YouSaid · the spoken record

John McMahon

lines on the record: 86
first: 2025-11-28
most recent: 2025-11-28
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“I think because they don't truly understand what the sales reps are going through, and they're more desk jockeys, they're not really making sales calls with the sales reps. So they don't really know what's going on. And the reps know that they don't know what's going on. So they don't respect them.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“OMR sales calls yourself. Go try to sell some software yourself. You should have the answers. You shouldn't be asking your sales reps. Why are you asking your sales reps? They should be asking you. You got to flip the round. You got to go make some more sales calls yourself with those sales guys and see where they're making mistakes. Hear what the customer is saying. See what the competition's doing. That's what you have to do. And then go try to sell a software yourself. Then you'll understand what they go through.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“But I always thought the best CROs actually know, like when I was coming up, what I realized is that I would look at the second line and third line leaders when I was a first line leader and say, I don't really respect any of those guys because all we talk about in these meetings is internal politics and internal bullshit. And I'm not interested in that. Let's talk about what we have to do to help my sales guys sell more software. Then I'll get excited. So I always told myself when I'm at that level, I'm going to know exactly what's going on at the street level.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Always when the company that I was at got acquired because now we got acquired by a much bigger company, those sales leaders typically aren't sales leaders that really want to know what's going on at the street level. They're more bureaucratic, they're more internal politicians, and that always really frustrated me and wanted me to get out of those organizations as quickly as possible. I'll try not, if you look at my track record, you'll see which companies I got acquired by.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, I think you have to have a great mentor. You have to have somebody that's going to teach you and coach you, and you have to be coachable. You have to be intelligent. You have to be driven. You have to be coachable. You have to be adaptable. And you're going to have to work. It takes a lot of discipline. So get a great mentor and have those characteristics. When”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Sedg inhabits a lot of the same qualities and characteristics of Carlo. He was trained underneath Carlo. So Cedric is French. He was a very good athlete. He was on the French national downhill ski team. But he decided when he joined PTC, he told the person running Europe at that time that he wanted to only work for the best sales leader in Europe. And the guy said, well, the best one we have is this guy, Carlo Carpinelli, in Italy. And he goes, okay, I'm moving to Italy. And he didn't speak a word of Italian. He didn't speak English. And he went down there and learned under the tutelage of Carlo. So he's a great listener. He's very patient. He's very secure. And he can get to the bottom of the issue or what's going on very quickly.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Have to explain themselves, and now he disarmed them, and now he had them. And I'm telling you, he sold multimillion dollar deals, you know, all the time at the top of those organizations. He was phenomenal. Someone else that was trained underneath Carlo that is a phenomenal person that you should have on your podcast, it's Cedric Pesch.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Carlo was in the, I think it's the Emilia-Romagna section of Italy. He was living in the Bologna area. And he'd call in the biggest companies, Ferrari, GD, Ducati. And while everyone else was calling really low in organizations, we're meeting with Piero Ferrari. We're meeting with the CEO of Ducati. We're meeting those types of people selling mechanical computer-aided design software. So one Carlo was fearless, two, he was an amazing listener. And three, he was completely and totally secure in himself. When someone like would attack him or attack his product, he would look at you with such confusion and ask, but why? Why? And it would really disarm people because he was so genuine about it. It would disarm people.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, the greatest salesperson that I've ever seen in my life is Carlo Carpinelli, who was out of Italy. He's no longer alive. He died in a plane crash.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“You can be coachable because, yeah, you want to go through the training or the coaching that your manager or leader has given you, but then you have to go and look in the mirror and you have to say, now I'm going to change, I'm going to adapt. And that's tough because maybe you're being told that you can't execute just like a sports team. Harry, you can't execute this certain play. And Harry's like, yeah, I know what I'm supposed to do, but I don't know how to do it. Okay, well, we have to work on that. How to do it and that skill. And that's why the skills are the hardest thing in the pickup. And now Harry has to go out there and train himself on those skills.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Then I'll probably ask you another question. I won't actually sit there thinking about what I want to tell Harry. What I'll do is I'll sit there and understand what is Harry really saying to me? Have I asked enough questions the second, the third, the fourth, the fifth, the sixth question to get down to the bottom of what Harry's asking me before I'm going to start talking about my product and what my company does and all that bullshit. John Kaplan always says that the customer doesn't care how much you know until they know how much you care. And you can't care if you're talking all the time. You can only care if you're listening and you're questioning and you're understanding. And there's a big difference between those.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Which really takes a lot of time. If I want to be a great dart thrower, I'm going to have to commit to throwing the dart a thousand times a day. If I want to be a great salesperson, I'm going to have to commit to certain...”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“I would much rather have the athlete over the domain person every time. In fact, at PTC, we sold mechanical computer-aided design software, and we did not want anyone that had sold mechanical computer-aided design software before. And ever since then, I've always hired people that did not understand almost anything about the domain. I want the athlete. So I want somebody that's super intelligent, super driven. say that they have a PhD, persistence, heart, and desire. And the reason those two things are important, I'll get to the other things, are one, if someone's really smart, they're going to pick up the knowledge of your playbook and the customer and the problem and the competition and the market. And if they have a PhD, persistence, heart, and desire, then they're going to have the desire and the persistence to pick up the skills to execute the play.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“I think it depends upon your ICP, your ideal customer profile, and how fast you're expanding your sales force. So you have to, as a CRO constantly look into the future of saying, okay, you don't have 50 reps now. I'm going to have 100 next year. And you have to think about, well, what is my organization look like? Where am I going to put 50 more sales reps in the country? Or maybe go to Europe, go to Asia. Okay, now I'm starting to stuff them in the United States too fast. Maybe now I need to verticalize. Or is there another vertical that I can go into where I don't need to verticalize yet, right?”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Have you ever experienced anything like that? Right. But they know it so well that they're not asking a question that they almost don't know the answer to.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“The best reps spend their time most effectively preparing for the meeting with customer. So most of them understand, you know, what the use case is so they understand the process because they've sold the software a number of times, right? It's not like they're selling it brand new. The really good people have been around a year or two years have sold many deals, multimillion dollar deals. It's almost like now they're great lawyers that are leading the witness. And what I mean by that is they already understand that the customer has these pains in their process. So now they're starting to ask Harry leading questions. Harry, have you ever experienced anything like this before? And Harry says, yes, I definitely have that pain. And now they can say, that's interesting because we've helped ABC company resolve that pain. In fact, ABC company also had this other pain in their process.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“And then I lose a champion. So sometimes it's a matter of one predicting the future and two making sure that you're preparing your champion for what's to come.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Really good sales reps do this for a living so they kind of know what's happening next, and a lot of times you can predict the future. You can predict that here's Joe's Joe's the enemy and you're going into a meeting. I know it's going to happen in the next couple days or so. And here's the questions that Joe's going to ask you. Are you prepared to answer these questions? A lot of times they'll just say, yeah, John, you know, I'm ready for the meeting. Are you sure you're ready? Because let me just ask you one question and you ask him one question that stops them in their tracks. Or the same when they say, I'm just going to go talk to the economic buyer about this, but they're not prepared. They don't really understand all the pains yet. You haven't quantified the pains. You haven't quantified the as-is process to the 2B process and understand what value you're going to derive by them changing to your product and changing the process. And then if you go to the economic buyer without those answers, you're going to get shot down.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“You're even more powerful. Sometimes one thing you want to ask yourself in a sales process is, is my champion stronger than the competitions champion? Because at some point there's going to be a meeting, you won't be there. And you might have a champion. They might want you to win. They might have a personal win. That personal win could be approval, recognition, control, promotion. But is the competition's champion stronger? That's the question. And you have to ask yourself that. Now, if you ask yourself that and you think, well, Joe is stronger than Harry and Harry's my champion, I have to go out and find another couple champions or at least another champion to help Harry plow through Joe when I'm not there. And I have to prep Harry for that meeting.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Manage it the same way. You have to lock down that decision criteria if you don't do that, you're not going to win. And you can only lock it down with a champion.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“You might discount at 1159 in the quarter to get a deal across the line. But it's a deal you're going to get anyway. It's a matter of whether or not you really need it in the quarter or don't need it in the quarter”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“To drive urgency, what a lot of people are really good at is they're really the greatest sales reps even are great at finding the pain, quantifying the pain, inserting their differentiators in the decision criteria. But they So, if you don't implicate pain, you can't drive urgency. You can't make it up. You can't create it. It has to come from the customer telling you that.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“People are still surprising me. I don't have a champion. I'm not in control. Maybe my competition's in control because every time I show up, something new is getting inserted into the decision criteria. The people I'm talking to didn't do it. So that means the competition is doing it. I'm not in control. And I need a champion to help me lock down that criteria.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“And understand why I need these differentiators in the decision criteria because it solves Harry's pain. And now Harry starts to say to the organization because he has influence. That's why he's a champion. We're going to lock down this criteria and here's what it's going to have in it. Now my sale moves from unpredictable and surprises every time I walk in to very predictable because Harry's now helped me take control. Because when you think about a sales process who are the three people that could be in control one, the customer. In the beginning, I need information from the customer so the customer's in control. Eventually, the customer buys into the fact that they have a problem and they want to buy software. Now they need information from one of the salespeople. So either I'm going to get control or my competition is going to get control. So when I'm walking into sales meetings and”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“When you lock down the decision criteria, so first you might think about the process again, the pain's in the process, the quantification of the pains who's involved for each different step in the process, the technical process, plus the decision process itself. And what you're trying to do is find a champion that can help you lock down the criteria. The worst thing that you want to have happening in a sales process is you show up and things are moving around on you. I talked to Harry and he says, yeah, John, we're thinking about these three or four things that are in the decision process that we're going to test. I come back the next week and things have changed. Then I come back the next week and things have changed. I'm constantly getting surprised. I'm not in control. My sales process is very unpredictable. All of a sudden, I make Harriet a champion. He buys into the fact that my product can solve the problem better than anyone else's product. Now Harry starts to take control of.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“I didn't really understand that step could be. I didn't understand their process. So if somebody has a business problem, think about the fact that that probably has created these days by a technical problem. And a technical problem typically has a process that they go through to enable something or do something. So I didn't understand all the different steps in that process. And for those different steps, I didn't understand the pains that they have in that process. And I didn't understand and quantify the pains in that process and how my differentiators might align to the pains in that process so I can get my differentiators and my capabilities for my product that are different than the competitions in the decision criteria so that the customer tests to my differentiators and therefore I win because whoever locks down the decision criteria is going to lock down the deal.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, when I was selling myself, I just used to beat myself up about what did I do wrong? What did I do wrong in the sales process? And typically when people, you know, lose a deal, they skipped a step in the sales process. And typically when you diagnose why they didn't get the deal and you go back through everything that they did, they skipped the step.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“There's a lot of revealing questions, but one of the most powerful ones is someone standing up there and saying they're going to get a half a million dollar deal this quarter. And you say, well, that's interesting. Do you have a champion? Yes, I have a champion. Okay. And how long have you been calling on this account? Six months. Have you met the economic buyer? No, I have not met the economic buyer. You don't have a champion and you're not getting the deal. Because if you really truly have been in that account for six months and you truly had a champion and you think you're going to get a half a million dollar deal, you already probably met the economic buyer. That one's so revealing.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“On the highway. So, the way that I think about it is you stand up to tell me about a deal. The first thing I'm thinking about is where does Harry think he is? Harry thinks he's 20 miles before Hartford. I'm going to qualify you to figure out, hey, Harry really is 10 miles past Hartford, Connecticut. And the way I'm going to do that is start to ask you a bunch of qualifying questions to figure out precisely where you are. So let's say you have a five-step sales process or stages in a sales process and you have different steps in that sales process. I'm going to figure out exactly what step you're at and what stage. So now I can coach you. I can tell Harry, Harry, here's where you think you are. Let me tell you where you really are and what you need to do next and what information you have that tells me where you are and what information you don't have that you have to get in order to move the sales process forward.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Qualifying a deal. Usually, you know, I use and start with a framework that you've probably heard of, like medic or medpic. And then I'll start to go there. And what you're really doing is you're thinking about where is the person in the sales process. So they think about like Google Maps as your sales process. So if I'm going to drive from Boston to New York and I go to Google Maps, it tells me the turn by turn directions. No different than a sales process that tells you here's the different steps you have to take in each stage of the sales processes in order to get an order in the shortest distance of time. And now, you know, you're driving for an hour and then you think, hey, I'm 20 miles before Hartford, Connecticut. And you pull off for some gas and now you're like, how do I get back on the highway? And now you use your GPS to tell you where you are. And GPS says, Harry, you're already 10 miles past Hartford, Connecticut. And here's how to get back.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Does change it because you're probably going to get originally going to get much smaller deal sizes, and then you have to count on going back and getting the renewal and a much bigger upsell. And that's why net dollar retention has become such a critical factor.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“The ability to download it, and you start to consume, and now maybe a week later you decide that you're not getting value out of it and you churn on me. So I have to pay so much more attention to value realization for you than I ever did 25 years ago.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“Does change, so if you really think about the essence of the license agreement in software, it used to be a perpetual license. So I sold you some software. You signed a license agreement. You own the software. So if you're complaining to me about the software not working, I have a pretty long time to come back and try to fix it. Not that I don't want to do customer support, but I can also run someplace else and buy myself some time before I fix your problem. Then we move to subscription software. And now we were on annual subscriptions. So now I basically have like six to nine months. If you're not getting value out of my software, to go ahead and fix your problem and make sure that you get value out of it. Otherwise, you're not going to renew and you're going to churn. Okay. Now we've moved to not so much the PLG world, but really to consumption software. So now basically I might have a week. You might turn it on with PLG. You might turn it on because I gave you the...”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“It should It should still hold true no different than I think about a sports team has a playbook and the players have to know the playbook so they have to have the knowledge and then they have to have the skill set to execute the play and a sales process is no different I can train you on the knowledge but you still have to have the same discipline around the skill set to be able to execute the play and when you execute the play you might execute the play because you have the same skill that I do but there's the art part that the way in which you execute that play might be a little bit different than the way in which I execute that play but we both have the same skill set”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“That I think has changed, become a lot more regiment that people have really figured out what is the sales process for my product and what's the right messaging. And then even on top of that, what's the right ideal customer profile that I should go after”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source
“I don't think that the art of the sale is really changed much because there's an art to it and then there's a science to it. So the art hasn't really changed because you're dealing with people and that can be, you know, depending upon your style and whether or not you can have like a rubber band effect to reach out to different types of people because you're going to run into analytical people. You're going to run into drivers. You're going to run into expressives. You're going to run into amiable people. And sure, ability to deal with people that's the art part of it. I think what's probably changed a lot and it's become a lot more formal is the discipline around the sales process.”
2025-11-28 · The Twenty Minute VC · 20Sales: John McMahon on How to Hire, Train & Retain the Best Sales Reps | How Sales Changes in a World of AI | Sales Lessons from Snowflake and MongoDB | How to Create and Drive a Sales Process with Urgency · IDENTIFIED FROM THE TRANSCRIPT · source