{"product_id":"the-qualified-sales-leader-proven-lessons-from-a-five-time-cro-paperback","title":"The Qualified Sales Leader: Proven Lessons from a Five Time Cro - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eJohn McMahon\u003c\/b\u003e (Author), \u003cb\u003eDev Ittycheria\u003c\/b\u003e (Foreword by)\u003c\/p\u003e\u003cp\u003eThe 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. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003eAlmost 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, \u003cp\u003e\u003c\/p\u003eWhy: \u003cp\u003e\u003c\/p\u003e62% 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. \u003cp\u003e\u003c\/p\u003eSales rep attrition at most SaaS companies is over 20%\u003cbr\u003eSales leaders can't recruit A players \u003cp\u003e\u003c\/p\u003eSales Leaders don't coach their reps on deal advancement issues\u003cbr\u003eMost sales leaders are glorified scorekeepers \u003cp\u003e\u003c\/p\u003eMost sales leader don't motivate their sales team\u003cbr\u003eThey're focused on deals, not rep competency \u003cp\u003e\u003c\/p\u003eMany salesforces only win 50% of their proof of concepts\u003cbr\u003eThey can't frame a winning POC Criteria \u003cp\u003e\u003c\/p\u003e8 of 10 executive buyers say the sales meetings they take are a waste of time.\u003cbr\u003eSales reps lack the ability to sell business value. \u003cp\u003e\u003c\/p\u003e42% of reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. \u003cbr\u003eReps don't quantify critical business pain to create a buying influence. \u003cp\u003e\u003c\/p\u003eReps can't find high-level business champions, only low-level coaches\u003cbr\u003eThey can't find pain above the noise. \u003cp\u003e\u003c\/p\u003eMany reps find pain but can't attract a champion\u003cbr\u003eThey're selfishly focused on closing a sale instead of earning trust. \u003cp\u003e\u003c\/p\u003eMost reps say they feel out of control during the sales process.\u003cbr\u003eReps can't find a champion to help them control the process. \u003cp\u003e\u003c\/p\u003e50% 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. \u003cp\u003e\u003c\/p\u003eTop sales leaders will find the answers to these issues and more in The Qualified Sales Leader\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003eJohn 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.\u003cbr\u003eJohn's expertise was formulated as a pre-IPO member of 4 of the 5 companies listed above.\u003cbr\u003eToday, 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.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 348\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.77 x 8.5 x 5.5 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e June 18, 2021\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":52483793879347,"sku":"9780578895062","price":33.98,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0300\/5595\/6612\/files\/Ry9PbjA1TjU5RisramhHZnpqRTAvZz09.webp?v=1759766371","url":"https:\/\/www.vysn.com\/products\/the-qualified-sales-leader-proven-lessons-from-a-five-time-cro-paperback","provider":"VYSN","version":"1.0","type":"link"}