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Essential Ideas for Enterprise Software Sales Professionals

VOL. 1 NO. 4

In This Issue

Thank You Relationship Management Find Out What's Really Going On Team Selling - Reality or Myth? New Jobs at SoftwareSalesJobs.com

Thank You By Linda Richardson, President and CEO of Richardson If you like feeling appreciated by your clients, if you want to strengthen relationships, and if you want to win more business, start making thank-you calls today.

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Relationship Management By Kevin Temple, President of ValueVision Associates Relationship Management is not about a piece of software. In today's economy, it's about recapturing why your customers decided on your solution in the first place.

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Find Out What's Really Going On By Dave Stein, President of The Stein Advantage, Inc. When it comes to the valuation of a technology company, a track record of achieving sales targets is clearly important. However, looking backward at past performance is not an automatic indicator of how a company will perform going forward in time.

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Team Selling - Reality or Myth? By Ben Zoldan, CustomerCentric Selling Affiliate Have you thought about the experience that many organizations put their buyers through? From the first time the buyer learns about the company and offering, through their evaluation process, how they assess the benefits of using the offering and, ultimately, through implementation? Scary thought, huh?

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New Jobs at SoftwareSalesJobs.com: To apply, login to the site or create a profile - free of charge. (Clicking on any posting will take you to the SoftwareSalesJobs.com login screen) Software Consultant - BMC Location: McLean, VA The Software Consultant handles the technical aspects of the sales cycle and actively participates in the formulation and execution of sales strategies. The Software Consultant is the customer's primary technical point of contact during software critical situations. The Software Consultant is responsible for developing an expert level of knowledge of all products related to the MainView product set and develop a working knowledge of our DB2 products. SPECIAL QUALIFICATIONS: At least 3-5 years experience in technical pre-sales with a concentration on OS/390 business practices and project management. Must have strong presentation skills. Must have been a systems programmer or equivalent with OS/390 tuning skills. Must be able to travel up to 80% or more. Having a working knowledge of MainView will be considered a major plus. Account Executive - Brio Location: San Fran, CA Minimum of 5 years of proven successful enterprise software solution sales experience, specifically selling CRM, SCM and/or ERP. Ability to prospect and uncover new opportunities as well as provide account management functions. Must possess technical knowledge to appreciate the challenges and opportunities posed by developing an internet based client/server software platform. A track record of calling on and closing at the senior business and technical executive level. Software Consultant - BMC Location: Minneapolis, MN OR Chicago, IL Sr. Software Consultant, supporting BMC OS390 products with specific skills with Database Management. DB2 & IMS. Ideal locations would be Minneapolis, Chicago, and Detroit. This position primarily supports Pre-sales for presentations, seminars, trials & POC's. Secondary support for limited short-term professional service engagements, training and post sales support. Travel is mandatory and would be expected to be 70%. SPECIFIC QUALIFICATIONS: At least 5-7 years of DB2/DBA experience, additionally IMS experience is a plus. Preferred experienced using BMC OS390 solutions or similar products. Self-motivated with a solid team oriented disposition. Willing to travel. Technical Pres-sales experience would be highly beneficial, Excellent verbal and written communication skills. Good Sales Presentation skills. Experience with DB2 data sharing a plus. Professional Services Manager - BMC Location: Atlanta, GA In addition to the project management activities, the PM is also responsible for the forecasting of revenue and validating consultants time. They are also expected to provide management an on-going perspective of the overall performance of their services projects. The PM is expected to participate in the regular project status and planning activities across all territories and to be an active member of the overall project management team within the Professional Services organization which includes participation in various internal, methodology, and/or process development activities. Many more Software Sales jobs listed at www.softwaresalesjobs.com New users take note: you can create an anonymous profile and keep your identity hidden at all times.

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