MASTERS OF MEDDICC

Masters of MEDDICC - John McMahon - The GOAT - Greatest Sales Leader of All Time - Episode #5

May 4, 2021

John McMahon, the greatest sales leader of our time, discusses his new book on qualification in sales and the creative process behind his insights. He shares the importance of persistence, heart, and targeting the right market for success. Qualification extends beyond closing deals and applies to recruiting, managing reps, and engaging with customers. The chapter also highlights the value of preparation, including LinkedIn stalking, and expresses gratitude for the guest's book popularity.

48:58

Episode guests

John McMahon

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Episode notes

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Quick takeaways

Qualification in sales involves determining why the customer needs to buy, why they should buy from your company, and why they should buy now, focusing on major pain points and understanding the sense of urgency behind their buying decision.

Successful salespeople possess intelligence and persistence, being coachable and adaptable, while qualified sales leaders focus on building strong teams, coaching and developing their members, and being curious and continuously learning.

Deep dives

Importance of Qualification in Sales

Qualification is essential in sales, and it involves determining why the customer needs to buy, why they should buy from your company, and why they should buy now. It is important to focus on major pain points that require third-party attention, target specific industries and personas, differentiate your product from competitors, and understand the sense of urgency behind the customer's buying decision.

Introduction

2min

The Motivation Behind Writing a Book

15min

The Importance of Persistence and Heart in Sales

24min

Targeting the Right Market for a Young Company

2min

The Importance of Qualification and its Wide Application in Sales

2min

Preparation, LinkedIn Stalking, and Selling Secrets

2min

Expressing gratitude, discussing book popularity, and concluding the episode

2min

John McMahon is the greatest sales leader of our time. Both as the CRO of 5x public companies (PTC, GeoTel, Ariba, BladeLogic, BMC) and as an executive board advisor to some of the greatest companies of the last decade, such as AppDynamics, Glassdoor, HubSpot, Fuze, Sumo Logic, Sprinklr, Cybereason, Thoughtspot, MongoDB, Lacework, and Snowflake.

In this session, we talk about John's new book 'The Qualified Sales Leader', and why of all the topics on which John is an expert he chose qualification to write a book upon.

We dig into John's mind to find out his creative process for creating insights and advice that is understandable and relatable to both the most experienced and elite sellers through to technical founders who are brand new to sales.

And the question you all want to know the answer to - What would it take to get John back on the tools leading a tech company.

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