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Essential Ideas for Enterprise Software Sales Professionals

VOL. 1 NO. 9

In This Issue Get the "not looking" to "look" - Building your sales pipeline So what if the economy is bad! Courting the Channel The Weakest Link Sales Impact Drives Sales Pay New Jobs at SoftwareSalesJobs.com

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:

Get the "not looking" to "look" - Building your sales pipeline By Bernard M. Aller, Certified Affiliate, CustomerCentric Selling The Salesperson’s lament is familiar … “My manager tells me what to do but provides no help on how to do it. He tells me to focus on building my pipeline but offers no assistance in defining my sales universe. He tells me to ‘own’ my territory but gives no help on how to define it. He says that I should be getting better results but provides no training on the most efficient way to improve. What’s a Salesperson to do?

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So what if the economy is bad! By Philippe Lavie, President, KeyRoad Enterprises - CustomerCentric Systems Affiliate So what if the economy is bad? Do you seat still, complain, and let your competition win all the enterprise software sales you think you are entitled to win? Or do you want to act and focus on what it would take to beat your competitors?

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Courting the Channel By Diane Krakora, Principal, Amazon Consulting As today’s economy continues to struggle, businesses are being challenged and users are dragging their feet when it comes to making purchasing decisions. Enterprise software companies are struggling to retain and serve their customers, and executives are examining their partnering practices as a key to survival. Here are some creative ways enterprise software companies are leveraging channels for increased profitability.

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The Weakest Link By Steve Kraner, TopLine Solutions, Inc. Have you ever wondered, "Why doesn’t my product or service sell?" or maybe it was closer to, "Why don’t these idiots buy my product?" Read The Weakest Link and find two reasons it may be happening.

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Sales Impact Drives Sales Pay By Culpepper and Associates Setting incentive sales pay levels often provokes heated debates. Responsibility for closing the sale and level of client interaction drive incentive eligibility and amount.

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New Jobs at SoftwareSalesJobs.com

BEA Systems Territory Manager Atlanta, GA Computer Associates International Channel Sales Executive Austin, TX Compuware Corporation Product Account Manager Houston, TX Adobe Systems Enterprise Account Manager - Finance Vertical New York, NY Netmanage Western Region Sales Director Cupertino, CA Computer Associates International Sales Executive (MF) Alameda, CA The above is a sample of jobs available at www.SoftwareSalesJobs.com

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