This episode of Tech Sales Insights brings back Randy and John McMahon and it emphasizes the importance of understanding customer needs before providing a quote, taking the time to understand the process, and prioritizing the customer's needs.
The two also discuss the choice between working for a bigger company or a startup, the need for concierge-level service, and the rise of product-led growth models. John stresses the importance of coaching on skills development and warns against being too reliant on sales tools and metrics.
Stay tuned as John also answers questions such as advice for people impacted by layoffs and the leaders he looks up to in this latest episode of Tech Sales Insights.
INSIGHTS OF THE DAY
JOHN: KNOWING THE CUSTOMER’S EVERY MOVE
“The really good companies are building telemetry or instrumentation into their software. So they know every single move that the customer is making with the software. So they model like what the ideal ramp time might be for a customer using the product and specific use cases.”
JOHN: REVENUE BASIS VS. CONSUMPTION BASIS
“More and more salespeople are going to be kind of comped a little bit on bookings, but mainly on revenue. So okay, you sold a deal, but now how much is the customer consuming? Because the CEO is only going to be reporting on revenues. So they're gonna push the organization more and more on ‘You can't sell this deal and leave, you got to sell this deal and get the customer to consume.’”
Don’t miss out on our previous episodes and watch out for the new ones!
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This episode of Tech Sales Insights is brought to you by:
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E166 - Can AI Really Solve The Pipeline Problem? Featuring Lee Hacohen
E165 - Coaching Conversations: Human Behavior Change in Sales Coaching featuring Rachel Cossar
E164 - First Line Sales Managers Really Run the Company featuring Michael Norton
E163 - Improving Outbound Cold Calling Pickup Rates featuring Joey Gilkey
E162 - Culture Eats Strategy for Lunch featuring Peter Trizzino
E161 - Generative AI and its Impact on the Customer Experience featuring Jennifer Quinlan
E160 - Is ERP Dead? Featuring Lisa Pope
E159 - Best Practices for Sales in Startups featuring Peter Bell
E158 - What’s Old Is New Again: Sales Fundamentals Are Weak featuring John Barrows
E157 - The Seller’s Journey featuring Richard Harris
E156 - How Generative AI Is Disrupting the IT Consulting Industry As We Know It featuring Mohamad Ali of IBM Consulting
E155 - How Outbound Sales is Broken and What Works Today featuring Collin Mitchell
E154 - The JOLT Effect: How High Performers Overcome Customer Indecision featuring Matt Dixon
E153 - Lessons Learned: Culture, Growth, Hiring, Forecasting, Career featuring David Schneider
E152 Winning Outbound Sequence Strategy with Sam Nelson
E151 - Evolution of the Customer Journey with John Byrne
E150 - The First 90 Days as a New Leader with Scott Strubel
E149 - The Future is Now: AI-Powered Revenue Team Transformation with Amit Bendov
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