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
Domino server is a buffer between the operation system and... Read More
Microsoft Great Plains fits to majority of horizontals and retail... Read More
.Net Framework is a platform or development environment to seamlessly... Read More
In part III of this ISDN primer, we learned that... Read More
Not every software testing project can or should be automated.... Read More
Microsoft Office program is a programming tool called Visual Basic... Read More
A UNIX Shell is in simplest terms, a command line... Read More
Microsoft Business Solutions Great Plains serves to the wide spectrum... Read More
In linux, one of great commands for finding out information... Read More
The intuitive algorithm.Roger Penrose considered it impossible. Thinking could never... Read More
Microsoft CRM and IBM Lotus Notes Domino seem to be... Read More
Microsoft CRM has built-in conversion tool, however you should probably... Read More
Anti-virus software is used to find, remove or fix files... Read More
If you use Microsoft Outlook (or similar applications) for e-mailing,... Read More
If you are software developer or database administrator - we... Read More
Accounts payable is just one area of office management where... Read More
Are you one of those people that keeps track of... Read More
Just when you thought you were Web savvy, one more... Read More
Every organization which creates collaborative documents, whether they are budgets,... Read More
Our hosted solution allow you to run your own search... Read More
Microsoft Great Plains fits to majority of industries, in the... Read More
Microsoft Great Plains, former Great Plains Software Dynamics, eEnterprise has... Read More
Microsoft Business Solutions Great Plains has full-featured manufacturing set of... Read More
Microsoft Business Solutions ? Great Plains is designed to meet... Read More
ERP Consulting industry is on the way to serve clients... Read More
Are you a database professional? Do you work with a... Read More
While several preventive maintenance software manufacturers offer free trials for... Read More
Now that spyware is the single most dangerous threat to... Read More
IBM Lotus Notes Domino and Microsoft CRM (Client Relation Management)... Read More
We will base our prognosis on our Microsoft Business Solutions... Read More
Current Microsoft Business Solutions Great Plains has more that 10... Read More
IntroductionSurprised, by the title? well, this is a tour of... Read More
Great Plains Purchase Order Processing (POP) module makes up one-third... Read More
An integral part of any quality CRM system is lead... Read More
Let's say that you have a software project that's under... Read More
Do you want to get quality software at a reasonable... Read More
New post-recession era has new features, which didn't exist in... Read More
1. Replace Dexterity cursor with SQL Stored Procedure Dexterity... Read More
Executive SummaryAn effective plan for entering, cleaning and updating the... Read More
ERP is the acronym of Enterprise Resource Planning. Multi-module ERP... Read More
Microsoft Great Plains and Microsoft Retail Management System (Microsoft RMS)... Read More
The Windows registry is a huge database that ensures normal... Read More
Once upon a time not so long ago, there was... Read More
Considering whether or not your software company should hire a... Read More
After seeing many people complain about their weak Internet security... Read More
The most important benefit of XML is its simplicity. Though... Read More
Just imagine: you are walking, say, towards your car, and... Read More
Our hosted solution allow you to run your own search... Read More
The term "document management" and "paperless office" is the subject... Read More
If you company is small or mid-size special products or... Read More
People often ask me: What image file formats will Photoshop... Read More
Midsize business or non-profit organization should decide if one-vendor solution... Read More
If you are in the market for new staffing software,... Read More
In part III of this ISDN primer, we learned that... Read More
COMMAND LINE FUNCTIONA powerful command line script processor has been... Read More
Finally, you have some time to personalize your desktop with... Read More
Since technology changes so quickly, it is hard to begin... Read More
Microsoft Retail Management System serves retail single store as well... Read More
Microsoft CRM and IBM Lotus Notes Domino seem to be... Read More
The first thing that you will notice about Linux Red... Read More
Customer Relationship Management, abbreviated "CRM," is the term for a... Read More
There are plenty of articles out there about how to... Read More
While several preventive maintenance software manufacturers offer free trials for... Read More
Follow the steps below to quickly design, generate, and deploy... Read More
In the previous ISDN article, we looked at how and... Read More
I like my software simple. If it's too complex or... Read More
Software |