The Qualified Sales Leader: Proven Lessons From A Five Time

Descripción

PRODUCTO:

Nombre: The Qualified Sales Leader: Proven Lessons from a Five Time CRO (Libro en Inglés)
Marca: John McMahon

DESCRIPCIÓN:

Product Description

Monthly someone asks, 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 couldnt sell but because they were assigned the wrong accounts. Sales leaders dont align skillsets to account complexity.

Sales rep attrition at most SaaS companies is over 20%
Sales leaders cant recruit A players

Sales Leaders dont coach their reps on deal advancement issues
Most sales leaders are glorified scorekeepers

Most sales leader dont motivate their sales team
Theyre focused on deals, not rep competency

Sales forecasts are inaccurate because most reps game the CRM system.
Sales team leaders lack qualification of sales stage exit criteria

Many salesforces only win 50% of their proof of concepts
They cant frame a winning POC Criteria

8 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 dont quantify critical business pain to create a buying influence.

Reps cant find high-level business champions, only low-level coaches
They cant find pain above the noise.

Many reps find pain but cant attract a champion
Theyre selfishly focused on closing a sale instead of earning trust.

Most reps say they feel out of control during the sales process.
Reps cant find a champion to help them control the process.

50% of reps say they cant overcome price objections while companies struggle to increase the average deal size. Most sales reps are vending, not selling.

Their reps arent immersed in the customer conversation.
The reps are thinking, not knowingthe key elements of the customer use case

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

From the Publisher
John 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.
Johns 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, Glass Door AppDynamics and Sprinklr.


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.

MÁS DETALLES:

Tiempo de entrega: 15 días
Peso del paquete: 1 kg
Meses de garantía: 1
Garantía: Defectos de fabricación
Condición: Nuevo
ASIN: 0578895064
País de producción: United States
Encuadernado: Pasta blanda
Editorial: John McMahon
Titulo del libro: The Qualified Sales Leader: Proven Lessons from a Five Time CRO
Autor: McMahon, John
Fecha de publicación: 2021-04-09 00:00:00
Idioma: Inglés
Editor: John McMahon
Número de páginas: 346
ISBN-13: 9780578895062
SKU: 9780578895062