John McMahon

Five time public company CRO, author of The Qualified Sales Leader, and one of the people behind MEDDIC

Why they're worth your time

This is the source material for how enterprise deals get qualified and inspected: metrics, economic buyer, decision criteria, decision process, pain, champion. The podcast is the best available long form record of how experienced CROs think about forecast calls, deal reviews, and the moment a quarter is already lost.

Background

John McMahon was Chief Revenue Officer at five public enterprise software companies (PTC, Geo-Tel, Ariba, BladeLogic, and BMC), and PTC is where the MEDDIC qualification framework originated. He has since served on the boards of Snowflake and MongoDB among others. He wrote The Qualified Sales Leader, a novel style book that walks through the conversations a CRO actually has with reps, managers, and a board, and co-hosts the Revenue Builders podcast with John Kaplan of Force Management.

Known for

Enterprise sales Sales process GTM hiring

Where they're public

Their own channels. Read the work first.

Podcast Website

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