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The Qualified Sales Leader | Mastering MEDDPICC | How To Build A Transformational Salesforce and Winning Culture | John McMahon | The Tim Castle Show
Are you in sales? Then you're going to want to listen to this one.
In this very special episode we've got none other than 5 x public company CRO, (PTC, GeoTel, Ariba, BladeLogic, BMC), John McMahon, Author of The Qualified Sales Leader, Board member of Snowflake and MongoDB. The father of MEDDPICC guides us through what it takes to become a Top Sales person in Enterprise sales today.
For those that aren't directly in sales John thinks of MEDDPICC as a roadmap or checklist that ensures you've considered all the necessary elements to close a deal.
It's a qualification criteria that you over lay on top of your sales process.
We talk about the 10 BASIC's every sales leader needs to master. As John. says "simplicity becomes a gift presented to individuals who have mastered the fundamentals".
I ask, what’s the biggest thing leadership get wrong when they think about their Salesforce?
We discuss, how to stop selling features and functions and move to more complex deals?
We uncover the '3 Why's' that every sales person must know, the importance nailing your ICP (Ideal Customer Profile), and what it is really like to be the CRO of a publicly traded company.
We dive into this and more.
If you haven't picked up a copy of The Qualified Sales Leader then I highly recommend you do.
Thank you John for your wisdom, leadership and taking the time to guide us through what it really takes to have a transformational salesforce and a winning culture.
FOLLOW JOHN
The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons-ebook/dp/B09236J2XX
Revenue Builders Podcast https://www.forcemanagement.com/resources/revenue-builders-podcast
FOLLOW TIM
YouTube https://www.youtube.com/@TimCastle
The School of Success https://courses.theschoolofsuccess.online/
Newsletter
Follow Tim
Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.
Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ
Get Free Sales Resources here https://www.thefirstdominobook.com/
Tims YouTube https://www.youtube.com/@TimCastle
Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en
The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator
Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...
View all episodes
By Tim Castle
5
11 ratings
Are you in sales? Then you're going to want to listen to this one.
In this very special episode we've got none other than 5 x public company CRO, (PTC, GeoTel, Ariba, BladeLogic, BMC), John McMahon, Author of The Qualified Sales Leader, Board member of Snowflake and MongoDB. The father of MEDDPICC guides us through what it takes to become a Top Sales person in Enterprise sales today.
For those that aren't directly in sales John thinks of MEDDPICC as a roadmap or checklist that ensures you've considered all the necessary elements to close a deal.
It's a qualification criteria that you over lay on top of your sales process.
We talk about the 10 BASIC's every sales leader needs to master. As John. says "simplicity becomes a gift presented to individuals who have mastered the fundamentals".
I ask, what’s the biggest thing leadership get wrong when they think about their Salesforce?
We discuss, how to stop selling features and functions and move to more complex deals?
We uncover the '3 Why's' that every sales person must know, the importance nailing your ICP (Ideal Customer Profile), and what it is really like to be the CRO of a publicly traded company.
We dive into this and more.
If you haven't picked up a copy of The Qualified Sales Leader then I highly recommend you do.
Thank you John for your wisdom, leadership and taking the time to guide us through what it really takes to have a transformational salesforce and a winning culture.
FOLLOW JOHN
The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons-ebook/dp/B09236J2XX
Revenue Builders Podcast https://www.forcemanagement.com/resources/revenue-builders-podcast
FOLLOW TIM
YouTube https://www.youtube.com/@TimCastle
The School of Success https://courses.theschoolofsuccess.online/
Newsletter
Follow Tim
Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.
Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ
Get Free Sales Resources here https://www.thefirstdominobook.com/
Tims YouTube https://www.youtube.com/@TimCastle
Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en
The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator
Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...