Above Quota Performance: Tips

MORE THAN 50 PERCENT OF SALES PROS REGULARLY FAIL TO ACHIEVE THEIR ANNUAL SALES TARGETS.

Shocking, right?

But it doesn't have to be this way. Sales is no longer a simple linear process, and thus professionals in the industry-and

those who hope to enter the industry-require new skills to deal with the profound changes in the digital marketplace.

Filled with the type of tips and techniques that only a long, successful career in sales could otherwise gain you, this book

will teach you how to:

- Generate and qualify leads

- Identify buyer roles and why they buy

- Understand the buying process

- Utilize Value Propositions

- Use LinkedIn for Business Development

- Master Your Sales Presentation

- Close Enterprise Deals

ABOVE QUOTA PERFORMANCE is filled with actionable, step-by-step guidance that will help rookie and seasoned sales pro alike find greater heights of success in their sales careers. By the end of this book, readers will fully understand why these tips and techniques work and how they can be applied to their current and future sales opportunities. With the right training, skills, and techniques, anyone can become a master sales pro.

Steve Weinberg has spent most of his life selling and helping others sell better, sell faster, and sell more. He is an expert at building, guiding, and sustaining high performing sales teams, and creating exemplary standards in account management. He has over three decades of leadership experience in sales, including Vice Presidencies at Dun & Bradstreet Software, AC Nielsen, Solcorp (then part of EDS, now HP), McCormack & Dodge, Deloitte and Touche, and most recently as Director of Sales at Accuity (now Lexis Nexis Risk Solutions.) Steve was also the President of Cyborg Systems, which was acquired by Hewitt Associates (now Aon) in 2003. In his last assignment Steve had the difficult role of managing a team of salespeople as well as carrying his own quota. While in this role Steve led the salesforce in sales achievement and closed the largest sale in the company's history. Steve earned a B.A. in Economics / Business Administration from North Park University, and an MBA from Loyola University of Chicago. He is also a CPA and has experience in accounting, consulting, and as a graduate-level Economics instructor. He is married and has two adult children.