The Street Savvy Sales Leader

(Hardback)

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Description

As a sales leader, you know your sales pipeline needs filling. You know your customers are unhappy having to "break in" new reps. You know how quickly your customers' buying behavior changes with increased knowledge and choices. You know that to gain new customers and keep existing ones you must continually exceed their expectations. And you know that the odds are against you: training has little correlation to ROI, and most salespeople forget 80 percent of their training within a month. The solution Build a team, workplace culture, and sales funnel that ensure long-term adaptability and success. Gimmick-free and packed with clear and effective advice, The Street Savvy Sales Leader uses tried-and-tested techniques from 30+ years of experience, and interviews with more than 100 sales professionals, to help you focus on the people, values, and processes that will enable your business to flourish for years to come.

Reviews

Mark has been there and done that, has lived in the trenches successfully leading sales teams, and hes intimately familiar with the sales-management issues of the day. This is a great, valuable and easy read that provides ideas you can implement immediately. Mike Weinberg, author of Sales Management. Simplified. and New Sales. Simplified. Selling is all about execution on the fundamentalsMark hits the nail on the head on all key points that a Sales Leader needs to focus on in this competitive market. Craig Bissett, President & Founder, Hire Results In The Street Savvy Sales Leader, Mark Welch reminds us that training our sales managers and giving them the tools to build a successful team and sharpen their own leadership skills is critical to sales success. Jeb Blount, Author of People Follow You and Sales IQ extremely well written, a route map for both newly appointed and experienced sales leaders who are committed to becoming the best they can possibly be, because, surely, they owe that to their sales teams. Jonathan Farrington, CEO of Top Sales World & Editor of Top Sales Magazine Ltd. Mark provides an excellent roadmap for a new sales leader, or a seasoned veteran, who wishes to take their team to the next level. And if youre a CEO responsible for sales, sales leaders or sales teams, The Street Savvy Sales Leader will have you thinking differently about how you and your company develop and retain your top talent. Karen Hayward, Managing Partner, Chief Outsiders Packed with actionable insights that deliver real world value, this is a book that sales leaders need to read, contemplate and act on. David Hoffeld, bestselling author of The Science of Selling This book creates a roadmap for sales success that any business, regardless of what they sell, can use to improve their results. Marie Wiese, President of Marketing CoPilot and author of You Cant Be Everywhere

Author Bio

Mark Welch has more than 25 years of experience in sales and marketing. He has held various roles in the aerospace industry; the industrial, commercial and construction equipment distribution business; as well as the telecom, integrator and wireless industries. He has sold into pretty much every vertical, including banking/Insurance, manufacturing, software, technology, utilities, construction, commercial real estate, resources, retail, education and government. Mark has been accountable for mid-market, large and enterprise customers in the direct business-to-business channel and have also contributed in the wholesale, integrator and value-add reseller and agent channels. He has been accountable for teams in excess of 70 people with revenues of over $250 million, and his key successes include significantly increased revenues, reduced sales turnover, increased sales engagement, and improved productivity.