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

The Qualified Sales LeaderProven Lessons from a 5 Time CROI have learned as much from John McMahon about selling, business, and leadership as I have from any other person on the planet. Mike Speiser-Managing Director-Sutter Hill VenturesThe learnings in The Qualified Sales Leader will help you and your sales team sell more, make more money and grow your career in enterprise sales. Luca Lazzaron-CRO SprinklrAlmost 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 can't recruit A playersSales Leaders don't coach their reps on deal advancement issuesMost sales leaders are "glorified scorekeepers"Most sales leader don't motivate their sales teamThey're focused 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't frame 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't quantify critical business pain to create a buying influence.Reps can't find high-level business champions, only low-level coachesThey can't find pain above the noise.Many reps find pain but can't attract a championThey're selfishly focused on closing a sale instead of earning trust.Most reps say they feel out of control during the sales process.Reps can't find a champion to help them control the 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.Their reps aren't immersed in the customer conversation.The reps are "thinking", not "knowing"the 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'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, Glass Door AppDynamics and Sprinklr.