Product Description 
Monthly someone asks, “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”,\nWhy:\n62% 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.\nSales rep attrition at most SaaS companies is over 20% 
Sales leaders can’t recruit A players\nSales Leaders don’t coach their reps on deal advancement issues 
Most sales leaders are “glorified scorekeepers”\nMost sales leader don’t motivate their sales team 
They’re focused on deals, not rep competency\nSales forecasts are inaccurate because most reps game the CRM system. 
Sales team leaders lack qualification of sales stage exit criteria\nMany salesforces only win 50% of their proof of concepts 
They can’t 
frame a winning POC Criteria\n8 of 10 executive buyers say the sales meetings they take are a waste of time. 
Sales reps lack the ability to sell business value.\n42% 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.\nReps can’t find high-level business champions, only low-level coaches 
They can’t find pain 
above the noise.\nMany reps find pain but can’t attract a champion 
They’re selfishly focused on closing a sale instead of earning trust.\nMost reps say they feel out of control during the sales process. 
Reps can’t find a champion to help them control the process.\n50% 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.\nTheir reps aren’t immersed in the customer conversation. 
The reps are 
“thinking”, not “knowing” the key elements of the customer use case\nTop sales leaders will find the answers to these issues and more in 
The Qualified Sales Leader\nFrom the Publisher 
John 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.\nAbout the Author 
John 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. 
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, 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.

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

Business & Money

McMahon, John

Management & Leadership

John McMahon

See the best price to sell, buy or rent books by the John McMahon publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by John McMahon

See the best price to sell, buy or rent books by the John McMahon publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

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