At a recent training session with we had a discussion about emailing proposals vs. presenting them in person. The discussion was very heated with many sales professionals opting for the electronic way because of speed, efficiency, and scale. On the other hand some more traditional folks wanted to look the customer in the eye the" old fashion" way and react to objections and concern on the spot. I felt like the exchange was taking on biblical proposition that required a definitive black and white answer!
The critical business principle in most B to B situation is the proposal is the culmination of a sales process that takes place within normal time frame in the sales cycle.
Thus the proposal is a significant event to close the deal, it therefore must be positioned / presented with its greatest impact in mind.
Also we need to consider the size of the account, logistics and the relative probability of closing using the proposal as the final element in the sales process.
In most instances if personally presenting the proposal is a viable, considering cost and logistics I would opt for it.
There is simply no replacement for presenting the proposal personally and managing the normal objections, questions and next step as they happen.
Yes you can do videos, go to meetings etc., but people still by from people and the best practice is look them in the eye and get the order in person.
Copyright © 2014 Dave Neal
What’s the first thing your customer-facing employees do when they get to work in the morning? If they’re like practically everyone else on this planet, they check their emails.
Connecting Microsoft® Outlook® to Microsoft Dynamics® CRM can help improve their productivity. Instead of switching back and forth between applications, the Microsoft Dynamics CRM Outlook Client gives them one common, familiar interface to manage all their customer interactions. Here’s how it works*.
What if I don’t want to work online? With Microsoft Outlook and Microsoft Dynamics CRM 2011 you don’t have to. Here’s a quick tutorial* on how to work offline with the Microsoft Dynamics CRM Outlook Client.
What if I have problems connecting? We’ve got you covered there too. Our newly released Troubleshooting Wizard* can help you resolve the most common connection issues
Copyright © 2014 Dave Neal
Managing Microsoft's Dynamics CRM Online and the Outlook connector is sometimes complicated, but always essential for maintaining productivity. There is power in being able to access all of your business critical information and tools from one feature-rich interface.
Any changes in email service may impact the in-place configuration of the Outlook connector for CRM. One such change could be instigated by changing Outlook profiles. Here are a few resources and pointers to help you transition:
First, go here for instructions for installing the CRM connector. This is for overall reference as to how an original installation and configuration proceeds. For users currently set up and configured, they should only need to remove their current CRM association (see more notes below). This isn’t uninstalling anything, but just reconfiguring.
You can download the connector here (get the i386.exe for 32 bit Outlook, amd64 for 64 bit Outlook), in case you don't have it available and you need it for a new user or for any user whose setup needs a fresh install.
Here’s a step-by-step at MSDN - it may be more suitable to support staff than to end users
Here is a good FAQ at crm.dynamics.com (see ‘Work with Outlook’ topic)
Finally, just a couple pointers:
Subscribe To Our Blogs
Our Blogs are Authored by various members of the NEALABC team.