I was on a sales call yesterday closing what I thought was a slam dunk Microsoft Dynamics CRM deal. One of our approaches is that we need a plan in place in order to provide professional services instead of just giving them the keys to the car with no guidance.

In our K4 Sales Training - Know Yourself we leverage Psycho-Geometrics where we quickly ascertain a prospects communication style. In this case we were presenting to a strong Triangle.  Triangles are typically "A Type" personalities that would take out a 2nd mortgage on their house to support an entrepreneurial endeavor. It might be difficult to push an idea with a Triangle as they have already made up their minds before you share all of the information.

In this case a CRM plan was a waste of time and money. Even though we know that you increase your ROI and chances for end user adoption with processes outlined and re-engineered to leverage the technology as the great enabler.

In this instance know we were communicating with a Triangle...

My wife and I live in Phoenix and enjoy hiking in the desert. A couple of weeks ago we were hiking the Superstition Mountains, the legendary location of the “Lost Dutchman’s “mine.

We met an old prospector right out of 1849 panning for gold oil painting. We struck up a conversation and I asked why he did it?  He said, he loved it, been doing it all his life and made a decent living at it.

After our hike, I thought what a great lesson for sales people today to recognize that “sales prospecting” is a way of life, it’s actually the first thing that happens before a sale is even made.

Find those streams of prospects, pan for nuggets they will lead you to the “mother lode”. Doing it consistently, using best practice methods and adding an element of passion and world class selling results will follow. Review your db, CRM tracking system, and make it standard policy...

www.alwaysbemarketingandselling.com

 

Microsoft Dynamics CRM 4.0 White Paper

Date: June 2010

2 MICROSOFT DYNAMICS CRM ONLINE: SECURITY FEATURES JUNE 2010 Microsoft Dynamics is a line of integrated, adaptable business management solutions that enables you and your people to make business decisions with greater confidence. Microsoft Dynamics works like and with familiar Microsoft software, automating and streamlining financial, customer relationship and supply chain processes in a way that helps you drive business success.

U.S. and Canada Toll Free 1-888-477-7989

Worldwide +1-701-281-6500

www.microsoft.com/dynamics

Legal Notice

The information contained in this document represents the current view of Microsoft Corporation on the issues discussed as of the date of publication. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information presented after...