E117 Part 3 - CUSTOMER CENTRIC: Sales Centered on Customer Needs and Consumption with John McMahon

This episode of Tech Sales Insights brings back Randy and John McMahon and it emphasizes the importance of understanding customer needs before providing a quote, taking the time to understand the process, and prioritizing the customer's needs. 

The two also discuss the choice between working for a bigger company or a startup, the need for concierge-level service, and the rise of product-led growth models. John stresses the importance of coaching on skills development and warns against being too reliant on sales tools and metrics. 

Stay tuned as John also answers questions such as advice for people impacted by layoffs and the leaders he looks up to in this latest episode of Tech Sales Insights.

INSIGHTS OF THE DAY

JOHN: KNOWING THE CUSTOMER’S EVERY MOVE

“The really good companies are building telemetry or instrumentation into their software. So they know every single move that the customer is making with the software. So they model like what the ideal ramp time might be for a customer using the product and specific use cases.”

JOHN: REVENUE BASIS VS. CONSUMPTION BASIS

“More and more salespeople are going to be kind of comped a little bit on bookings, but mainly on revenue. So okay, you sold a deal, but now how much is the customer consuming? Because the CEO is only going to be reporting on revenues. So they're gonna push the organization more and more on ‘You can't sell this deal and leave, you got to sell this deal and get the customer to consume.’”

Don’t miss out on our previous episodes and watch out for the new ones!

• E117 Part 1 - GODFATHER: A Deep Dive into John McMahon and the MEDDIC Sales Process
• E117 Part 2 - SLOPPY PET PEEVES: What’s Wrong with the Sales Process Today with John McMahon

Connect with John McMahon:

• LinkedIn: https://www.linkedin.com/in/johnmcmahon1/
• The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Convertiv: https://www.convertiv.com/