The Sales Playbook Every Founder Needs

Authority & Influence

Understanding the distinction between authority and influence is crucial in sales roles. John McMahon explains that authority is often linked to organizational hierarchy, while influence is about respect and expertise within the company 1. He emphasizes the importance of identifying potential champions who hold influence, as they can drive initiatives and decisions. McMahon also highlights the role of self-awareness in sales, noting that a lack of it can hinder success 2.

Self-awareness is about understanding how you come across to others and can be crucial in sales success.

--- John McMahon

Listening and being present are key skills that enhance influence, as they allow salespeople to truly understand client needs and build trust 3.

   

Persistence

Persistence is a vital trait for success in sales, as John McMahon illustrates through his own experiences. He recounts how his persistence often outweighed his presentation skills, allowing him to make significant sales by being relentless in his approach 4. This fighter mentality is shared by successful leaders like Frank Slootman and Dave Egeria, who adapt and persist despite challenges 5.

I'm just going to keep coming at you. I'm going to wear you down. If it's a wear down contest, I'll wear you down.

--- John McMahon

Additionally, McMahon stresses the importance of a common vocabulary within sales teams to ensure clarity and efficiency in communication 6.