John McMahon is widely regarded as one of the greatest enterprise-software sales leaders of all time. He's the only person to have served as Chief Revenue Officer at five public software companies: PTC, GeoTel, Ariba, BladeLogic and BMC Software. He helped scale BladeLogic from a startup into a public company — ultimately leading to its ~$880M sale to BMC — and drove GeoTel into a multi-billion dollar acquisition. Today he sits on the boards of top names such as Snowflake and MongoDB, while also mentoring and influencing a who's-who of modern SaaS sales leaders.
AGENDA:
03:33 The Art and Science of Sales: Insights from a Veteran
04:29 Adapting Sales Strategies in the Age of AI and PLG
07:47 The Ultimate Framework to do Deal Qualification
14:13 How to Drive Urgency and Maintain Sales Process
20:06 How to Hire the Best Sales Reps
25:11 Step-by-Step Guide to Training Sales Reps
45:22 The Mindset of the Best Sales Reps
54:55 Single Most Important Skill to Win in Sales
