The 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. 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 skillsets to account complexity. Sales rep attrition at most SaaS companies is over 20%
>Sales Leaders don't coach their reps on deal advancement issues
>Most sales leader don't motivate their sales team
>Many salesforces only win 50% of their proof of concepts
>8 of 10 executive buyers say the sales meetings they take are a waste of time.
>42% of reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency.
>Reps can't find high-level business champions, only low-level coaches
>Many reps find pain but can't attract a champion
>Most reps say they feel out of control during the sales 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