The Qualified Sales Leader

The Qualified Sales Leader is authored 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 with 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.

Almost 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."

Why:

62% of sales reps fail, not because they couldn't sell, but because they were assigned the wrong accounts. Sales leaders don't align skill sets to account complexity.

Sales rep attrition at most SaaS companies is over 20%.

Sales leaders can't recruit A players. Sales Leaders don't coach their reps on deal advancement issues. Most sales leaders are "glorified scorekeepers."

Most sales leaders don't motivate their sales team. They're focused on deals, not rep competency.

Many salesforces only win 50% of their proof of concepts. They can't frame a winning POC Criteria.

8 out of 10 executive buyers say the sales meetings they take are a waste of time. Sales reps lack the ability to sell business value.

42% of reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. Reps don't quantify critical business pain to create a buying influence.

Reps can't find high-level business champions, only low-level coaches. They can't find pain above the noise.

Many reps find pain but can't attract a champion. They're selfishly focused on closing a sale instead of earning trust.

Most reps say they feel out of control during the sales process. Reps can't find a champion to help them control the process.

50% 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.

Top sales leaders will find the answers to these issues and more in The Qualified Sales Leader.