E117 Part 1 - GODFATHER: A Deep Dive into John McMahon and the MEDDIC Sales Process

Randy welcomes us to another episode and today, he is joined by John McMahon, who will be sharing his background and his contributions to the development of the MEDDIC Sales Process. McMahon developed the sales process "Demo Close" during his time as VP of Sales at PTC. The MEDDIC Sales Process narrows the scope, identifies an ideal customer profile and decision criteria, and justifies the purchase through cost justification. 

 

McMahon's impact on the sales industry is significant, and he has been recognized for his leadership and strategic vision. He has spoken at industry conferences and authored articles on sales strategy. McMahon's innovative approach to sales has had a profound impact on the industry, and his legacy will endure for years to come. Learn more about John in this latest episode of Tech Sales Insights.

 

INSIGHTS OF THE DAY

JOHN: REASON FOR LEAVING HIS MANAGER JOB

“When I was in a meeting one time with all the second-line managers, third-line managers, and even the top VPs, they never talked about what's going on with the sales reps, like how do we make them more productive? What are the issues they're facing? Who's the competition? How do we get better?” 
 

“All they were doing was talking about these bureaucratic, inside-the-company wall-type things and I thought, I don't want to grow up to be like these guys. I don't admire any of the things that they're talking about. That's not what I want to do. And if I stay here longer, I'm gonna grow up and be just like them, so I gotta get out of here.”

 

Connect with John McMahon:

• LinkedIn: https://www.linkedin.com/in/johnmcmahon1/
• The Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

 

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Convertiv: https://www.convertiv.com/