#1056

Mentioned in 22 episodes

The Qualified Sales Leader

Book • 2021

Author

John McMahon

Author

Dev Ittycheria

Mentioned by

Mentioned in 22 episodes

Referenced by

Luke Arno

, saying the dollar spent on enablement is the most leveraged dollar you can get back a return on.

90 snips

E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend

Mentioned by

John Kaplan

as a wildly successful book written by a five-time CRO.

53 snips

Selling into Strategic Accounts with Jane Thompson

Mentioned by the podcast host as one of his books.

40 snips

Complex Sales: Critical Stages in a Customer’s Buying Process

Mentioned by

John Kaplan

as written by John McMahon, who is also the host of the podcast.

38 snips

Maximizing Sales Success with Chris Scanlan

Mentioned by

John Kaplan

as the book written by

John McMahon

21 snips

Understanding the Nuances of the CRO/CEO Relationship

Mentioned by the podcast host as a book containing proven lessons from the trenches.

20 snips

Lessons from the Grind: Tackling Complex Enterprise Sales

Recommended by

Dan Lorenc

as an excellent resource for those unfamiliar with sales.

17 snips

Lessons Going Zero to $40M ARR in Two Years | Dan Lorenc, Chainguard

Mentioned by

Scott Rudy

after referencing the 12-Week Year, calling it not as good as this book.

17 snips

The Critical Role of Sales Managers in Driving Growth with Scott Rudy

Mentioned as author by John Kaplan in the introduction.

13 snips

AI-Driven Sales Innovation with Bobby Morrison

Mentioned by

John Kaplan

, who referenced him on the Revenue Builders podcast, discussing discovery in sales.

13 snips

What Elite Sellers Do

Mentioned by

John Kaplan

as a great book, also mentioning his podcast, Revenue Builders, with the author.

13 snips

Working for a Bad Manager

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

John Kaplan

as the book written by his co-host.

Blockchain: The Future of Finance with Matt Maloney

Mentioned by

John McMahon

, who is the author.

Achieving Excellence in Leadership with Kara Gilbert

Mentioned by

Mark Niemiec

as books he regularly references.

E5: Mark Niemiec on Steering Business Transformation

Mentioned by

Varun Mohan

while discussing enterprise sales growth strategies.

#217 CEO & Co-Founder Codeium, Varun Mohan w/ Leigh Marie Braswell: Limitless

Mentioned by

John Kaplan

as a wildly successful book.

Embracing the Work of Resilient Leadership with Tony Marino

Mentioned by

Melody Meckfessel

as a book about sales mindset in engineering.

Navigating Rapid Change: Skills to Cultivate Resilience, Adaptability & Creativity in Engineering Teams w/ Melody Meckfessel #206

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 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)

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