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Essential Ideas for Enterprise Software Sales Professionals

VOL. 1 NO. 5

In This Issue

Selling Against Goliath Introduction to Multi-Channel Strategy Supercharging your Sales Engineer Force Discount Containment in Software Sales One-to-One Selling

Selling Against Goliath By Dave Stein, President, The Stein Advantage In a bear market, small software companies often find it impossible to sell against large, established market leaders. Particularly when customers are skeptical about the startups viability over the long term. Software Sales Pro Dave Stein offers concrete advice for selling against Goliath

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Introduction to Multi-Channel Strategy By Diane Krakora, Founder, Amazon Consulting With decreased profit margins and increased competition for every sale, now more than ever high technology companies are developing partnerships to increase revenues and reduce costs. In a slowed economy, effective partnering has never been more strategically important. But which partners? Through which channels? How do you develop a multi-channel strategy to increase sale effectiveness? And is it worth the effort? Diane Krakora, founder and principal of Amazon Consulting, insists an effective multi-channel strategy is possible -- and well worth it.

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Supercharging your Sales Engineer Force By Joe Morgan, Founder, Proven Sales Engineering Joe Morgan argues that Sales Engineers, not reps, are the primary catalyst in enterprise software sales, and shows how to get the most out of your SE organization.

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Discount Containment in Software Sales By Jim Geisman & John Maruskin, Marketshare, Inc. Discounting has always been a part of the enterprise software game, particularly as end of quarter approaches. Large, lighthouse customers in particular have a tendency to negotiate aggressively. And today’s softer economy is causing many companies to negotiate discounts with their smaller accounts as well. Software pricing experts Geisman and Maruskin discuss strategies for boosting revenues & margins via effective discount management.

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One-to-One Selling By Jim Allen, President, Value Based, Inc. How often have you walked out of a sales call, having presented a polished and professional proposal to your prospect, saying . . . “That’s our business to lose. We provide the best solution and value of all the vendors they’re considering.” However, unbeknown to you the business is already lost . . . it’s gone. Yes, on paper, you should have won the deal but in the area of relationship selling, you lost it.

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