Top 5 Qualifying Questions for Cold Callers

by Connor Jordan on August 18, 2014

When faced with the task of cold calling down a list of prospects it helps to have a game plan in place. Asking the right questions will help you display interest and give you a chance to listen to what really matters to the prospective customer. If your objective is to secure an appointment for the prospect to speak with a sales rep, here are some excellent questions to use.

Top 5 Qualifying Questions to Secure a Sales Appointment via Cold Call

  1. Roles and Goals – “As someone in your important [title] role, what are the most important goals you’re responsible for achieving?”
  2. Company Initiative – “I noticed [on your website, on LinkedIn, etc…] some news about how your company is focusing on [initiative]. How does this affect your work?”
  3. Celebrating Success – “To achieve your goals, what have you implemented recently that is working well?”
  4. Current Challenges – “If you had to point to something not working so well, what current challenge do you have that you’d like to resolve?”
  5. Implementing a Solution – “Which solution(s) have you investigated? Which direction do you think you’ll take?

With these questions and a demonstrated ability to listen and empathize, you should have a much easier time scheduling appointments for prospects to speak with a sales rep about solutions to their challenges. To hear more about best practices and see how Dynamics CRM helps to improve business development processes please participate in our live webinar on August 20th.

Tips2Win Webinar Series

“Social Selling: How to Convert Buzz into Business”

Wednesday, August 20th at 11 am EDT

Duration: 30 minutes


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CRM 2013 Bulk Workflow Tool for XRMToolBox

by Andy Popkin on August 15, 2014

So it has been about a year since I released the original CRM Bulk Workflow Tool and to my surprise a lot of people downloaded it! Almost once a week co-workers and colleagues are telling me how they are able to solve some would be major headache of a problem in seconds rather than hours using the tool. After releasing the Bulk Workflow tool, I started to come up with a couple other apps and distributed them to a few people for testing. I also started to use the XRMToolBox almost non-stop. If you have never seen or used the XRMToolBox than you are missing out! So many great apps to solve various day-to-day “CRM Administrator” headaches, all available in one application. From editing Web Resources to transferring solutions between CRM instances, if there is something you do every day chances are there is an XRMToolBox tool that will help you out.

After talking to Tanguy (the creator of XRMToolBox) and discussing our views on how awesome it is to give CRM Administrators the power to do so much in one package, I started coding… Introducing the first of many XRMToolBox add-ins to come, the new CRM 2013 Bulk Workflow Tool.


The premise of the tool is exactly the same, but rather than it being a standalone app it is now embedded into the XRMToolBox! A few bug fixes/minor enhancements have been made to the code, but you still select the On Demand Workflow that you’d like to run in bulk, select a System or Personal view (or custom FetchXML Query) to obtain a record set to run the workflow against, and with one click you can kick off thousands of workflows. The workflows are still sent in batches of 200 which can be increased, and as of today this application will only work for CRM 2011 UR 12 and higher  and any version of CRM 2013.

To get the CRM 2013 Bulk Workflow tool click HERE to download the .dll and add it to your XRMToolBox folder (make sure you are using the latest build, which you can download here).

I am always interested to hear what people that use this tool have to say so please feel free to contact me at or @andypopkin on Twitter. Also be on the lookout for more XRMToolBox based Dynamics CRM tools in the near future! (Thank you to Tanguy for helping Q/A this version, and for including this tool in future XRMToolBox versions!)

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Multichannel Customer Service

August 14, 2014

A new 2014 State of Multichannel Customer Service Survey commissioned by Parature, from Microsoft shows that old customer service channels certainly aren’t going away, but new ones like social are creating both greater and faster service expectations across the board. Parature, Customer Service Software from Microsoft has commissioned a survey ’2014 State of Multichannel Customer Service’ which […]

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Warm Up your Cold Calls with CRM and Social Media

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Microsoft Dynamics Marketing – build a bigger sales pipeline

August 7, 2014

Within the Spring 2014 upgrade of CRM 2013 came the long awaited Microsoft Dynamics Marketing tool. Microsoft Dynamics Marketing helps you plan and execute effective marketing campaigns to reach your customers and build your sales pipeline, and gives you the tools you need to measure how your campaigns are performing. There are 5 key pillars; […]

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What Price have we quoted this Product before to Win?

August 4, 2014

Being able to quote your products and services at the “Market” or “Right” price can be a challenge. Knowing what you have priced these products in the past should not. Have you ever asked yourself these questions? What have I priced this product for in the past? What price did we win at? Who did […]

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Simple Social Media Rules for Businesses to Follow

August 4, 2014

Over the past decade, the adoption of Social Media platforms, such as Facebook, Twitter and LinkedIn has exploded. Today, interacting on Social Media is a common as making a phone call or sending an email. Nearly 95% of businesses are using social media as a way to communicate industry news, company announcements and strengthen their […]

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Interacting with your Customers. Is Email Sufficient?

July 22, 2014

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How to Track Critical Customer Communications

July 14, 2014

Keeping in touch with your prospects, customers and partners is critical for maintaining a healthy balance sheet. With so many communication outlets, one might think it would be easier than ever to know who’s saying what, when and to whom. Are you positive that you’re not missing any part of your customers’ discussions? How to […]

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Best Practices for Using Email Templates with your CRM

July 7, 2014

To be truly effective, email marketing involves planning, lots of work, and a bit of patience. With so much competition from other communication outlets it’s critical that you follow proven best practices for making your emails count. A few important rules to follow when designing your email templates: Personalize to Maximize Readership – With the […]

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