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The Qualified Sales Leader
Proven Lessons from a Five Time CRO
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Check link for latest rating. ( 1,241 ratings, 90 reviews)
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Format: Paperback / softback
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Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
Book Hero Magic formatted this description to make it easier to read. While it's new and
still learning, it may not be perfect - your
feedback is welcome!
Description
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.
Book Hero Magic summarised reviews for this book. While it's new and still learning, it may not be perfect - your feedback is welcome! HOW HAS THIS BEEN REVIEWED?
The Qualified Sales Leader by John McMahon is praised for its practical insights into sales leadership, offering actionable strategies backed by real-world examples. Reviewers appreciate its in-depth analysis of sales processes and its focus on coaching and motivating sales teams. It's considered a valuable resource for both new and experienced sales leaders looking to enhance their skills and drive success.
Book Details
INFORMATION
ISBN: 9780578895062
Publisher: BookBaby
Format: Paperback / softback
Date Published: 18 June 2021
Country: United States
Imprint: BookBaby
Illustration: Illustrations
Contributors:
- Foreword by Dev Ittycheria
Audience: General / adult
DIMENSIONS
Spine width: 22.0mm
Width: 139.0mm
Height: 215.0mm
Weight: 449g
Pages: 348
About the Author
John McMahon is widely recognized as the only person having been the CRO (Chief Revenue Officer) at five public, enterprise software companies, PTC, Geo-Tel, Ariba, BladeLogic and BMC.
John's expertise was formulated as a pre-IPO member of 4 of the 5 companies listed above.
Today, John is a board member at public software companies Snowflake, MongoDB and private, pre-IPO companies Lacework, Sigma, Cybereason and Observe. In the past, John has been a board member or executive consultant to: Hubspot, GlassDoor AppDynamics and Sprinklr. Dev Ittycheria has experience as an entrepreneur, operator, and investor. He founded two companies, led and scaled multiple software companies, and made personal and institutional investments in a number of other disruptive software companies. He is currently the CEO of MongoDB and a member of the board of directors at DataDog.
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