John McMahon’s Qualified Sales Leader goes beyond theory in tackling real problem-solving by enterprise SaaS sales leaders on why so many underperforming sales reps exist despite excellent selling capabilities.
McMahon reveals common organizational errors, misaligned territories, ineffective coaching, ineffective deal qualification, and lack of urgency, which result in missed quotas, inaccurate forecasts, and stalled opportunities.
He emphasizes that leaders must focus on competency, not pipeline, and develop reps as business value sellers, not order takers.
McMahon delivers actionable frameworks for winning additional proof of concepts, identifying genuine executive champions, quantifying complex business problems, and maintaining deal momentum.
He explains how sales leaders must energize their teams, correctly define stage exit criteria, and coach frequently, rather than being “glorified scorekeepers.”
Based on years of experience as a CRO at multiple high-growth companies, The Qualified Sales Leader equips leaders to build healthier pipelines, increase win rates, and transform reps into skilled, value-driven sellers in highly competitive SaaS spaces.
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