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Essential Ideas for Enterprise Software Sales Professionals |
VOL. 1 NO. 8 |
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Who's Hiring Software Sales People?
You'll have to visit www.SoftwareSalesJobs.com and create
a profile to find out more, but here are only a few of the companies
seeking software sales, pre-sales, and sales management
professionals across North America on SoftwareSalesJobs.com:
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How Do You Integrate Multiple Channels?
By Diane Krakora, Principal, Amazon Consulting
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Developing a multi-channel strategy can be challenging - and integrating
those multiple channels into a cohesive partner framework that increases
software sales is even more daunting. In this article, Diane Krakora,
president of partner development firm Amazon Consulting, discusses
several issues to examine in designing a multi-channel framework for
enterprise software companies.
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Read full article >>
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Converting an Advocate into a Coach
By Steve Kraner, TopLine Solutions, Inc.
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Many 'internal advocates' are, intentionally or not, 'polite gatekeepers.'
They block your access to people who can decide. Here's an idea to convert
an advocate into a coach.
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Read full article >>
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Timing is Money
By Dave Stein, Author of How Winners Sell
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Sales winners who consistently attain or exceed quota have learned how
to optimize their efforts within the strict and immutable constraints of the
ever-present ticking clock. They’ve mastered timing like a captain has
mastered the wind in a sailboat race. They can't change it, but the one
who leverages it best wins most often. Here’s the message: As a software
salesperson, you can’t control time, but you can affect timing, and as a
result win more business, sooner.
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Read full article >>
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Bruce Lee says your new VP Sales will Fail
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
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What does investing in the stock market have in common with hiring a VP Sales? It’s the fact that enormous amounts of due diligence up front in both cases often yield the same results as throwing a dart. Enterprise software CEO’s considering a strategic hire at the executive level should pay serious attention before they buy in to a search firm’s promise to deliver 'only the best'. Paraphrasing Bruce Lee, Sterling- Hoffman's Angel Mehta offers a sobering & controversial commentary on why the success mantra ‘Hire only A+ players’ is flimsy at best, and how enterprise software companies can increase the chances that the next executive hire will actually succeed.
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Read full article >>
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How Do You Integrate Multiple Channels?
