The Qualified Sales Leader: Proven Lessons from a Five Time CRO Paperback – April 9, 2021

As an emerging sales leader who is looking for the right guidance from the right people, so that I can guide and lead others with the right guidance and mentality, this book is now my foundation for my sales leadership platform.I've highlighted so much in this book that almost every page is valuable.I've read a lot of sales books by a lot of authors. I've been through training by people that were taught by John McMahon. I've been led by leaders who were taught by John McMahon. I've worked in companies that were led by John McMahon. This book has tied together everything I've learned as a seller, and a lot of what I didn't know I was learning or being asked to learn, without the stress of learning it in the field, in a forecast call, or in a QBR... Learning is in the struggle, but the hot seat can sometimes be an exercise of survive and advance without real, true understanding.I feel like I can take all of the different sales processes and qualification methods I've learned and tie them into an elite sales framework based on this book.I recommend this book to all enterprise technology sellers, as a way for them to understand what their leaders are expecting of them.I recommend this book to all enterprise technology sales leaders, so they can have a framework for leading and coding their teams to greatness.(I say enterprise technology, because that is where I live, but I imagine this book will help any sales professional that has a sale that isn't purely commodity (price).)This book has become my standard. I'm probably going to reread and reference it many times over the next few years.

I have been trained on MEDDIC methodology but MEDDPICC in this goes one step further to document the paper process (i.e. how contracts get signed) which is a critical component that is often overlooked or under-appreciated.The book is told as a story of John undertaking a consulting assignment with a client and coaching up the team on how to run proper QBRs, identify talent and most importantly, qualify deals.As someone who was already in enterprise sales the parts that I found most helpful were about how to properly identify and qualify a champion. Often times people mislabel a coach (someone who can help show you the way but has no influence or access to the economic buyer) as a champion which can be catastrophic to a committed deal.At the time I was a first line sales manager and required my direct reports to read this and could see their natural acumen increase significantly.It's a quick read and should be considered a foundational component to any salesperson's training.Bonus tip - go check out John's podcast on Youtube - Revenue Builders. Great interviews and insightful content.

One of the best books I read. Strongly recommended. If you are a Sales Manager or a Sales Rep, you will be grateful for the opportunity to gain knowledge captured in a form of book.

I've been in sales 30 years, primarily enterprise software to large businesses. This book is a great desktop reference on the importance of qualifying each and every sales opportunity.John writes conversationally, providing stories of past interactions with sellers over his long career. The stories are easy to follow and drive home key points. At 323 pages, it's a bit too long and could have had fewer stories and more bullet points, but still a great book and reminder that salespeople need to "always be qualifying."I recommend this book.

We can now add “writer” and “story teller” to the long list of John McMahon’s professional skills! Such a well constructed book that covers the most critical elements of sales leadership in enterprise software. Must read for all sales leaders or anyone interested in how elite sales teams should operate. This is a chance to spend a few hours inside IMO the greatest mind for enterprise software selling. I am not a fast reader, but flew through this today in one sitting, never wanting to put it down. John uniquely weaves the most critical parts of his proven sales leadership playbook through an entertaining story. For those of us lucky enough to be coached by John, many lessons will be familiar, but John offers more...he provides a glimpse into how he perceives each situation and how he prepares to help the sellers. For me, it reinforced many career changing concepts while providing new ones. The book moves very fast - and just like his real life questions, each chapter address a topic directly, offering only the most critical and impactful details. No BS - No fluff. One last thing... I'm glad that the “Grayboy” and “Peas & Carrots” stories made the cut! The lessons never get old. :-)

I've had the privilege of working at 3 companies as a sales leader where the author was either running sales, advising the CEO, or on the Board. There is a reason I gravitated towards these companies. They all had a common theme - they focused on "people" and "leadership". To say I've only learned "sales" leadership lessons from the author would be to narrow, I've learned how to drive accountability, inspire, motivate, develop and recruit, and ultimately apply those lessons to leading and scaling several tech sales teams. To me, the single greatest attribute of the Author that I've experienced is his ability to break down complex topics and situations into simple, easy to consume advice. Which is why I was so excited to learn that he was writing this book. Whether you are a founder that needs to understand how to improve and scale your sales organization or a 1st line sales leader looking for practical advice - this book is for you. I read it last weekend and will re-read and re-quote from it for many weeks to come.

Best sales book I’ve read and different than any sales book I’ve read.

A fine book with introductory concepts of value based sales( and engineer). Work the reading, especially if you work sor a SaaS