Book Recommendation - The Qualified Sales Leader

General
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I am currently reading a book that I would like to recommend to you: The Qualified Sales Leader: Proven Lessons from a Five-time CRO.

I saw on the TST website that it was listed as one of the top 7 sales books and I can only recommend it, especially for B2B technology sales.

It not only shows you how to improve as a salesperson, but also how to better support your team as a coach.

What I particularly like is that John McMahon takes the reader through the book with concrete examples and addresses a lot of essential things.

I am convinced that most things in tech sales are not complicated. But it’s the the essentials that you have to master every day to perform consistently.

In his book, John not only shows these essentials for salespeople, but also how sales systems need to be structured for the sales team to be successful.

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I also think it’s one of the best sales books and I think your last point is particularly important. The book teaches what metrics a sales team should have to be successful. Too often there is a gap between quota, conversion rate and pipeline support through MQLs/BDRs. Just as many job interviews ask about pipeline and conversion rate, I think it makes sense to find out the same KPIs as a seller in advance. Too often there are poorly designed systems in which you as a seller cannot win and are the one who suffers.

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I just started reading, thank you for the recommendation.

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