READ [PDF] The Qualified Sales Leader: Proven Lessons from a Five Time CRO

The Qualified Sales Leader: Proven Lessons from a Five Time CRO

Description : Monthly someone asks, &#8220Whn are you going to write a book&#8221 When I ask, &#8220Wh?&#8221 people tell me, &#8220Beause no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces&#8221Why:62% of sales reps fail, not because they couldn&#8217tsell but because they were assigned the wrong accounts. Sales leaders don&#8217talign skillsets to account complexity.Sales rep attrition at most SaaS companies is over 20%Sales leaders can&#8217trecruit A playersSales Leaders don&#8217tcoach their reps on deal advancement issuesMost sales leaders are &#8220glrified scorekeepers&#8221Mot sales leader don&#8217tmotivate their sales teamThey&#8217refocused on deals, not rep competencySales forecasts are inaccurate because most reps game the CRM

system.Sales team leaders lack qualification of sales stage exit criteriaMany salesforces only win 50% of their proof of conceptsThey can&#8217tframe a winning POC Criteria8 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&#8217tquantify critical business pain to create a buying influence.Reps can&#8217tfind high-level business champions, only low-level coachesThey can&#8217tfind pain above the noise.Many reps find pain but can&#8217tattract a championThey&#8217reselfishly focused on closing a sale instead of earning trust.Most reps say they feel out of control during the sales process.Reps can&#8217tfind a champion to help them control the process.50% of reps say they can&#8217tovercome price objections while companies struggle to increase the average deal size. Most sales reps are vending, not selling.Their reps aren&#8217timmersed in the customer conversation.The reps are &#8220thnking&#8221 not &#8220knwing&#8221th key elements of the customer use caseTop sales leaders will find the answers to these issues and more in The Qualified Sales LeaderFrom the PublisherJohn 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&#8217sexpertise 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.