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Essential Ideas for Enterprise Software Sales Professionals

VOL. 1 NO. 7

In This Issue

Design Your Channel Strategy in Line with Your Market Lifecycle Is Your Marketing Team Wasting Money? How to Build a Sales Public Relations Program Starting at the Top

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:

Design Your Channel Strategy in Line with Your Market Lifecycle By Diane Krakora, Founder, Amazon Consulting Do you know when it’s better to rely on OEM relationship or solution providers? Are you taking advantage of the benefits of these channels and aware of the potential pitfalls? In this article, channel development guru Diane Krakora discusses how to utilize different types of partners at various stages of technology adoption. Diane highlights the benefits and challenges of OEMs, direct sales, alliances, solution providers and distribution partners as your product or technology matures from the introduction stage of the market lifecycle to growth, maturity and through consolidation stages. Read on for a quick summary of these types of channels, filled with relevant examples.

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Is Your Marketing Team Wasting Money? By Michael Ortner, Capterra The enterprise software industry is renowned for practicing foolish marketing tactics that lend themselves to the B2C world - too many print ads, tradeshows, and glossy brochures - and not enough leads. Begin holding your marketing department accountable with this common sense depiction of the role of marketing within enterprise software companies fighting for profitability.

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How to Build a Sales Public Relations Program By Jeffrey P. Geibel, GEIBEL Marketing and Public Relations Reaching qualified prospects with your unique competitive message has never been more important - or more difficult. Here's a proven sales tool that most sales professionals overlook.

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Starting at the Top By Steve Kraner, TopLine Solutions, Inc. Access and influence at senior levels is the single most important factor in selling complex, enterprise solutions. Lack of proper executive contact, early in the selling cycle, is the most common source of lost deals, extended sales cycles and wasted resources. Discover one reason senior executives grant continued access to certain salespeople, while denying access to others.

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