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Essential Ideas for Enterprise Software Sales Professionals

October 2003

In This Issue Company Profile: ADX - Advanced Data Exchange David Versus Goliath: How Start-ups Can Defeat The Gorillas In Their Marketspace Mamas, Don't Let Your Babies Grow Up To Be Salespeople Political Selling Doing More with Less 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:

Company Profile: ADX - Advanced Data Exchange Interview with Andrew T. Duncan, CEO, ADX ADX is a privately owned venture backed company that is paving the way in B2B and B2C electronic document exchange. SoftwareSalesJobs.com chats with ADX founder and CEO Andrew Duncan about the company, the products, and the sales people closing the deals. Andrew discusses what it takes to be successful at ADX, insightful hiring tips, and why sales people fail.

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David Versus Goliath: How Start-ups Can Defeat The Gorillas In Their Marketspace By Steve Martin, Author, "Heavy Hitter Selling - How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy" How do you compete against the company that is ten times your size and dominates your marketspace? While all salespeople can recite their product’s features, benefits, and specifications, not all salespeople know how to persuade customers to actually change their minds. The “real” sales process is the process of building a relationship with the customer, understanding their personal needs, wants, and motivations, and persuading both the logical conscious mind and emotional subconscious mind to buy.

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Mamas, Don't Let Your Babies Grow Up To Be Salespeople By Fred W. Hodgson, CustomerCentric SellingTM Affiliate Most people feel uncomfortable when confronted by a salesperson. Even salespeople feel uncomfortable when confronted by other salespeople. The reason? They feel pressure. People love to buy but hate to be sold. Because salespeople make others feel uncomfortable, a career in sales is not high on most people's lists of honorable professions. If you ask salespeople if their mothers intended them to grow up to be salespeople, you would probably get the response that very few mothers did.

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Political Selling By David Stein, Author, How Winners Sell Understanding the corporate political landscape - a key component to securing successful deals. Top salespeople understand client corporate politics, and use this understanding to help propel them to secure the win and come out on top. Dave Stein writes about the inner workings of corporate politics, identifying key influencers, and using political strategies to aid in advancing and securing the sales cycle.

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Doing More with Less By Christian Heidelberger, President and CEO, ChannelWave Software, Inc. Because of the ongoing challenge of maintaining profits in a difficult economic environment, companies are striving to increase revenues with fewer resources. Everyone from global technology giants to small solution providers must execute on the strategic imperative of doing more with less. Do you know the recommended strategies for doing more with less?

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New Jobs at SoftwareSalesJobs.com

Dolphin Software National Accounts Manager Chicago, IL Oracle Application Sales Manager - Higher Education Los Angeles, CA ADX – Advanced Data Exchange Account Executive Atlanta, GA Deltek Systems Sales Consultant Herndon, VA Dolphin Software National Accounts Manager Dallas, TX ADX – Advanced Data Exchange Account Executive Newark, CA Vision Chain Vice President of Sales Washington, DC Oracle Senior Sales Consultant, Financial Applications Santa Monica or Los Angeles, CA IT Works Business Systems Account Executive Birmingham, AL Dolphin Software National Accounts Manager Atlanta, GA ADX – Advanced Data Exchange Enterprise Sales Associate Newark, CA Oracle Senior Sales Consultant-Financials Dallas/Fort Worth, TX Vision Chain Account Executive Washington, DC Dolphin Software National Accounts Manager Los Angeles, CA The above is a sample of jobs available at www.SoftwareSalesJobs.com