Software Sales Formula | IT & SaaS Vertrieb mit Jiri Siklar #241 - How to build a sales machine with MEDDICC - lessons from John McMahon
This is a masterclass in software sales and tech sales with John McMahon, the legendary CRO and creator of MEDDICC. He is interviewed by Jiri Siklar, founder of the Software Sales Formula. If you're in software sales or tech sales and want to understand how to actually use MEDDICC and MEDDPICC to win more deals, this episode is for you. In this no-BS conversation, John breaks down the real reason most software sales teams fail, why MEDDICC is misunderstood, and how to use MEDDICC like a GPS—not a checklist. Whether you're an SDR, AE, or sales leader, you'll walk away with a clearer understanding of how to qualify deals, scale your pipeline, and lead with process and discipline.
Ressourcen:
- Software Sales Formula: https://www.softwaresalesformula.com
- Book a call: https://2ly.link/24kPi
Kickscale:
- Kickscale Extended Free Version: https://2ly.link/269dj
Timestamps:
(0:00) – Intro & Who Is John McMahon (2:00) – The First Red Flags in Sales Teams (4:30) – Do You Really Know Your ICP? (7:00) – Why Sales Teams Talk Past Each Other(9:20) – How to Make Methodology Stick(11:00) – The 3 Whys and the Lawyer Analogy (14:30) – Why Most Reps Don't Anticipate(17:00) – Sales is a Team Sport – Like Hockey(19:00) – Why Reps Need Repetition(21:00) – The Real Reason MEDDICC Fails(24:00) – The MEDDICC GPS Analogy (28:00) – The Danger of "Checklist Thinking" (30:00) – Why Sales Leadership Is Diluted(33:00) – "But My Market Is Different…"(35:00) – You Sell Chicken-Sh*t Deals Without MEDDICC (38:00) – What Makes MEDDICC Still Work in 2025 (41:00) – How to Self-Reflect and Own Your Deals(43:00) – Who Controls the Deal?(46:00) – You Can't Scale Without a Playbook(49:00) – How to Implement MEDDICC in Mature Teams(52:00) – Why Qualification Is Everything(54:00) – The Traits of Elite Reps(58:00) – John's Legacy: Help Reps, Not Just Close Deals
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