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The Feature Trap: Why Enterprise Buyers Don’t Care with John Donnelly

The Feature Trap: Why Enterprise Buyers Don’t Care with John Donnelly

Revenue Builders vor 6 Monaten

John Donnelly is a seasoned enterprise sales leader with deep experience scaling complex sales motions across organizations like MobileIron and Kana. In this clip, he breaks down why so many sellers default to features, where discovery goes wrong, and how

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Today, we’re revisiting a segment from our episode on selling
enterprise software and connecting technical capabilities to
business outcomes with John Donnelly. John is a seasoned
enterprise sales leader with deep experience scaling complex
sales motions across organizations like MobileIron and Kana. In
this clip, he breaks down why so many sellers default to
features, where discovery goes wrong, and how the best reps
connect technical differentiation to real business impact to win
complex deals.

John Donnelly is a seasoned enterprise sales
leader and CRO with a track record of scaling high-growth
organizations through IPOs and acquisitions, known for helping
teams translate technical capabilities into measurable business
outcomes.

Connect with John:

LinkedIn

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.

Connect with Us:

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Force Management