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.