Our opinion is based on our Microsoft Business Solutions Great Plains, Microsoft CRM sales and marketing campaign to large businesses in the following industries: Aerospace, Furniture, Beverages, Placement, Distribution & Logistics, Textile, Services, Food, Manufacturing. With the new economy recovery we see signs on the market, signaling selling strategy change. On the other hand this is normal process and each time you sell different, probably keeping your personal passion to sell and help your customers. Let's look at the trends:
? IT Director new role. If you remember old-days sales techniques bestsellers, Joe Seemore was the guy in IT department, who wanted to see more. These folks were actually the problem to make sales through. Nowadays, due to the fact of open information, including all the features, bells and whistles of the specific ERP system, CEO or business owner, after making his own decision on purchasing a new ERP ? delegates selection research to IT director, who in turn, selects project manager and this guy contacts analyzes the information on the internet and then contacts ERP VAR/reseller/integrator. Again, this would be difficult in 1970th or 1980th when internet was not yet in place and the access to the newest systems information was not available through public libraries
? No pushing sale. IT people usually have to stick to their budgets and propose the solution to their CIO/CEO. This means that you can not push this people to make sales happen ? so ? all the sales tricks would not work, except you expertise in the ERP system you sell
? Prove your expertise on your website. Again, as you see ? information is free and open today and you have to provide this information to your potential clientele to have them call you. IT folks are doing their duties and searching on google, yahoo, msn, altavista.
? No face-to-face meetings. When you do sales, based on your expertise, you can expect going beyond the regional market borders and have nation-wide calls. You should be ready to do presentation over the web session, and close the deal over the phone or skype.
We believe that future ERP system sales will be mostly done to the specialists, not to the top and so, the selling strategy should be adjusted.
Andrew Karasev is Chief Technology Officer at Alba Spectrum Technologies ( http://www.albaspectrum.com ), serving Microsoft Great Plains, CRM, Navision to mid-size and large clients in California, Illinois, New York, Georgia, Florida, Texas, Arizona, Washington, Minnesota, Ohio, Michigan
Disclaimer: All the thoughts expressed are my views only! Your... Read More
In this small article we will show you the possible... Read More
Are you lost in the mess of documents that get... Read More
In this short FAQ style article we would like to... Read More
If you have Microsoft Great Plains and support it for... Read More
Shareware has been fighting the stigma of being misunderstood for... Read More
Microsoft Retail Management (RMS) and Microsoft Great Plains are retail... Read More
This is intermediate level SQL scripting article for DB Administrator,... Read More
While Ukraine is becoming a new popular IT outsourcing destination,... Read More
Some introduction into Great Plains Software products, now Microsoft Business... Read More
The title of "software engineer" has got to be among... Read More
Collaboration SoftwareCollaboration Software, also known as group collaboration software or... Read More
FTP stands for "file transfer protocol". FTP is basically a... Read More
Microsoft Business Solutions Great Plains was purchased from Great Plains... Read More
Microsoft Great Plains - Microsoft Business Solutions accounting and ERP... Read More
The purpose of Project Management Software is to provide an... Read More
In order to meet regulatory and corporate compliance requirements reporting... Read More
What is RAID RECOVERY?RAID stands for Redundant Array of Inexpensive... Read More
Microsoft bought Navision, Denmark based software development company, along with... Read More
Introduction To ISDN, Part III: Configuring PPP PAP AuthenticationNow we... Read More
Microsoft CRM is CRM answer from Microsoft Business Solutions.The whole... Read More
If you have Great Plains Dynamics/eEnterprise (version 6.0 or earlier)... Read More
The software giants don't do everything and don't always produce... Read More
Before September of 1995, Microsoft ignored the Internet because their... Read More
The Windows registry is a huge database that ensures normal... Read More
Microsoft Business Solutions Great Plains is written in Great Plains... Read More
Hey Guys! Don't raise your eyebrows or fear by hearing... Read More
Microsoft Great Plains may be recommended for international freight forwarding... Read More
Task Manager is a Windows system utility that displays thetasks... Read More
IntroductionSurprised, by the title? well, this is a tour of... Read More
Do you remember that frustrating feeling when you find an... Read More
This tutorial covers OLAP solutions used by Data warehouses and... Read More
.NET platform does not support multiple inheritance. Do not confuse... Read More
What is a Web Database?A web database is a database... Read More
When you own a small business, time is money. And... Read More
Is your PC is slow and wimpy? Then you need... Read More
Microsoft Great Plains is one of three Microsoft Business Solutions... Read More
It's no secret that software companies operate in a very... Read More
We all take the computer for granted. I mean, all... Read More
I completed an experiment recently. I wanted to find out... Read More
Lotus Domino/Notes ? Microsoft Great Plains tandem as ERP with... Read More
Microsoft Business Solutions Great Plains is written in Great Plains... Read More
Microsoft Business Solutions Great Plains serves to the wide spectrum... Read More
In the case when you represent mid-size or mid-size-to-large business,... Read More
It's all about turn times in the eMedia industry! The... Read More
#5 All your hardware components like Printers, PCs etc come... Read More
Words we choose to describe things and phenomena often show... Read More
Microsoft Word is one of the most popular office applications... Read More
There are two major WYSIWYG(What You See Is What You... Read More
The various resume software offered, particularly on the internet, can... Read More
For a windows user like me, just can watch with... Read More
In the Clinton era the status quo was simple: you... Read More
Although we don't know whether Microsoft ever envisioned such a... Read More
MSN messenger is a pretty cool invention. I mean I'm... Read More
Microsoft Great Plains, designed back in 1990th as database transferable... Read More
Microsoft Great Plains may be recommended for international freight forwarding... Read More
Having from five to ten and more favorite screensavers is... Read More
Are you a whiz at calculating financial information? Not the... Read More
Microsoft Great Plains and Microsoft Retail Management System (Microsoft RMS)... Read More
People often ask me: What image file formats will Photoshop... Read More
We are in a transition phase in the Managerial Administration... Read More
Microsoft Great Plains has full-featured Manufacturing suite of modules: Capacity... Read More
When reading an article where some term is used often,... Read More
Microsoft Business Solutions ? Great Plains is designed to meet... Read More
So let's begin crunching down these 300 images using Adobe... Read More
Microsoft Business Solutions Great Plains is very good fit for... Read More
Software |