The Street Savvy Sales Leader

As a sales leader, this is what you know now: Your pipeline needs filling and you need more conversions. Yoüre dealing with high turnover, your boss is demanding higher performance and your team is constantly being pressured to do more non-selling activities. You are challenged with differentiating yourself in the market, and enabling your sales teams to offer valuable and insightful conversations that resonate with your prospective customers. You are competing in a highly fragmented, highly competitive marketplace where decision makers are more knowledgeable, less risk averse and busier than ever. As a result, making your numbers is tougher and more challenging than ever. You are making investments in new technology and additional resources but not seeing the payoff. Mark Welch understands your pain points. He¿s been there. He has led sales organizations out of the morass and turned them around by abiding by what he calls the ¿10 Leadership Imperatives.¿ These imperatives are the foundation of this book, and following them has proven to be a powerful tool for Mark; a tool built out of trial and error and success and failure, and one that puts the salesperson first in building a best-in-class team. The Street Savvy Sales Leader is a toolkit for yoüthe sales leader who has to lead change. It is Mark¿s goal to support you as effectively as he can by providing an end-to-end sales solution based on his own extensive experience and that of the more than one hundred sales professionals he interviewed for this book.