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Essential Ideas for Enterprise Software Sales Professionals

April 2004

In This Issue Instead of Discounting, Back Some Value Out of Your Proposal Avoiding the Void: How to Manage the Space Between Sales Calls The Top 5 Sales Horror Stories of 2003! Hot Candidates New Jobs at SoftwareSalesJobs

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:

Instead of Discounting, Back Some Value Out of Your Proposal By Dave Stein, Author, "How Winners Sell" Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.

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Avoiding the Void: How to Manage the Space Between Sales Calls By Steve Kraner, TopLine Solutions, Inc. Sales are not always won or lost because of what happens in a sales call, but in the void between calls. Read why, and three suggestions to effectively manage the space between sales calls.

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The Top 5 Sales Horror Stories of 2003! By Dan Seidman, Founder, SalesAutopsy.com Dan has collected over 500 sales horror stories. Here, you will discover 5 of the top sales horror stories of 2003. Each of these blunders contains a postmortem - a lesson we can learn from our sales colleagues who’ve fallen before us. Selling is tough and some comic relief can help us deal with the rejection, tough prospects, hiding prospects and more. Enjoy the laughs.

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Hot Candidates   Looking to hire Software Sales people? Meet some of the premier field sales, pre-sales, and sales management professionals in the sector. Read profiles and contact registered SoftwareSalesJobs members that are waiting to hear more about your company!

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New Jobs at SoftwareSalesJobs

The following is a sample of jobs available at www.SoftwareSalesJobs.com To search all jobs, click here. PTC Project Manager - Consulting Services Bellevue, WA PTC Strategic Account Executive Detroit, MI PTC Sr. Application Engineer - Windchill Needham, MA PTC Regional Director - OH/MI Cleveland, OH PTC Strategic Account Sales Rep Philadelphia, PA PTC Implementation Consultant Troy, MI PTC Strategic Account Sales Rep Boston, MA PTC Strategic Account Sales Rep Reston, VA Computer Associates International Channel Marketing Manager Austin, TX Business Objects Data Integration Rosemont, IL Sybase Inside Sales Representative II Waterloo, ON Compuware Software Sales - Mainframe QA St. Louis, MO Oracle Corp Regional Vice President, Business Development Costa Mesa or Redwood Shores, CA Computer Associates International Sales Executive (EM) Southfield, MI Compuware Software Sales - Xpediter Seattle, WA Redwood Software Sales Manager Chicago, IL Computer Associates International Sales Executive (EM) Little Rock, AR Westbrook Tech Regional Sales Manager Chicago, IL Compuware Software Sales – Vantage Phoenix, AZ Confidential Director of Sales Operations Waltham, MA Westbrook Tech Regional Sales Manager Branford, CT Compuware SOFTWARE SALES - ABEND-AID Blue Bell, PA Westbrook Tech Regional Sales Manager San Francisco, CA Optika Account Executive New York, NY Compuware SOFTWARE SALES - VANTAGE McLean, VA Oracle Corp Senior Sales Consultant, Financial Applications Santa Monica or Los Angeles, CA Westbrook Tech Regional Sales Manager Atlanta, GA Optika Account Executive Boston, Cleveland or Detroit Compuware Managing Director – Products Englewood, CO Optika Pre-Sales System Engineer Washington D.C. Packeteer Channel Sales Manager - Southeastern US Dallas, TX Compuware SOFTWARE SALES - FILE-AID Blue Bell, PA Oracle Corp Supply Chain Senior Sales Consultant Atlanta, GA Packeteer Territory Sales Manager - Rocky Mountain Territory Denver, CO Attachmate Area Director of Sales Atlanta, GA Compuware SOFTWARE SALES - ABEND-AID BOSTON, MA Packeteer Director – Business Development Cupertino, CA Quark Regional Business Manager New York City, NY Compuware Software Sales - C.A.R.S. Houston/Austin, TX Packeteer Channel Sales Manager - Southeastern US Atlanta, GA Quark Regional Business Manager Chicago, IL Computer Associates International Telesales Professional, TeleSales Tampa, FL Compuware SOFTWARE SALES REP – ASQ Atlanta, GA Attachmate Area Director of Sales Washington, DC Quark Application Service Consultant Milwaukee or Cleveland Mobius Management Regional Manager - MId Atlantic States Linthicum, MD Computer Associates International Account Director Herndon, VA Sybase Channel Account Manager 3 - Business Intelligence Dublin, CA Quark Regional Business Manager Dallas, TX Computer Associates International Sales Executive (EM) Austin, TX Mobius Management Account Manager - Software Sales Dallas, TX Sybase Territory Account Manager II Dublin, CA Computer Associates International Sales Executive (EM) San Diego, CA Compuware Software Sales - Optimal J St. Louis, MN Sybase Territory Account Manager III Parsippany, NJ Business Objects Area Sales Director Rosemont, IL Oracle Corp CRM Sales Consultant Phoenix, AZ or Salt Lake City, UT Quark Application Service Consultant East Coast or Atlanta Business Objects Account Manager San Francisco, CA Compuware Software Sales Rep Cincinnati, OH Oracle Corp Senior Sales Consultant-Financials Dallas/Fort Worth, TX Business Objects Inside Corporate Account Manager Vancouver, BC The above is a sample of jobs available at www.SoftwareSalesJobs.com To search all jobs, click here.