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Essential Ideas for Enterprise Software Sales Professionals |
VOL. 1 NO. 10 |
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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:
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The Zen of High Tech Marketing
By Michael K. Tanner, Managing Director, The Chasm Group
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One of the major requirements for succeeding in software to have a keen ability to deal with not just the details, but with abstractions of details. It’s a natural phenomenon for us to lose the ability to abstract as we become more knowledgeable. We live in a world where just understanding the products we sell requires so much concentration and attention to detail that in some ways, we can actually become more impaired as we get smarter because we lose the ability to abstract up to a level that can be digested by others. Mike Tanner writes about the 'Zen' of High Tech Marketing.
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Read full article >>
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Make Your Competition Tell the Customer his Baby is Ugly
By Steve Kraner, TopLine Solutions, Inc.
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Wouldn't it be great if you could build strong preference for your
solution and inoculate against competitive threats? Here's one tactic to
help you!
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Read full article >>
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The Human Touch
By Diane Krakora, Principal, Amazon Consulting
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Have we lost the human touch? Has the matrix of email, cell phones,
faxes, voicemail, Blackberry's and instant messenger eliminated our
ability to relate to each other as humans? If so, has it affected our
ability to do business? In this article partner development expert Diane
Krakora discusses how putting the human touch back into our business
practices can increase sales.
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Read full article >>
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"Hey - It’s Not About You!" - The Power of Solution Development
By Bernard M. Aller, Certified Affiliate, CustomerCentric Selling
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Imagine going to your doctor and having him prescribe a series of medications before asking you anything about your symptoms. While you wouldn’t accept this “prescription before diagnosis” approach, many salespeople do exactly that when they lead with the features of their product before fully understanding the problems that their prospect may be looking to solve. As the title suggests, “Hey – it’s not about you … and your product. If the salesperson takes the time to diagnose what may be causing the prospect’s problem, they have the opportunity to build a SOLUTION for the prospect … one where the prospect can actually see themselves in possession of the capabilities that the salesperson can provide.
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Read full article >>
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