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Essential Ideas for Enterprise Software Sales Professionals |
VOL. 1 NO. 11 |
In This Issue
 Improving Forecast Accuracy...Light At The End Of The "Funnel"
The Multi-Enterprise Market
How to Outsell a Competitor Who Slashes Their Price to Win
Are Your Customers Trying To Tell You Something?
New Jobs at SoftwareSalesJobs.com
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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:
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Improving Forecast Accuracy...Light At The End Of The "Funnel"
By Bernard M. Aller, Certified Affiliate, CustomerCentric Selling
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Ever wonder why so much of the organization’s energy and resources are regularly devoted to producing a sales forecast that is so unreliable that an arbitrary correction factor is routinely applied? What if there was a way to routinely produce a sales forecast with 90%+ accuracy? Well, there really is a better way which offers a true light at the end of the "funnel".
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Read full article >>
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The Multi-Enterprise Market
By Michael K. Tanner, Managing Director, The Chasm Group
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Incredible opportunity continues to exist in the enterprise software market, but the model has completely changed. In years past, common software sales wisdom dictated the importance of first creating customer references within a niche, then leveraging those success stories into other markets. But what happens when customer success depends not on user adoption, but multi-enterprise adoption? In today’s market, the solution is the network - and the consequences for enterprise software companies are immense.
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Read full article >>
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How to Outsell a Competitor Who Slashes Their Price to Win
By Dave Stein, Author of How Winners Sell
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Back in March 2003, Dave Stein featured an article in the How Winners Sell e-Zine entitled, Selling Against Goliath. In the article, he offered some coaching to smaller companies who regularly compete against the big guys. However, a number of people have come back to Dave with a question: I'm the Goliath. How do I compete against the smaller, more agile David out there who drastically discounts to win business?
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Read full article >>
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Are Your Customers Trying To Tell You Something?
By Alan E. Brisco, CEO and Founder, Sterling Performance Corporation
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Imagine someone planning the perfect trip. Nothing is left to chance. Nothing unforeseen will ruin this vacation. Then, mysteriously as they arrive their destination they just keep on going. They don't even slow down, driving along as though they're looking for something else. Crazy? Absolutely. But, this happens thousands of times everyday in the world of sales. Salespeople drive right on through the close - intent on something but missing the signals that should be telling them they've arrived. They irritate their customers, frustrate themselves, and bewilder their colleagues and managers. Buying signals. They're real, and they don't all mean the same thing. Do you know the differences?
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Read full article >>
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New Jobs at SoftwareSalesJobs.com
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