As an executive, board member, advisor, and investor, John has not only coached a generation of companies on selling, but he has also influenced a generation of executives and leaders in technology, 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 SprinklrMost sales books are boring, clinical "textbooks" that "cookie-cutter" a few generic ideas into a monotonous, dull read, that puts you to sleep. The Qualified Sales Leader is an easy read, dripping with the fundamentals of enterprise sales. Real world advice that you'll put to use the next day. Chris Degnan-CRO-SnowflakeThe Qualified Sales Leader is an easy to read book that will absolutely resonate through any enterprise software sales team. Realistic, usable advice for any sales leader or sales rep. If you're in enterprise sales, you'd be crazy not to read this book Cedric Pech-CRO-MongoDBMonthly someone asks:, "When are you going to write a book". When I ask, "Why?", I'm told, "Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces", Why:6 of 10 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.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're unable to frame a winning POC Criteria because they skip steps 8 of 10 executive buyers say the sales meetings they take are a waste of time.Sales reps lack the ability to sell business value aligned to specific personas and use cases. 4 of 10 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 coachesLeaders don't teach them to find pain above the noise.Reps find pain but can't attract a championManagers have them selfishly focused on closing a sale instead of earning trust.40% of reps say they feel out of control during the sales process.Leaders don't teach them how to control the process.Reps can't get high in the tree to drive large deals.They don't speak the language of the Economic Buyer.50% of reps say they can't overcome price objections while sales leaders struggle to increase the average deal size. Managers are pushing their sales reps into vending, not selling. Reps can't answer the simple "3 Whys" for forecasted dealsWhy do they have to buy? Why do they have to buy from us? and Why do they have to buy now?Top 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.

    As she traces the metaphor through Scripture, Beth uncovers how every part of our own lives—even the rockiest, most difficult soil—is used by God to make a difference for His Kingdom.Great for small groups or individual study, the Chasing Vines Group Experience is a journey you don’t want to miss.

    From translator and assistant to Sir Bobby Robson at Barcelona, to Champions League-winning manager at Porto and on to turning Chelsea into one of Europe`s most successful clubs, followed by Champions League victory at Inter-Milan, and now manager of Real Madrid, Jose Mourinho`s ascent has been rapid. Backed by Abramovich`s billions, Mourinho weeded out those not fully committed to his methods, made several astute signings and improved the performances of many Chelsea stars. The result: in his first season in 2005, Chelsea won both the Premier League title and the Carling Cup, followed by another title the following season. Mourinho then left for Inter-Milan where he delivered a treble in his second season in charge, and is now tasked with bringing Real Madrid`s `Galacticos` the silverware they crave. Further Anatomy of a Winner is an intelligent, analytical and now fully updated account of the life and psychology of one of the greatest football managers.

    R.C. Sproul explains who God is and why His unveiled presence is so terrifying. Against God's pure and perfect righteousness, we see the depth of our sin and our inability to stand before His judgement. Yet the holy God is also a God of grace. He has provided a way for us to find peace with Him and boldly approach His throne. But there is only one way. Will you take it?

    Get swept back to a time when sheriffs did their best to keep order in a lawless land. Read about the likes of Tom Horn, the “Apache Kid,” “Bucky” O’Neill, Tom Nickson, and many more!  Famous Sheriffs and Western Outlaws is a classic for everyone interested in history and what is was like in the Old West. The detail of every story grabs the attention of the reader and doesn't let go. Learn the early stories of famous foes like Billy the Kid and what he was like from both a personal and business standpoint. If you like stories of heroes and the people who tried to take them down, then you are in for a wild ride.  Novelist William MacLeod Raine recalls standoffs, shootouts, rowdy saloons, brave men who protected innocent townspeople, and villains who put the “wild” in Wild West. Famous Sheriffs and Western Outlaws is a sure shot for anyone interested in the history and romance of the Old West.

    

    Tozer deals with revival issues: the problem of "sleeping" Christians controlling church affairs, the problem of getting out of the ecclesiastical rut, the difficulty of breaking the status quo and more. This is Tozer, pulpit-style -- humor included.

    Every day is a new hell for her, oscillating between torture and death, with a quickly dimming flicker of hope that one day she will find her way back home. But will she? What does home really mean to a fractured soul? In anguish, it appears the whole world delights in schadenfreude, while God lies in wait. In wait for what, no one knows. ***A provocative concoction of realism, mystery and myth in a dystopian tone. Throughout the reading, a sense of pain carries forward till the end and it endures. A disturbing impactful debut novel - The New Indian express Will leave a deep impact on the readers. The details and tone of the story are haunting. Incredible writing - The news up About the Author: Sujith Balakrishnan was born in Kerala, India. An engineer by profession, he lives in UAE. This is his Debut Novel. He can be contacted at - sujithwriter2018@gmail.com

    In Trump as President, Doug Wead offers a sweeping, eloquent history of President Donald J. Trump's first years in the White House, covering everything from election night to the news of today. The book will include never-before-reported stories and scoops, including how President Trump turned around the American economy, how he "never complains and never explains," and how his actions sometimes lead to misunderstandings with the media and the public. It also includes exclusive interviews with the Trump family about the Mueller report, and narrates their reactions when the report was finally released. Contains Interviews with the President in the Oval Office, chief of staff, Mick Mulvaney, Jared and Ivanka Kushner, Donald Trump, Jr., Eric and Lara Trump, and White House insiders.