The Qualified Sales Leader
by John McMahon · 2021
In a nutshell
John McMahon's playbook for building enterprise sales teams based on scaling sales at PTC, BladeLogic, and MongoDB. Essential for B2B SaaS founders moving upmarket.
Overview
John McMahon shares lessons from building sales teams that generated billions in revenue. Tactical playbook for enterprise B2B sales.
Key Topics
- Hiring enterprise sales reps
- Sales compensation plans
- Pipeline management
- Forecasting methodology
- Qualification frameworks (MEDDPICC)
- Deal reviews
MEDDPICC Framework
- Metrics: Quantifiable impact
- Economic Buyer: Who signs?
- Decision Criteria: How they'll choose
- Decision Process: Steps to close
- Paper Process: Legal/procurement
- Identify Pain: Business problem
- Champion: Internal advocate
- Competition: Who else are they considering?
For Founders
- When to hire your first sales leader
- Building repeatable sales process
- Metrics that matter
- Avoiding common mistakes
Self-published 2021. Based on 30+ years experience.
Reference
The Qualified Sales Leader — publisher / official page. Summary adapted from the Awesome Startup Books collection.
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