#5300
Mentioned in 18 episodes
The Qualified Sales Leader
Book • 2021
Mentioned by
Mentioned in 18 episodes
Referenced by Luke Arno , saying the dollar spent on enablement is the most leveraged dollar you can get back a return on.
66 snips
E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend
Mentioned by the podcast host as one of his books.
40 snips
Complex Sales: Critical Stages in a Customer’s Buying Process
Mentioned by the podcast host as a book containing proven lessons from the trenches.
20 snips
Lessons from the Grind: Tackling Complex Enterprise Sales
Mentioned as author by John Kaplan in the introduction.
13 snips
AI-Driven Sales Innovation with Bobby Morrison
Recommended by Josh Allen as a nice way of capturing the job that they do and what the expectations are.
CarGuru's $900M ICP framework, "sales math" and more CRO lessons ft. Josh Allen
Mentioned by Chris Orlob as an example of how negative impact questions can create urgency in sales conversations.
How to Create Urgency With "Negative Impact" Questions (Free Course Lesson)
Recommended by the speaker as a must-read for founders, CEOs, and sales leaders to learn how to lead and scale world-class sales teams.
My Takeaways from "The Qualified Sales Leader", by John McMahon
Mentioned by the podcast host as a book containing proven lessons from the trenches.
The Importance of Recruiting Behavioral Traits with Chaz MacLaughlin
Mentioned by Grace Gong as the source of many sales lessons, including learning about the Ideal Customer Profile.
John McMahon: Former Snowflake & MongoDB Board Member, 5X Public CRO
