Are you in sales? Then you're going to want to listen to this one.
In this very special episode we've got none other than 5 x public company CRO, (PTC, GeoTel, Ariba, BladeLogic, BMC), John McMahon, Author of The Qualified Sales Leader, Board member of Snowflake and MongoDB. The father of MEDDPICC guides us through what it takes to become a Top Sales person in Enterprise sales today.
For those that aren't directly in sales John thinks of MEDDPICC as a roadmap or checklist that ensures you've considered all the necessary elements to close a deal.
It's a qualification criteria that you over lay on top of your sales process.
We talk about the 10 BASIC's every sales leader needs to master. As John. says "simplicity becomes a gift presented to individuals who have mastered the fundamentals".
I ask, what’s the biggest thing leadership get wrong when they think about their Salesforce?
We discuss, how to stop selling features and functions and move to more complex deals?
We uncover the '3 Why's' that every sales person must know, the importance nailing your ICP (Ideal Customer Profile), and what it is really like to be the CRO of a publicly traded company.
We dive into this and more.
If you haven't picked up a copy of The Qualified Sales Leader then I highly recommend you do.
Thank you John for your wisdom, leadership and taking the time to guide us through what it really takes to have a transformational salesforce and a winning culture.
FOLLOW JOHN
The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons-ebook/dp/B09236J2XX
Revenue Builders Podcast https://www.forcemanagement.com/resources/revenue-builders-podcast
FOLLOW TIM
YouTube https://www.youtube.com/@TimCastle
The School of Success https://courses.theschoolofsuccess.online/
Newsletter https://www.timjscastle.com/newsletter
Instagram https://www.instagram.com/timjscastle/
#sales #MEDDPICC #Salesmethodologies #salesleader #salesmanager
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