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Essential Ideas for Enterprise Software Sales Professionals

February 2005

In This Issue Company Profile: Alpine-Navigator Group I've Fallen and I Can't Get Up Overcoming Objections: Your Way to Sales Success 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:

Company Profile: Alpine-Navigator Group Interview with Bob Vandenaker, VP of Sales, Alpine-Navigator Salespeople are infamously branded as job-hoppers. But at Alpine- Navigator Group, the so-called job-hoppers have stuck together for years. Over half of the sales force has put in 7 years’ tenure with the company, and that makes a big difference between success and failure. SoftwareSalesJobs.com chats with Bob Vandenaker, VP of Sales, about his career path and why the sales people want to stick around with Alpine-Navigator.

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I've Fallen and I Can't Get Up By Dave Stein, Author, How Winners Sell Not every salesperson has experienced a slump, but most have. If you have, you’re not alone. You are possibly finding that you can't advance your deals, your pipeline has turned into a sieve, coaches in your accounts won't return your phone calls, your boss is all over you, your confidence is waning, your colleagues look at you with a bit of pity (or satisfaction), and your entire outlook on your job, your selling capabilities, even your self-worth may be in question...

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Overcoming Objections: Your Way to Sales Success By Todd Natenberg, Author, “I just got a job in sales. Now what?” and President of TBN Sales Solutions People buy on emotion. Whether they are introverts or extroverts is immaterial, if emotions are not expressed, no purchase will be made. Just because not all people are vocal about their feelings does not mean they do not have them. It is the job of the salesperson to uncover emotions.

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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 view more NEW jobs, click here. To search all jobs, click here. Levi, Ray and Shoup Inc. Sales Representative Irvine, CA Progress Software Telesales Account Representative Raleigh, NC Progress Software Inside Sales Representative Bedford, MA Progress Software Associate Sales Representative Bedford, MA Sybase Major Account Manager Rockaway, NJ Sybase Telesales Representative Concord, MA Sybase Strategic Account Mgr II Dublin, CA Alpine-Navigator Inc. PreSales Consultant Salt Lake City, UT Alpine-Navigator Inc. Sales Representative Portland, OR TriGeo Network Security Regional Sales Manager Post Falls, ID TriGeo Network Security VP of Sales Post Falls, ID GaleForce Solutions District Sales Manager Midwestern US, IL Pointwise, Inc. Technical Sales Engineer Fort Worth, TX Cronus Technologies Senior Sales Associate Continental USA, CA Group 1 Sales Executive Mountain View, CA Group 1 Sales Executive Addison, TX Group 1 Sales Engineer Atlanta, GA Infra Corporation Account Manager Long Beach, CA Westbrook Technologies, Inc. SE Regional Sales Manager Atlanta, GA Computer Associates International Sales Executive, Security Herndon, VA Computer Associates International Sales Executive Lisle, IL MessageGate, Inc Account Executive Cincinnati, OH MessageGate, Inc Account Executive San Francisco, CA Mobius Management Systems, Inc. Senior Vice President, Marketing Rye, NY The above is a sample of jobs available at www.SoftwareSalesJobs.com To view more NEW jobs, click here. To search all jobs, click here.