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

Found business pain creates opportunity. Quantified business pain drives higher price points. Implicated business pain drives urgency. Business pain and urgency finds business Champions. Business champions get you to the Economic Buyer. The Economic Buyer has access to major funds. You sell big deals based on

“Skipping steps early in the sales process is the core reason your win rate is low and the POC time is long. You are performing an excess amount of unqualified POCs. As you learn to increase the POC win rate by increasing your sales effectiveness, I’ll wager that the

No business value, no renewal.

“Why does the customer need the software?” one of the managers asked. “I have a fantastic relationship with them, so I’m not that worried about it. We haven’t spoken in ten days, but it will be fine. A lot

“Your reps aren’t focused on understanding the problem you solve for customers. They never understand the pain in the customer’s environment, the customer’s business goals and the alignment of your product capabilities to their pains. They never understand if the customer is buying what they’re selling.”

“You know and I know that good questions arise out of a genuine interest, a genuine curiosity to understand.”

There were a number of issues there, and I wrote those out as well: Marketing is not generating enough qualified leads

When I focused on recruiting grade A players, developing their knowledge and skills during sales calls, and leading them, we all became better at selling as a team. When I taught my team to master the fundamentals of the game, they performed better. They learned new competencies. We sold more. They made more money. We all grew and made

you want to sell high in an organization, get above the noise.’” Her voice quieted slightly here. “That’s a saying I won’t forget. ‘Above the noise.’”