03. John McMahon - The greatest sales leader of our time on MEDDIC and building a sales team of A-players

In this episode, we meet John McMahon. John is known as "the greatest sales leader of our time" and has written the best-selling book "The Qualified Sales Leader". McMahon has been the Chief Revenue Officer at five public, enterprise software companies – PTC, Geo-Tel, Ariba, BladeLogic and BMC. Now, he sits on the board at several public software companies, including Snowflake and MongoDB.

In this episode, John shares his insights on:

• MEDDIC
• How to transition from smaller to larger deals
• How to build a sales team of A-players

Tune in to hear everything John has to share.

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(00:00) Introduction

(00:50) Genesis of the MEDDIC framework

(07:52) Updated version

(11:21) Common mistakes using MEDDIC

(15:05) Balancing small & large deals

(20:13) Understanding the sales process

(22:24) Spreading knowledge between reps

(26:18) Hiring: Characteristics of A-players

(30:37) Assessing Intelligence

(31:58) Profiling top-performing sales reps

(35:36) Creating a winning sales team

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