The moment the economy softened, an end was made to several years of a long “rising tide floating all boats” period. I’m pretty sure your current strategy includes:
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Microsoft has passed the one million mark in the CRM marketplace. This news was delivered at the 2009 partners conference in New Orleans earlier this month. And this was not the only news Microsoft was breaking down in Louisiana.
We are excited. We’ve just opened a new revenue opportunity in a tough economy. We’ve qualified the opportunity and from what we’ve learned this is a real deal, one worth spending some our most valuable resource on, our time. During the discovery and qualification phone calls we managed to establish a level of rapport. A certain amount of “bonding” has been achieved. While we and this new prospect have not become good friends, there has developed between us the beginning stages of a professional relationship. Our next step is that all important first face to face meeting.