The Qualified Sales Leader: Proven Lessons from a Five Time Cro - John Mcmahon

\nThe Qualified Sales Leader is written by a five time Chief Revenue Officer in an easy to read conversational and narrative style. The book provides enterprise software sales leaders and their sales reps proven methods to sell more by quantifying business value for the customer and selling major company solutions to C level executives. No tricks, no shortcuts, just simple ways in which sales leaders can help their sales reps sell more software by closing more deals. \nAlmost monthly someone asks me, When are you going to write a book. When I ask, Why?, people tell me, Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces, \n \nWhy: \n \n62% of sales reps fail, not because they couldn't sell but because they were assigned the wrong accounts. Sales leaders don't align skillsets to account complexity. \n \nSales rep attrition at most SaaS companies is over 20% \nSales leaders can't recruit A players \n \nSales Leaders don't coach their reps on deal advancement issues \nMost sales leaders are glorified scorekeepers \n \nMost sales leader don't motivate their sales team \nThey're focused on deals, not rep competency \n \nMany salesforces only win 50% of their proof of concepts \nThey can't frame a winning POC Criteria \n \n8 of 10 executive buyers say the sales meetings they take are a waste of time. \nSales reps lack the ability to sell business value. \n \n42% of reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. \nReps don't quantify critical business pain to create a buying influence. \n \nReps can't find high-level business champions, only low-level coaches \nThey can't find pain above the noise. \n \nMany reps find pain but can't attract a champion \nThey're selfishly focused on closing a sale instead of earning trust. \n \nMost reps say they feel out of control during the sales process. \nReps can't find a champion to help them control the process. \n \n50% of reps say they can't overcome price objections while companies struggle to increase the average deal size. Most sales reps are vending, not selling. \n \nTop sales leaders will find the answers to these issues and more in The Qualified Sales Leader\n