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C. Lee Smith
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SalesCred: How Buyers Qualify Sellers Kindle Edition

by C. Lee Smith (Author) Format: Kindle Edition
3.8 out of 5 stars 9 ratings
In sales, there's a lot of talk about qualifying the buyer. What's the lead scoring say? Are they a marketing-qualified lead or a sales-qualified lead? Do they fit our ideal customer profile?

This is exactly BACKWARDS. Instead, you should be talking about how the buyer qualifies (and disqualifies) the seller. What determines who they invite to compete for the business?

Who do they call or email back? And who they share sensitive business information with?

This is the importance of Sales Credibility – the quality all salespeople must have before you can ever "earn trust" and become a "trusted advisor."

This book reveals how salespeople build (and lose) credibility with the things you say and do every day. You'll learn the secrets of building your sales credibility, so you can attract higher-value accounts, gain greater access to the real decision-makers, and sell from a position of strength. It also gives you the leverage to avoid dropping your price when budget is hard to come by.

SalesCred™ introduces the Hierarchy of Sales Credibility™ which is a 5-layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level. The hierarchy is a roadmap which will help you be seen by sales prospects in the most credible light possible.

This book also enlightens sales managers on the new definition of credibility, the role it plays in sales, and how they can improve their team’s credibility for higher performance.
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  1. Print length
    197 pages
  2. Language
    English
  3. Publication date
    September 25, 2020
  4. File size
    1.2 MB
  5. Page Flip
    Enabled
  6. Word Wise
    Not Enabled
  7. Enhanced typesetting
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Editorial Reviews

About the Author

C. Lee Smith is the Sales Credibility Expert. For more than 30 years, he has helped salespeople leverage critical insights that enable them to acquire, develop and retain their best customers by building their professional credibility in what they say and do every day. He is the CEO and Founder of SalesFuel(R), a sales intelligence firm that has been recognized as one of the Top 10 Sales Enablement providers worldwide by Selling Power magazine. Lee is one of a select few certified advisors worldwide for sales consultant Jeffrey Gitomer and was personally recognized as one of the Leading Sales Consultants by Selling Power magazine. In addition to being a bestselling author and popular keynote speaker, he is also a C-Suite Network Advisor for sales leadership and co-host of the popular Manage Smarter(TM) podcast. Lee is the creator of AdMall(R), the leading sales intelligence platform for local media sales and digital marketing professionals. He is also the creator of the SalesFuel HIRE and SalesFuel COACH SaaS platforms for hiring and coaching your best sales talent. He is also a Certified Professional Behavioral Analyst with expertise in consumer behavior, as well as the destructive impact toxic employees have on your sales team. Lee is a graduate of Ohio University with a certificate in Executive Leadership from Cornell University. When he's not in the office, Lee can be found on his bike, riding with his peloton The Honey Badgers and crushing long-distance rides to raise money for cancer research.

Product details

  • ASIN ‏ : ‎ B08K4FC1VS
  • Publisher ‏ : ‎ THiNKaha (September 25, 2020)
  • Publication date ‏ : ‎ September 25, 2020
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 1.2 MB
  • Simultaneous device usage ‏ : ‎ Unlimited
  • Text-to-Speech ‏ : ‎ Enabled
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Not Enabled
  • Word Wise ‏ : ‎ Not Enabled
  • Print length ‏ : ‎ 197 pages
  • Customer Reviews:
    3.8 out of 5 stars 9 ratings

About the author

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C. Lee Smith

C. Lee Smith

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C. Lee Smith is the CEO of SalesFuel®, a sales intelligence firm he founded in 1989 that has been recognized as one of the Top 10 Sales Enablement providers worldwide by Selling Power magazine.Lee is one of select few certified advisors worldwide for sales consultant Jeffrey Gitomer and was personally recognized as one of the Leading Sales Consultants by Selling Power magazine.

In addition to being an author and popular keynote speaker, he is also a C-Suite Network Advisor for sales leadership and co-host of the popular Manage Smarter podcast (managesmarter.com). He is also a certified Behavioral Analyst with expertise in the destructive impact toxic employees have on your sales team.

Lee is the creator of the SalesFuel COACH and SalesFuel HIRE SaaS platforms for hiring and coaching your best sales talent. He is also the creator of AdMall®, the leading sales intelligence platform for local media sales and digital marketing professionals.

Lee is a graduate of Ohio University with a certificate in Executive Leadership from Cornell University. He is also an avid cyclist, regularly crushing 50-100 mile rides for cancer research. He is a member of the 10 Year Club for the annual Pelotonia event benefiting the James Cancer Hospital at The Ohio State University.

Customer reviews

3.8 out of 5 stars
9 global ratings

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Top reviews from the United States

  • Ron Robbins
    5.0 out of 5 stars The best book on sales credibility. Period.
    Reviewed in the United States on October 27, 2020
    Verified Purchase
    This is the second book I bought from C. Lee Smith and I must say he never fails to disappoint! The way the book is written encourages you to step into prospective customers' shoes - so to speak - and see what it's like on the receiving end of a sales call. You're forced to think about the customers' wants and needs along with solutions you can create to form a mutually beneficial relationship. Definitely a solid contribution to the sales industry. Highly recommend and a must read for anyone who is in sales!!
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  • DJ
    4.0 out of 5 stars Foundation for Sales Success
    Reviewed in the United States on October 11, 2020
    Verified Purchase
    Credibility is part of a strong sales foundation. Smith gives a framework to build professional credibility. The book can be used as a personal workbook or as a sales management tool for teaching. It all seems basic until you realize this is a key part of sales development that is often overlooked.
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  • Paul
    5.0 out of 5 stars Great sales points! SalesCred is a great read!
    Reviewed in the United States on October 7, 2020
    Verified Purchase
    I liked the points in the book - how succinct it was and I didn't disagree with any of them. Lack of SalesCred is the biggest issue with sales teams. Enjoyable and easy to read/digest!
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  • Tricia Benn
    5.0 out of 5 stars Sales is the Symptom and the Cure!
    Reviewed in the United States on October 10, 2020
    Read this book! Lee Smith challenges the old approaches to sales 'wins', and lays out the fundamentals of how great salespeople personify credibility in our interactions, and in so doing, creating a relationship that drives successful outcomes. In other words, this is how you gain true sales wins that deliver on sustainable and scalable growth in our relationships and businesses.
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