Q&A: Mark Welch, author of “The Street Savvy Sales Leader”
What adjective best describes you?
In two sentences or less, can you tell readers something unique about your line of work?
My work offers me the opportunity to conduct insightful conversations with successful business leaders who are looking for that extra edge in winning more sales for their business.
The interesting story is that while I am helping leaders become more successful, every single conversation I have is unique, and a learning moment for me.
Why did you write The Street-Savvy Sales Leader?
Firstly, it was a bucket list item that I finally fulfilled. Believe me, it was probably the most challenging bucket item I have on my list. The rest of my list will seem like a walk in the park.
Secondly, Sales and Sales Leadership is a unique field in that there are no clear-cut answers as to how to do the job. Its part science and part art, I believe it’s a craft you develop overtime. I wanted to write a book that would help others develop their craft in ways that I couldn’t in the beginning of my career.
Lastly, I want to uplift the perception of this great profession of sales that is so mission critical to the very survival of the vast majority of B2B organizations.
What do you hope readers will take away from this book?
In this very challenging business environment where differentiation is a huge issue, your sales team can be your differentiator, and oftentimes, needs to be. This book helps leaders develop a plan, a strategy, and the day to day tactics to enable your sales team to win in the market that you compete in.
It clearly answers that very important question; How do I get the most sales productivity out of my Sales people and overall Sales Team?
What’s the best piece of advice you’ve been given?
Life is in our hands. It’s up to us as to what we make of it.