explored)
Potential pain points
possible consequences
Points of connection with our products
Project/Procurement Budget
Budget amount range
Budget source (annual budget/special appropriation)
budget approval process
Time planning
Expected launch/delivery time
Internal decision-making time points
Procurement process cycle
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