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Essential Ideas for Enterprise Software Sales Professionals

May 2004

In This Issue Cold Calling or Using the Telephone for Success: Is Prospecting that Scary? Are Your Customers Satisfied? Does Your Body Language Stop A Sales Presentation Before It Starts? 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:

Cold Calling or Using the Telephone for Success: Is Prospecting that Scary? By Philippe Lavie, President, KeyRoad Enterprises, CustomerCentric Selling® affiliate Every sales executive knows that to meet or exceed revenue objectives, she has to populate her pipeline with leads that have a strong percentage to close within a reasonable timeframe. In other words, it is a sales person’s responsibility to prospect. So why is prospecting so scary to a sales person? Could that have to do with skills and techniques one does not master when using the telephone for success? Does it have to do with fear of rejection or taking a risk?

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Are Your Customers Satisfied? By Diane Krakora, President & CEO, Amazon Consulting, LLC If you leverage indirect channels to sell, implement and support your software products, your customer satisfaction might be in jeopardy. The skills, professionalism and knowledge of indirect partners – such as system integrators, solution providers, resellers, developers and consultants – can directly impact your customers experience and ultimately their satisfaction with your software. Read this article to discover 3 ways partners affect your customer satisfaction and steps innovative companies take to ensure a strong end-customer reputation.

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Does Your Body Language Stop A Sales Presentation Before It Starts? By Marjorie Brody, MA, CSP, CMC, Brody Communications Ltd. Most everyone knows that the way you dress can influence others. But you can wear the most expensive business suit and still not convey confidence, approachability and, perhaps most importantly – sincerity. Salespeople are always looking for new ways to make the sale. What they need to do is remember that you can’t sell anything before you can sell yourself.

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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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Free web seminar: How Winners Prospect May 19, 2004 9:00AM - 10:00AM Pacific Time (US & Canada) 12:00PM - 1:00PM Eastern Time (US & Canada) Speaker: Dave Stein, Author of "How Winners Sell" and President of The Stein Advantage, Inc. Proven strategies that will fill your pipeline with qualified sales leads! In this content-rich, fast-paced, free web seminar, Dave Stein walks you through proven strategies and tactics that will enable you to build and execute a plan for more effective prospecting. The discussion starts with how to identify the best sources of leads, digs into qualification and concludes with securing the first meeting. For more information and to register for this free seminar, go to www.placeware.com/go/prospect2510.

New Jobs at SoftwareSalesJobs

The following is a sample of jobs available at www.SoftwareSalesJobs.com To search all jobs, click here. Clarity Systems Software Sales Representative Toronto, ON Vignette Senior Account Executive Kansas City, MO Freeborders Sales Engineer NY, SF or NC, CA Allfinanz Distribution Software VP of Sales - North America/Canada Richmond, VA NCR Teradata Account Executive Detroit, MI Mobius Regional Manager - MId Atlantic States Linthicum, MD TripleHop Technologies Sales Manager New York, NY Metafuse Account Manager Irvine, CA Alpine Systems Inc. Director of Sales Salt Lake City, UT Redwood Software Sales Manager Chicago, IL IMLogic Director Sales Operations Waltham, MA eDocs Territory Sales Manager Denver, CO Attachmate Account Executive Chicago, IL Quark Regional Business Manager, NYC New York City, NY Vignette Senior Account Executive New York, NY NCR Data Warehouse Account Executive Dallas, TX Mobius Account Manager - Software Sales Dallas, TX Teros Central Region Senior SE Dallas, TX BMC Inside Sales Associate Houston, TX Quark Regional Business Manager, Chicago Chicago, IL NCR Sr. Business PreSale Consultant Atlanta, GA BMC Regional Sales Manager Dallas, CA or NY, TX Sybase Channel Account Manager 3 - Business Intelligence Dublin, CA Vignette Senior Account Executive Chicago, IL Business Objects Enterprise Account Manager Atlanta, GA Sybase Territory Account Manager III Parsippany, NJ Attachmate Sr. Sales Services Representative Bellevue, WA Sybase Inside Sales Representative II Waterloo, ON Alpine Systems Inc. Sales Representative Seattle, WA Compuware Software Sales - File-AID Atlanta, GA Oracle Corp. Supply Chain Senior Sales Consultant Atlanta, GA Freeborders Financial Services Business Dev/Strategic Account Executive NYC and SF, CA Compuware Software Sales - File-AID Oakland, CA Oracle Corp. Senior Sales Consultant-Financials Dalles/ Fort Worth, TX Business Objects Presales Consultant Rosemont, IL PTC Regional Director Dallas, TX Compuware Software Sales – CARS Dallas, TX Business Objects Presales Consultant Dallas, TX Vignette Senior Account Executive State & Local Atlanta, GA PTC Strategic Account Executive Detroit, MI The above is a sample of jobs available at www.SoftwareSalesJobs.com To search all jobs, click here.