In this episode, we meet John McMahon. John is known as "the greatest sales leader of our time" and has written the best-selling book "The Qualified Sales Leader". McMahon has been the Chief Revenue Officer at five public, enterprise software companies – PTC, Geo-Tel, Ariba, BladeLogic and BMC. Now, he sits on the board at several public software companies, including Snowflake and MongoDB. In this episode, John shares his insights on: MEDDIC How to transition from smaller to larger deals How to build a sales team of A-players Tune in to hear everything John has to share. Revenue Journal is powered by Upsales. We bring you the latest strategies, insights and stories on how to grow B2B revenue. Learn more: ⁠⁠Revenue Journal⁠⁠ Grow revenue faster: ⁠⁠Upsales⁠⁠ Join: ⁠⁠The Executive Network⁠⁠ Stay up-to-date: ⁠⁠Subscribe to all content⁠⁠ Connect with: ⁠⁠Daniel Wikberg (00:00) Introduction (00:50) Genesis of the MEDDIC framework (07:52) Updated version (11:21) Common mistakes using MEDDIC (15:05) Balancing small & large deals (20:13) Understanding the sales process (22:24) Spreading knowledge between reps (26:18) Hiring: Characteristics of A-players (30:37) Assessing Intelligence (31:58) Profiling top-performing sales reps (35:36) Creating a winning sales team