{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Grit","title":"#173 Author of “The Qualified Sales Leader,” John McMahon: The Five-Time CRO","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/814e0b8c\"></iframe>","width":"100%","height":180,"duration":5604,"description":"Guest: John McMahon, author of The Qualified Sales Leader: Proven Lessons from a Five Time CRO\n\nA hell of a lot of people work in sales. But until recently, says five-time CRO and The Qualified Sales Leader author John McMahon, it was rare for colleges and universities to offer a sales degree. Salespeople had to learn on the job from experienced coaches, and adapt. And their bosses, John explains, had to themselves as agents of transformation. “If somebody’s really smart, they’re going to pick up the knowledge,” he says. “If they have what I call a PHD — persistence, heart, and desire — they’re going to learn the skills ... You’re going to have to do thousands and thousands of repetitions before you’re going to get good.”\nIn this episode, John and Joubin discuss lazy LinkedIn cold calls, Tom Brady’s retirement, being “married to your job,” Carl Eschenbach, crying, sales as a calling, corporate culture vs. coaching culture, adaptable workers, opportunity vs. title, Bob Muglia, transactional leaders, sad rich people, cookie-cutter advice, handshake evaluations, and David Cancel.\nIn this episode, we cover:\nCRO to CEO? (02:21)\nEgo and relevance (04:25)\nEscaping the 90-day grind (06:25)\nPersistence and physical discipline (09:05)\nDaily habits and positive energy (14:12)\nWhy John quit BMC (17:09)\nPoor communication (21:17)\nWas there another way? (24:37)\nIdentifying sales talent (28:36)\nShowing that you care (32:58)\nSales leaders as hockey coaches (39:46)\nFiring people (44:25)\nInterviewing the right type of salesperson (49:14)\nSnowflake and Chris Degnan (51:22)\n“What’s the book on you?” (56:03)\nManaging from a position of power (58:01)\nThe three “whys” (01:00:31)\nWhy John never went VC (01:04:33)\nIs he really done? (01:07:17)\nShlomo Kramer (01:10:20)\nHaving impact (01:13:11)\nBad advice (01:16:19)\nWorking with marketing (01:19:32)\nSizing people up (01:21:26)\nCan CEOs give up? (01:26:51)\nCoaching sales “artists” (01:28:29)\nWhat “grit” means to John (01:30:48)\nLinks:...","thumbnail_url":"https://img.transistorcdn.com/jCea5f44KBONhOsyLyht9nXUrj2YBNfA6fc-kgyfWTM/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/Lzk3NzAvMTY2Nzg2/MjQyOC1hcnR3b3Jr/LmpwZw.webp","thumbnail_width":300,"thumbnail_height":300}