Unlock Your Sales Leadership Potential: 5 Proven Strategies from a Successful Chief Revenue Officer

Sergio Luiz Diniz Fortuna: Geat book to have an overview of a structured and proven sales method for IT and project sales. Good insights on sales leadership skills.

United States on Aug 31, 2023

Marziale: Building a Sales organization is mot easy, nor ist it cheap, so is is one of the most daunting decision for any company. Any leader will at time struggle with sales. The key point is how to discern how to keep their best salespeople, how scale their organization while delivering consistent results.
This book is designed for any leader who really want to understand what it takes to build a highly effective and impactful sales organization that can scale.

Germany on Aug 15, 2023

Stanislav: Light and short to read
Useful real world situations and examples
Wealth of experience shared by author in the book

United States on Aug 07, 2023

NJEXIT3: I've been in sales 30 years, primarily enterprise software to large businesses. This book is a great desktop reference on the importance of qualifying each and every sales opportunity.

John writes conversationally, providing stories of past interactions with sellers over his long career. The stories are easy to follow and drive home key points. At 323 pages, it's a bit too long and could have had fewer stories and more bullet points, but still a great book and reminder that salespeople need to "always be qualifying."

I recommend this book.

United States on Aug 01, 2023

CP: Compelling story telling that instills lessons. The first thing you will realize is you have to change. Have an outward mindset and start moving forward. What is the worst thing that could happen?

United States on Jul 26, 2023

Kyle: A man who knows software sales writes all his thoughts down in the order it occurs to him. It’s a stream of conscious writing with a few good nuggets in here. Written more for the sales manager than the sales person, insofar as that’s the perspective he shares.

If you are in software sales and want to learn about MEDDIC / MEDDPIC process - this can do that. But the book’s outline and logical path is not exactly straight forward. He meanders from topic to topic like he’s written things down as it popped into his head. It’s not a bad thing - but if you want a straight forward explanation of the methodology - find it online.

He probably wanted to avoid a textbooks dry, concrete, straight forward style. He accomplished it, but at the cost of brevity and clarity. Still accomplished his job. 3.5 stars and we round up since the topic is so specific it’s hard to find a similarly focused book.

Overall - This is more of a self guided safari then a structured path through animal exhibits at the zoo. But you still get to see some animals worth seeing. Find the good parts and put a tab there for future reference.

United States on Jul 23, 2023

Alex Martinez: The lessons and information in this book are invaluable and something you can always return to and check. It’s a veritable fountain of tips, hints, examples, best practice and theory.

Spain on Apr 18, 2023

JGM: Ameno, fresco y al grano

Spain on Apr 03, 2023

Mayank Khirwal: I have received the book and I am very satisfied with the quality of the product as well as the communications I have received from seller at regular intervals.
Kudos!!

India on Oct 15, 2022

Ron Immink: It is really hard to find a good sales book. “The Qualified Sales Leader: Proven Lessons from a Five Time CRO” ticks all the boxes. It describes the sales process in detail, hands you a structure and gives you all the questions you need to ask. The book takes you through the journey of a consultancy assignment and, in that way, reminds me of “The Phoenix project”. It is excellent.

Forecasting

It starts with observing the forecast review of that company. In a forecast review, reps often find it difficult to be completely honest about their account situations. It becomes a combination of “happy ears,” rose-coloured glasses, and sandbagging efforts that force managers to qualify the accuracy of forecasts by listening to fictional stories and searching for the truth in the forecasted opportunities. With lots of superficial questions:

Why do you think you’re going to get the deal? 
How long have you worked on this deal? 
When do you think the deal will come in? 
Do you think they’ll buy this quarter? 
Who is the competitor? 
Is there anything you’re worried about?
Learning session

For it to be...

United Kingdom on Jun 16, 2022