

#1029
Mentioned in 21 episodes
The Qualified Sales Leader
Book • 2021
Mentioned by













Mentioned in 21 episodes
Referenced by ![undefined]()

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

Luke Arno

90 snips
E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend
Mentioned by ![undefined]()

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

John Kaplan

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 ![undefined]()

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

John Kaplan

38 snips
Maximizing Sales Success with Chris Scanlan
Mentioned by ![undefined]()

as the book written by ![undefined]()

.

John Kaplan

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 ![undefined]()

as an excellent resource for those unfamiliar with sales.

Dan Lorenc

17 snips
Lessons Going Zero to $40M ARR in Two Years | Dan Lorenc, Chainguard
Mentioned by ![undefined]()

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

Scott Rudy

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 ![undefined]()

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

John Kaplan

13 snips
What Elite Sellers Do
Mentioned by ![undefined]()

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

John Kaplan

13 snips
Working for a Bad Manager
Recommended by ![undefined]()

as a nice way of capturing the job that they do and what the expectations are.

Josh Allen

CarGuru's $900M ICP framework, "sales math" and more CRO lessons ft. Josh Allen
Mentioned by ![undefined]()

as the book written by his co-host.

John Kaplan

Blockchain: The Future of Finance with Matt Maloney
Mentioned by ![undefined]()

, who is the author.

John McMahon

Achieving Excellence in Leadership with Kara Gilbert
Mentioned by 

as books he regularly references.


Mark Niemiec

E5: Mark Niemiec on Steering Business Transformation
Mentioned by ![undefined]()

while discussing enterprise sales growth strategies.

Varun Mohan

#217 CEO & Co-Founder Codeium, Varun Mohan w/ Leigh Marie Braswell: Limitless
Mentioned by ![undefined]()

as a wildly successful book.

John Kaplan

Embracing the Work of Resilient Leadership with Tony Marino
Mentioned by ![undefined]()

as a book about sales mindset in engineering.

Melody Meckfessel

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