John McMahon is Founder and Board Member at Stealth AI Startup and has served on the board of Sigma Computing since 2018. He was CRO at five public software companies: PTC, GeoTel, Ariba, BladeLogic, and BMC. At PTC, he helped take sales to $1.1 billion in nine years, and the MEDDIC qualification framework came out of his sales org. He has served on the boards of Snowflake and MongoDB, wrote The Qualified Sales Leader, and hosts the Revenue Builders podcast.
Most buyers diligence a sales org by ranking the reps and cutting the bottom of the list. But if you ask John McMahon, that’s usually the wrong target. In most cases, the problem is the manager.