John McMahon - The Qualified Sales Leader: Proven Lessons from a Five Time CRO

Praise for The Qualified Sales Leader

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Table of Contents

John McMahon has just about single-handedly changed the way enterprise technology companies sell. As an executive, board member, advisor, and investor, John has not only coached a generation of companies on selling, but he has also influenced a generation of technology executives and investors. I have learned as much from John McMahon about selling, business, and leadership as I have from any other person on the planet. Drop what you are doing and read The Qualified Sales Leader right away.

Mike Speiser-Managing Director-Sutter Hill Ventures

John McMahon is the G.O.A.T. of enterprise software sales. Few writers have been able to simplify the key aspects of enterprise software sales as John has accomplished in The Qualified Sales Leader. The basics of sales leadership are combined with the essentials to guide reps through the customer journey, maximizing customer business value and sales order value. Any rep or leader who is looking to succeed in enterprise sales should read this book. I highly recommend it.

John Kaplan-Co-Founder of Force Management

Most sales books are boring, clinical textbooks that cookie-cutter a few generic ideas into a monotonous, dull read, that puts you to sleep. The Qualified Sales Leader is an easy read, dripping with the fundamentals of enterprise sales . Real world advice that youll put to use the next day.

Chris Degnan-CRO-Snowflake

The Qualified Sales Leader is an easy to read conversational and narrative style book that will absolutely resonate through the halls of any enterprise software sales team. Realistic, usable advice for any sales leader or sales rep. If youre in enterprise sales, youd be crazy not to read this book.

Cedric Pech-CRO-MongoDB

Its been decades since the sales profession received a gift like this amazing book. Its based on the fundamentals that underpin how individuals and teams must operate in order to win in a consistent, predictable manner. These lessons are shared in the clear voice of softwares winningest sales leader- John McMahon. The Qualified Sales Leader is a must read for anyone who is committed to the pursuit of excellence in sales leadership.

Carlos Delatorre, CRO-TripActions

John has positioned himself firmly in the enterprise sales hall of fame. The learnings in The Qualified Sales Leader will help you and your sales team sell more deals, make more money and grow your career in enterprise sales . Id highly recommend every sales leader and any sales reps wanting to be a sales leader, pick up a copy, now.

Luca Lazzaron-CRO-Sprinklr

John earned his scars through real life experience as a sales leader operating in multiple startup to IPO companies growing 100% annually. Johns learnings are etched into this powerful book, The Qualified Sales Leader. Do yourself a favor, buy the book and learn incredible sales leadership lessons.

Andy Byron-President-Lacework

The Qualified Sales Leader is more than a straight talk book for people with a sales title. It should be read by many venture capitalists and first-time tech CEOs to give them an understanding of their enterprise sales teams and unlocking the full potential of their sales engine.

Neeraj Agrawal-General Partner-Battery Ventures

After working with John for several years, I urged him to write a book so that others, including myself, could learn from him. Buy a copy of The Qualified Sales Leader for every sales leader in your company. You will be glad you did. My highest recommendation.

Bob Beauchamp-CEO BMC Software

I grew up in John McMahons sales organization. His ideas and rigor live on inside HubSpots own sales machine. John McMahon is the preeminent sales leader. Read The Qualified Sales Leader if you want to level-up your sales leadership chops.

Brian Halligan-CEO-Hubspot

Due to the explosion of tech companies, there is a sales leadership abyss leaving many great companies floundering to sell to initial customers and scale the company toward the ultimate goal of an IPO. The secret sauce in The Qualified Sales Leader provides the key ingredients to allow many tech company sales leaders to succeed in enterprise sales. Buy a copy, now.

Chad Peets-Managing Partner-Sutter Hill Ventures

Ive been waiting for John McMahon to write this book. Johns groundbreaking work has built up an entire generation of sales leaders, and it's not by accident - his methodology and drive to outcomes are exceptional. There are many sales books out there, but few provide the level of insights and practical advice that The Qualified Sales Leader does. Im excited to put more of these lessons into practice with my team!

Dennis Lyandres-CRO Procore

I've been in software for twenty-six years, have been part of four IPOs, and worked with many top people in enterprise sales. John McMahon is the GOAT for Sales Leadership. Why do I say this? The sales leaders who built the teams at Datadog, MongoDB, Medallia, Okta, Qualtrics, AppDynamics, Sprinklr, Lacework, and many other unicorns were all hired, trained and led by John.

The Qualified Sales Leader is John's proven, repeatable playbook for building world-class sales teams. If you want to build teams like this then delve deep into this story; these are the answers to the test. Good Selling!!

Dan FougereCRO-Datadog

No one in the software industry has developed more world class leaders and enterprise salespeople than John. In this book you will learn practical ways to significantly increase your revenues, develop world class teams, and become a true great in enterprise sales. If thats what you want, buy The Qualified Sales Leader quickly.

Jeremy Duggan-Former VP-EMEA at AppDynamics and BMC

The Qualified Sales Leader simply shows how sales leaders can motivate their sales reps to drive business value for the customer and maximize sales performance for the rep during the customer journey. Few books discuss the basics of sales leadership in terminology that can be applied immediately. If you want to influence your SaaS sales team, buy the book now.

Jim Drill-Ex-CRO at Imperva, Lithium, IMLogic

Finally, a sales leadership book, simply written, and based on the basic fundamentals of enterprise sales. The Qualified Sales Leader is loaded with an arsenal of practical information for any sales leader, and most sales reps, to apply immediately. Dont hesitate. Buy a copy now.

Adam Aarons-President-Classy, ex-CRO-Okta

Id recommend The Qualified Sales Leader to anyone that wants to understand the enterprise sales process; startup CEOs, CROs, VCs, private equity firms and certainly sales reps and sales leaders. An easy read on the foundational elements of maximizing sales while driving tangible value for the customer. Well done!

Bob Ranaldi-Senior Growth Advisor-FTV Capital

The Qualified Sales Leader

Non-fiction

Text copyright 2021 by John McMahon.

ISBN 9780578895055

Any names, characters, places, events, incidents, similarities or resemblance to actual persons, living or dead, events, or places, is entirely coincidental.

Cover designed by Mothershed Design Company.

All rights reserved. Except as permitted under the US Copyright Act of 1976, no part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means electronic, mechanical, photocopying, recording, or otherwise, without written permission of the author. For information regarding permission, send a query to the author at jmacamaho@gmail.com .

The Qualified Sales Leader

Proven Lessons from a Five-Time CRO