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Essential Ideas for Enterprise Software Sales Professionals

July 2010

In This Issue Why Sales Don’t Go Through… Listen Large: 9 Tips for Matching Your Selling Steps to the Buyer’s Mindset Up Selling – Suggestive Selling – How Effective are Your Sales People 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:

Why Sales Don’t Go Through… By Arnold Sanow, CSP (Certified Speaking Professional) Closing sales­­ is an art not a science. Everything we do from our communication style, our dress to our understanding of the customers­­ wants and needs can affect our success or failure in closing sales­. The way you close­ a sale depends as much on the product/service you’re selling­­ as it does the customer you’re dealing with. There­ are many reasons why sales­­ don’t close­…. Here­­ are 7 of the most common mistakes.

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Listen Large: 9 Tips for Matching Your Selling Steps to the Buyer’s Mindset By Dianna Booher, CEO, Booher Consultants Selling time is too short to waste butting your head against the wall – trying to present options when the buyer has no awareness of need. Instead, you’ll both be happier if you can get in step. The following tips may help match your selling activities to the buying cycle.

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Up Selling – Suggestive Selling – How Effective are Your Sales People By Dr. Rick Johnson, Founder, CEO Strategist, LLC Up Selling and Suggestive Selling is not only a best practice but it is essential to grow and improve profitability. More importantly, customers expect it. Let’s face it; if you let a customer order product from you that requires some other accessory and you don’t suggest it, you are doing them a disservice. By the same token, every customer doesn’t want to buy the cheapest product on the shelf. It is your job to offer them choices. That is what up selling is all about. Offering choices and letting the customer decide after you have educated them on the value propositions.

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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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The following are some of the hottest jobs available at www.SoftwareSalesJobs.com Search all jobs Ontario Systems, LLC Sales Manager USA Aderant Sales Executive Washington, DC Taleo Regional Sales Manager IL/MO/OH WebLayers Technical Consultant Boston, MA Atlas Development Corporation Account Executive – Public Health Division USA Taleo Regional Sales Manager CT/MA/NJ/NY Redi-Mail Direct Marketing PreSales Engineer Fairfield, NJ Ontario Systems, LLC Director, Sales Muncie, Indiana (Indy Area), IN Network Automation Inside Sales Representative Los Angeles/Koreatown, CA Redi-Mail Direct Marketing Sales­ Executive – Software ­ CRM Sales­ Fairfield, NJ INPUT Account Manager Reston, VA LearnKey National Sales Representative Salt Lake City, UT Taleo Sr. Solutions Architect – US Federal Washington, DC UPMC Sales Manager, PsychConsult Provider Pittsburgh, PA Redi-Mail Direct Marketing Sales­ Executive – Direct Marketing­ Fairfield, NJ Taleo Regional Sales Manager – Western Region Bay Area, CA Aderant Sales Executive Southwest US/AZ/CA/NV Taleo Regional Sales­­ Manager – NE Canada Region ON/QC Confidential VP of Sales­­ – The Americas Detroit, MI Confidential Sales Account Manager NY Confidential Sales Executive New York Confidential Director of Alliances Chicago, IL Confidential Sales Executive New York City, New York Confidential Sales Executive USA Confidential Channels Account Manager New York Confidential Sales Engineer TX Confidential Healthcare Account Manager Boston, MA Confidential Federal Account Manager Arlington, VA The above are some of the hottest jobs available at www.SoftwareSalesJobs.com Search all jobs