Book Description

The sales game is being disrupted before your very eyes. Artificial intelligence and automation are radically changing buyer behavior, flooding the marketplace with data, and turning old-school selling strategies obsolete seemingly overnight. Sales veterans and rookies alike face a stark choice - evolve or become extinct. "It's Not the Leads, It's You," lays out the mindsets, skills, and habits required for sales excellence in the modern era with 2 bonus chapters focusing strictly on AI. Every salesperson faces rejection, obstacles, and self-doubt. But the most successful understand that closing deals is not about the leads - it's about themselves. Appropriate for rookies and veterans alike, this book covers prospecting, qualifying, presenting, handling objections, closing, and account management from A to Z. It is written in a no-nonsense approach, providing blunt advice to help you maximize your strengths and overcome weaknesses getting in the way of sales results. While foundational sales skills never change, the context is continually evolving. Included are two bonus chapters dedicated to the impact and implementation of artificial intelligence and automation on the sales profession. Rather than resisting change, you should be utilizing cutting-edge tools and leveraging new platforms. Self-promotion, personal branding, and social media marketing are more vital than ever for sales success. This book lays out practical steps for you to skillfully adapt to the new landscape. For the rookie, it offers direct guidance on the fundamentals and acts as a masterclass in professional selling, providing a rock-solid foundation to build a standout sales career. For the seasoned rep, "It's Not the Leads" is an essential guide on reinventing oneself, breaking through plateaus, and thriving through industry shifts requiring new ways to prospect, qualify, engage, pitch and close deals. Veteran managers will gain insight into leading modern sales teams to exceed today's targets and should urge your sales teams to read this book. You will learn how to unleash the obsessive, competitive mentality driving sales all-stars. You'll learn how the greats handle brutal rejection, push past perceived limits, and consistently deliver when the pressure is highest. While raw talent matters, you can cultivate the mindset, skillset and discipline of high performers with the right guidance. Success no longer goes to those with the most experience or talent - it goes to those most adaptable, persistent and resilient. This book will equip you at all levels with the essential mental toughness and resourcefulness to thrive amidst game-changing disruption. The future will only bring more turbulence and uncertainty. How sales professionals respond - as individuals and organizations - will determine if you end up on top. For those committed to lifelong excellence, "It's Not the Leads, It's You" delivers you an optimized blueprint for selling success...no matter what changes tomorrow brings.