If you’re like most Sales professionals, you don’t aspire to be a Dynamics CRM expert. You want to know enough to keep the Customer Relationship Management (CRM) system working for you, i.e., help you stay organized and close more sales. Understanding basic CRM concepts will help you get up to speed faster on your new CRM. That’s what I’ll be tackling over the next few months with my blogs. Let’s start with some background on 4 basic types of sales records: Account, Contact, Lead, and Opportunity.
The phone call started like this—
Caller: “Hi Ken, I’m <her name is redacted to protect the innocent> and I’m your new account executive. Do you have a minute? I want to share with you all the great new stuff we have going on this year.”
Sound familiar? (more…)
It’s no secret that controlling the sales process has become more challenging. More often prospects rely on web resources and the opinion of peers in making purchasing decisions. Absent the opportunity to establish one’s unique value proposition, the differentiator becomes price. The logical extension of this scenario is a price battle among suppliers of similar or identical products, resulting in the erosion of both profit margin and the value of skilled sales professionals. (more…)