{"product_id":"qualified-sales-leader-book-john-mcmahon-9780578895062","title":"The Qualified Sales Leader","description":"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.\u003cbr\u003e \u003cbr\u003e 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\",\u003cbr\u003e \u003cbr\u003e Why:\u003cbr\u003e \u003cbr\u003e 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.\u003cbr\u003e \u003cbr\u003e Sales rep attrition at most SaaS companies is over 20%\u003cbr\u003e Sales leaders can't recruit A players\u003cbr\u003e \u003cbr\u003e Sales Leaders don't coach their reps on deal advancement issues\u003cbr\u003e Most sales leaders are \"glorified scorekeepers\"\u003cbr\u003e \u003cbr\u003e Most sales leader don't motivate their sales team\u003cbr\u003e They're focused on deals, not rep competency\u003cbr\u003e \u003cbr\u003e Many salesforces only win 50% of their proof of concepts\u003cbr\u003e They can't frame a winning POC Criteria\u003cbr\u003e \u003cbr\u003e 8 of 10 executive buyers say the sales meetings they take are a waste of time.\u003cbr\u003e Sales reps lack the ability to sell business value.\u003cbr\u003e \u003cbr\u003e 42% of reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency.\u003cbr\u003e Reps don't quantify critical business pain to create a buying influence.\u003cbr\u003e \u003cbr\u003e Reps can't find high-level business champions, only low-level coaches\u003cbr\u003e They can't find pain above the noise.\u003cbr\u003e \u003cbr\u003e Many reps find pain but can't attract a champion\u003cbr\u003e They're selfishly focused on closing a sale instead of earning trust.\u003cbr\u003e \u003cbr\u003e Most reps say they feel out of control during the sales process.\u003cbr\u003e Reps can't find a champion to help them control the process.\u003cbr\u003e \u003cbr\u003e 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.\u003cbr\u003e \u003cbr\u003e Top sales leaders will find the answers to these issues and more in The Qualified Sales Leader","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49513460400401,"sku":"GOR011565193","price":13.1,"currency_code":"GBP","in_stock":true},{"title":"GB \/ GOOD \/ INTERNAL","offer_id":49637734154513,"sku":"GOR012018140","price":12.4,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":49759349014801,"sku":"CIN0578895064VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":49778817827089,"sku":"CIN0578895064G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ LIKE_NEW \/ INTERNAL","offer_id":50277616124177,"sku":"GOR011899335","price":13.7,"currency_code":"GBP","in_stock":false},{"title":"US \/ WELL_READ \/ SBYB","offer_id":50405250433297,"sku":"CIN0578895064A","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ NEW \/ INGRAM","offer_id":51004135670033,"sku":"NIN9780578895062","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ LIKE_NEW \/ SBYB","offer_id":51428470128913,"sku":"CIN0578895064LN","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ WELL_READ \/ INTERNAL","offer_id":53447980908817,"sku":"GOR014925389","price":11.7,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0578895064.jpg?v=1751359941","url":"https:\/\/www.worldofbooks.com\/en-gb\/products\/qualified-sales-leader-book-john-mcmahon-9780578895062","provider":"World of Books ","version":"1.0","type":"link"}