The Sales Playbook Every Founder Needs

John McMahon has served on the board of MongoDB and Snowflake and is best known as a five-time CRO who has built the sales processes that power enterprise sales in Silicon Valley.

In the episode, John talked through a ton of practical topics around sales, including the biggest sales mistakes that early-stage startups make, how to hire a sales team to supercharge your company, and more.

(0:00) Intro
(1:20) The Qualified Sales Leader
(9:57) Sales basics in building an efficient and scalable sales org
(16:53) Carlo Carelli - Greatest Salesperson in the World
(20:55) Product market fit
(26:07) The medic qualification process
(36:35) Difference between a champion and a coach
(42:51) Best interview questions when hiring
(53:49) The hardest part of transitioning to sales management
(1:03:06) On firing
(1:10:06) The process of letting someone go
(1:11:30) Accidental sales leader
(1:17:25) John McMahon as a sales rep early on
(1:21:24) Blade Logic and Opsware
(1:26:37) The most common misconception about sales

Mixed and edited: Justin Hrabovsky
Produced: Rashad Assir
Executive Producer: Josh Machiz
Music: Griff Lawson

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About the Show
Logan Bartlett is a Software Investor at Redpoint Ventures - a Silicon Valley-based VC with $6B AUM and investments in Snowflake, DraftKings, Twilio, and Netflix. In each episode, Logan goes behind the scenes with world-class entrepreneurs and investors. If you're interested in the real inside baseball of tech, entrepreneurship, and start-up investing, tune in every Friday for new episodes.