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Essential Ideas for Enterprise Software Sales Professionals

VOL. 1 NO. 3

In This Issue
Bruce Lee and the Tao of Hiring Software Sales Executives
Effective Attraction
Introducing New Products Effectively: The Solution Expert vs. The Problem Expert
The "Real Truth" About Negotiations
Always Ask about Competitors
New Jobs at SoftwareSalesJobs.com



Bruce Lee and the Tao of Hiring Software Sales Executives

By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
"Sales people are RANDOM," says a friend of mine whenever I discuss my firm's area of expertise. Like most engineers, he views sales people as highly irrational, emotionally unstable beings who’s only real value consists of cold calling and building powerpoint presentations. I patiently explain that without sales people, there would be no customers, no revenue, no profits. Without sales people, there would be no one to tell the world about why your algorithm is better than someone elses.

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Effective Attraction
How are innovative companies attracting productive partners?

By Diane Krakora, Principal and Founder, Amazon Consulting
The new millennium has ushered in the era of partnering. Everybody’s doing it. The key to profitable partnerships is to start off by attracting the “right” types of partners to your organization. In today’s economy, partnerships need to productively generate real revenue from day one. Gone are the days of a handshake, a press release, and a logo posted on the web site.

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Introducing New Products Effectively: The Solution Expert vs. The Problem Expert

By Kevin Temple, President of ValueVision Associates
In a recent study, 47% of responding companies' say they will rise to the challenge of the current economy by introducing new products to generate additional income. Are you ready to sell them?

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The "Real Truth" About Negotiations

By Marsha Lindquist
Everyone negotiates. Negotiations are an integral part of our jobs, our lives, and our relationships. We even negotiate with ourselves when we work out the relative value of things. Few people understand the negotiation process and the effect attitude, people skills and dealing with conflict have in a win-win negotiation. Negotiation is a life skill and an art.

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Always Ask about Competitors

By Linda Richardson, President and CEO of Richardson
Sometimes you can get so caught up in learning about the client's needs and so excited by your own enthusiasm for your solution, that you can miss asking about the competition even if the client mentions "competitors." Although you can, you may not want to ask about the competitor the minute the client brings it up, but you must get back to it.

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New Jobs at SoftwareSalesJobs.com:
To apply, login to the site or create a profile - free of charge. (Clicking on any posting will take you to the SoftwareSalesJobs.com login screen)

Solution Sales Rep Healthcare - Sybase
Location: IL, MA
Sybase has delivered open-architecture enterprise infrastructure software, including databases, development tools, integration middleware, enterprise portals, and mobile and wireless servers. Sybase enterprise software solutions bridge all technology platforms, and ensure that everything works together.

Product & Services Sales Rep II - Sybase
Location: NJ
Sybase has delivered open-architecture enterprise infrastructure software, including databases, development tools, integration middleware, enterprise portals, and mobile and wireless servers. Sybase enterprise software solutions bridge all technology platforms, and ensure that everything works together.

District Manager - Siebel Systems
Location: FL
Siebel Systems, Inc. is a leading provider of eBusiness applications software, enabling corporations to sell to, market to, and serve customers across multiple channels and lines of business. With more than 3,500 customers worldwide, Siebel Systems provides organizations with a proven set of industry-specific best practices, CRM applications, and business processes, empowering them to consistently deliver superior customer experiences and establish more profitable customer relationships. Siebel Systems' sales and service facilities are located in more than 28 countries.

Senior Account Executive - Decision Point Applications
Locations: CA
Decision Point Applications is an enterprise software startup with excellent customer traction, a top tier management team, and world class venture capital support. DPA unlocks the data and solve the reporting problem from complex and top tier ERP systems.

Many more Software Sales jobs listed at www.softwaresalesjobs.com

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