Venture with Grace John McMahon: Former Snowflake & MongoDB Board Member, 5X Public CRO
Jan 28, 2025
John McMahon, a seasoned expert in scaling sales teams and former board member at Snowflake and MongoDB, shares invaluable insights. He emphasizes the critical importance of identifying decision-makers and understanding customer needs in sales. McMahon discusses the parallels between fundraising and the sales cycle, offering strategies for effective communication and relationship-building. He highlights the role of active listening and innovative storytelling in mastering sales, while also reflecting on the complexities of leadership and balancing personal life as a CRO.
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Target Right Buyer for Big Deals
- John McMahon shared a story about selling CAD software at General Dynamics to illustrate the importance of targeting the right buyer.
- He shifted focus to the VP of Engineering who was responsible for engineering productivity, leading to a $9M deal.
Define and Target ICP Precisely
- Define your Ideal Customer Profile by linking product use cases to pain points and buyer metrics.
- Target messaging to the persona responsible for those pain points and measured on relevant outcomes.
Qualify Leads With Three Whys
- Use the 'three whys' to qualify before selling: Why must they buy? Why must they buy from you? Why must they buy now?
- Meeting all three ensures scalable sales success.
