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Essential Ideas for Enterprise Software Sales Professionals

VOL. 1 NO. 6

In This Issue

Selling out of the Technology Slump – Don’t get Hit by A Bus Focusing Your Multi-Channel Strategy on Your Customer Harness the Power of Your Virtual Sales Team All I Really Need to Know about Sales I Learned in Kindergarten The Sales Manager’s Most Important Decision

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:

Selling out of the Technology Slump – Don’t get Hit by A Bus By Marie Warner, Principal Warner Sales Architects, CustomerCentric Selling Affiliate Selling a complex product or service has undergone a fundamental sea change in the past year. How can you and your sales team succeed, sell out of the slump and avoid selling mistakes?

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Focusing Your Multi-Channel Strategy on Your Customer By Diane Krakora, Founder, Amazon Consulting Do you know who your customers are? As enterprise software companies build alliances or partner to establish increasingly complicated end-to-end product offerings, they're forced to develop a multi-faced, multi-channel strategy. Too often, however, companies focus on "fitting" their customers into their existing channels, rather than first examining the buying behaviors of the individuals and businesses who buy and actually use their products and services. Diane Krakora describes how to design your channel strategy around the end customer -- and not the other way around.

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Harness the Power of Your Virtual Sales Team By Dave Stein, Author of How Winners Sell The bigger and more complex our applications become, the less of it even the most articulate, intelligent salesperson can communicate. Explaining and managing that level of information and complexity to the different constituencies within the prospect’s organization requires the assistance of application specialists, business consultants, product marketers, corporate executives, developers and other experts. And that demands taking a team approach to selling. If your team sells by the seat of your pants, you aren’t driving a sales campaign—you’re driving bumper cars.

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All I Really Need to Know about Sales I Learned in Kindergarten By Cathy Jackson, Sales Coach, Sales Champions Many of you probably remember the best-selling book, "All I Really Need to Know I Learned in Kindergarten," by Robert Fulghum. It's uncanny how his book on "uncommon thoughts on common things" was a hit and read by millions. After enjoying this book a decade ago, I decided to add it to my summer reading list. Kicked back on a warm, sunny afternoon reading Mr. Fulghum's musings, it occurred to me how these fundamental things learned in kindergarten can be applied to a sales professional selling enterprise software--no, really!

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The Sales Manager’s Most Important Decision By Barry Shamis, President, Selecting Winners As the battle for a shrinking number of deals rages, there is a solution that gives you the highest probability of coming out on top. A sales executive in this marketplace has one opportunity to win…

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