tell us a little bit about your book because when I went to your website you have a complimentary e-download that people can take advantage of but give give us a little bit of a background into the book that you wrote

Sure, absolutely.

In fact, it's right here, Making Seamless Sales.

And it is very specific to B2B sales and specifically consultative selling.

And the play on words here is that it's about the sales engineer and the account manager working together seamlessly.

So it's seamless sales working together because, as I mentioned before, there's many things that sort of keep them from working together well.

I did it because I wanted to share all of my different perspectives.

Is there a tip that you can share with us that would sort of help folks with those mindset shifts that sometimes they may have to do in one conversation?

In your opinion, Which leading indicators would you say are the best predictors of future sales success? And what are some of those lagging indicators that we really don't need to pay attention to anymore?

I wouldn't say that we don't need to pay attention to them.

It's that what is it really telling you and is it doing you any good? I think that's the key question to ask is what are of those lagging indicators trying to tell you and there might be some but the problem is we were only focusing mainly on those.

So leading indicators I think is mainly deal quality and that leads to pipeline quality.

So for example sometimes it's just the pipeline that anybody cares about or even the funnel in worst case scenarios where it literally is a funnel and things drop out near the end.

What really matters to all that and what's the underpinning of it is the deal quality.

Is it properly qualified? And by proper, I don't mean a bunch of checkboxes.

If you could share with our listeners, what was it that you did differently that helped? What was the outcome? And most importantly, what's the lesson you'd like our listeners to take away from your example?

Is that how it's commonly viewed in B2B these days? Do you see a lot of people talking about selling teams? Because I still hear a lot about, you know, salesperson

individual.

Yeah.

Well, it should be.

And this is the reason I wrote the book and why I think I'm uniquely positioned for this, because I've been both the pre-sales and the sales, as you mentioned.

And what I see, and because I also now, of course, for 25 years have been delivering workshops for both sales and pre-sales and everybody in between, sometimes in teams, but almost most of the time not.

It's one group or the other.

What are the current challenges and solutions to get those two sides working more in tandem?