Sales Best Practices: The What and How with John McMahon, Author of The Qualified Sales Leader (Revisited)

If your big deals are stalling, John McMahon says it likely comes down to one mistake: confusing a coach with a champion.

We're re-releasing one of our most popular episodes ever with the legendary John McMahon, former CRO at iconic companies like PTC and Ariba and author of The Qualified Sales Leader. He joins Ross to deliver some famously direct truths about what it really takes to win.

This isn't about complex theories. It's about getting the fundamentals right. Here are three things you'll learn from John in this episode:

• The Coach vs. Champion Test: A coach gives you information, but a champion has influence and gets you to the economic buyer. Learn John's simple test to find out which one you really have.

• Make Fundamentals Muscle Memory: Reps can't listen if they're busy trying to remember the playbook. John explains how to turn your process into an instinct, freeing up reps to actually focus on navigating the deal.

• How to Compete Against Everyone: You're no longer just competing against other vendors. You're up against every other investment the CFO is reviewing. Learn how to ensure your champion is ready to fight for your business case.