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Revenue Builders Podcast
Features and Business Outcomes with John Donnelly

Features and Business Outcomes with John Donnelly

Revenue Builders vor 1 Jahr

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6:58

In this short segment of the Revenue Builders Podcast, John
McMahon and John Kaplan sit down with John Donnelly to discuss
the critical intersection of value, technical expertise, and
business outcomes in enterprise sales. They explore why many
sales professionals struggle with discovery, how to shift from
feature-based selling to value-based selling, and the role of
champion building in complex deals. If you're in B2B sales or
SaaS, this episode is packed with actionable insights to help you
close bigger deals and drive long-term customer success.

KEY TAKEAWAYS

[00:00:52] The importance of active listening in sales
conversations.

[00:01:24] Why enterprise sales still leans on feature-selling
despite the focus on value.

[00:02:57] Answering the fundamental customer question: "Why do I
care?"

[00:04:07] The most common mistake salespeople make in the
discovery phase.

[00:06:08] The power of balancing technical expertise with
business outcomes.

QUOTES

[00:00:52] "If the person you're speaking with doesn’t feel
heard, you're not going to get very far."

[00:02:57] "Customers don’t care about your features unless they
understand how it affects them."

[00:04:07] "Sales is not a box-checking process. Rushing through
discovery leads to missed opportunities."

[00:06:08] "The best salespeople stand at the intersection of
technical expertise and business outcomes." – John McMahon

Listen to the full conversation through the link
below.

https://revenue-builders.simplecast.com/episodes/no-shortcuts-accelerate-your-sales-process-with-john-donnelly

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Check out John McMahon’s book here:

Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform
here:

https://my.ascender.co/Ascender/

Force Management is hiring for a Sales Director. Apply
here: https://hubs.li/Q02Zb8WG0

Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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