The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency
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Nov 28, 2025 
Join John McMahon, a legendary sales leader and board member of Snowflake and MongoDB, as he shares his expertise on hiring top sales reps and adapting to AI's impact on sales strategies. He emphasizes the importance of urgency in the sales process and the need for a strong mindset among reps. John highlights the art and science of sales, discussing frameworks like MEDDIC for deal qualification, and stresses the value of listening as a crucial skill. With insights from his extensive career, he offers guidance on building effective sales teams and driving results.
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Art Vs Science Of Sales
- The art of sales remains human-centered while the science (process) became far more disciplined and formal.
- Sales playbooks must combine taught knowledge with practiced skills to execute effectively.
Consumption Shortens The Value Window
- Consumption and PLG shorten the time window to prove value compared with perpetual or annual licenses.
- Companies must prioritise immediate value delivery or risk quick churn under consumption models.
Qualify Deals Like GPS Navigation
- Map deals to your sales process like GPS and ask qualifying questions to find the true stage.
- Coach reps by telling them where they actually are and what information they still need to progress.