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

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Revenue Execution: Defining the Standard for Revenue Excellence

Accord

137 episodes

1 day ago

Great strategy fails without execution. If your sales process is scattered and ignored, you need Revenue Execution. Join host Ross Rich and top B2B leaders as they skip high-level theory to focus on the operational reality of building revenue infrastructure. Each week, we explore how to transform processes into enforceable standards, get real ROI from your people, and ensure every rep executes like a top performer. It’s time to make excellence the standard, not the exception.

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Entrepreneurship

Business

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

Revenue Execution: Defining the Standard for Revenue Excellence

41 minutes 16 seconds

5 months ago

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.