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Essential Ideas for Enterprise Software Sales Professionals

January 2005

In This Issue 15 Powerful Open-Ended Sales Questions That Win How To Prevent Unpaid Consulting Eight Qualities Of A Professional Salesperson 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:

15 Powerful Open-Ended Sales Questions That Win By Mike Schultz, Principal, Wellesley Hills Group The best way we can serve our clients is by knowing what's going on in their worlds. And the best way to find out what's going on in their worlds is to ask them open-ended questions—the kind of questions that get them talking about themselves.

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How To Prevent Unpaid Consulting By Jeff Thull, CEO, Prime Resource Group In today’s ultra competitive market finding new ways to differentiate yourself from your competitors can lead you to becoming an unpaid consultant. Learn how to avoid this all too common trap and other pitfalls of the conventional selling approach.

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Eight Qualities Of A Professional Salesperson By Dr. Tony Alessandra, Author and Keynote Speaker In talking to people all over the United States, we have found that the term "salesperson" generates many responses. We seem to hear some of them over and over. A few of the most common are: pushy, high pressure, dishonest, huckster, hard sell...and it deteriorates from there. But what happens when we ask for a description of a “professional salesperson”… and what can you do to develop the qualities of a professional?

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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. BMC Regional Sales Manager (2) McLean, VA Group 1 Sales Executive Herndon, VA Computer Associates Sales Executive, Mainframe Independence, OH iLumin Senior Account Executive Denver, CO MessageGate, Inc Account Executive Chicago, IL Computer Associates Sales Executive, Mainframe Herndon, VA Compuware Services Account Manager Dallas, TX GT Software District Sales Manager Atlanta, GA Group 1 Sales Executive Saddle Brook, NJ Westbrook Technologies, Inc. SE Regional Sales Manager Atlanta, GA GT Software Director, Account Development Atlanta, GA Alpine Systems Inc. Sales Representative Seattle, WA Aptify Account Executive Washington, DC Business Objects Partner Development Manager - Federal System Integrators Vienna, VA Sybase Telesales Rep Concord, MA Computer Associates Sales Executive, Storage Mason, OH Compuware Software Sales Executive Cincinnati, OH Sybase Territory Account Manager New York, NY Group 1 Sales Executive Irvine, CA Sybase Major Account Manager Toronto, ON Infra Corporation Account Manager Long Beach, CA Westbrook Technologies, Inc. SE Regional Sales Manager Tampa, FL Sybase Major Accounts Manager Mississauga, ON iLumin Senior Account Executive Los Angeles, CA MessageGate, Inc Account Executive Detroit, MI Mobius Management Systems, Inc. Sales Associate Chicago, IL 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.