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Essential Ideas for Enterprise Software Sales Professionals

February 2004

In This Issue The Reality of Selling High-Tech Today Selling Differently in 2004, Part II Satisfaction is Key, Especially when Leveraging Channels 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:

The Reality of Selling High-Tech Today: the two most important people every salesperson should know! By Steve Martin, Author, "Heavy Hitter Selling - How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy" Selling high-technology today is not only difficult, it’s downright scary! You must fight off your usual cast of competitors and still protect yourself against the dreaded "no decision." Knowing how to appeal to the “Bully with the Juice” is a mandatory sales-skill in today’s post-bubble economy.

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Selling Differently in 2004, Part II By Cathy Jackson, Sales Coach, Sales Champions In the first of this two-part special feature we looked at the background and scientific research that has proven without a doubt that the most authentic predictor of sales success is “the number of contacts initiated with prospective buyers on a consistent basis”. But before you get a chance to sell your solutions, you've got to be able to initiate contact with your prospects. In this second part, we'll take a closer look at the hidden emotional barriers that undermine your ability to build a consistent pipeline of potential buyers.

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Satisfaction is Key, Especially when Leveraging Channels By Diane Krakora, Principal, Amazon Consulting Can you increase customer satisfaction through channel and alliance partners? How do you work with resellers, integrators and solution providers to ensure you’re satisfying end customers? In this first of a two-part column, Diane Krakora, partner development guru, describes the Amazon Consulting Six Stages of Partner Development – a proven methodology of how to attract, engage, educate, motivate, support, and manage indirect sales partners to increase customer satisfaction.

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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

Adobe ISV Manager - SAP Philadelphia, PA Lighthammer PreSales Consultant Chicago, IL Atrenta Strategic Account Manager San Jose, CA Computer Associates International Account Director Alameda, CA Adobe Director, ISV Sales San Jose, CA Computer Associates International Account Director New York, NY Synygy New Business Representative Philadelphia, PA Compuware Software Sales - Vantage Phoenix, AZ Ramco Systems Sales Manager Lawrenceville, NJ Computer Associates International Account Director Atlanta, GA Compuware SOFTWARE SALES - OPTIMAL J Tampa, FL Business Objects Account Manager Miami, FL Computer Associates International Account Director Leawood, KS Synygy Software Sales Executive Dallas, TX Ramco Systems Sales Manager San Jose, CA Tmax Soft Outsides Sales Manager Englewood Cliffs, NJ Peregrine Account Executive Inside Sales San Diego, CA Synygy Software Sales Executive Philadelphia, PA Peregrine Account Executive Federal Civilian Sector Bethesda, MD Position 2 Process Business Development Executive Park Ridge, IL Ramco Systems Business Director Lawrenceville, NJ Business Objects Enterprise Account Manager Seattle, WA Optika Pre-Sales System Engineer Washington D.C., DC Compuware SOFTWARE SALES - FILE-AID Blue Bell, PA IPLocks Regional Sales Director SF Bay Area, CA Lighthammer PreSales Consultant Philadelphia, PA Business Objects SAP Solutions Sales Manager San Jose, CA Computer Associates International Account Director Bloomington, MN Compuware SOFTWARE SALES - QA HIPERSTATION McLean, VA Business Objects Presales Consultant Vienna, VA Compuware SOFTWARE SALES - QA HIPERSTATION Blue Bell, PA Business Objects Presales Consultant Boston, MA Synygy Software Sales Executive San Francisco, CA IPLocks Regional Sales Engineer NY/NJ Metro Area, NY Lighthammer Regional Sales Manager Houston, TX Compuware SOFTWARE SALES - ABEND-AID McLean, VA Lighthammer Regional Sales Manager West Coast, CA Computer Associates International Channel Sales Executive Hillsboro, OR Optika Regional Sales Manager Los Angeles or San Francisco, CA Oracle Corp. Supply Chain Senior Sales Consultant Atlanta, GA Business Objects Presales Consultant Chicago, IL IPLocks Regional Sales Director NY/NJ Metro Area, NY Synygy Sales Consultant Conshohocken, PA Oracle Corp. Regional Vice President, Business Development Costa Mesa or Redwood Shores, CA Compuware SOFTWARE SALES - ABEND-AID Blue Bell, PA IPLocks Regional Sales Engineer SF Bay Area, CA Oracle Corp. Senior Sales Consultant, Financial Applications Santa Monica or Los Angeles, CA Open Tech Systems International Business Manager Grapevine, TX Ramco Systems Sales Manager Lisle, IL Adobe ISV Manager - IBM New York, NY Compuware SOFTWARE SALES - VANTAGE McLean, VA Business Objects Enterprise Account Manager Chicago, IL Optika Account Executive Boston, Cleveland or Detroit Oracle Corp. CRM Sales Consultant Phoenix, AZ or Salt Lake City,UT, UT Open Tech Systems Sr. Account Manager Grapevine, TX The above is a sample of jobs available at www.SoftwareSalesJobs.com