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This episode of Tech Sales Insights brings back Randy and John McMahon and it emphasizes the importance of understanding customer needs before providing a quote, taking the time to understand the process, and prioritizing the customer's needs. \n\nThe two also discuss the choice between working for a bigger company or a startup, the need for concierge-level service, and the rise of product-led growth models. John stresses the importance of coaching on skills development and warns against being too reliant on sales tools and metrics. \n\nStay tuned as John also answers questions such as advice for people impacted by layoffs and the leaders he looks up to in this latest episode of Tech Sales Insights.\n\nINSIGHTS OF THE DAY\nJOHN: KNOWING THE CUSTOMER\u2019S EVERY MOVE\n\u201cThe really good companies are building telemetry or instrumentation into their software. So they know every single move that the customer is making with the software. So they model like what the ideal ramp time might be for a customer using the product and specific use cases.\u201d\n\nJOHN: REVENUE BASIS VS. CONSUMPTION BASIS\n\u201cMore and more salespeople are going to be kind of comped a little bit on bookings, but mainly on revenue. So okay, you sold a deal, but now how much is the customer consuming? Because the CEO is only going to be reporting on revenues. So they're gonna push the organization more and more on \u2018You can't sell this deal and leave, you got to sell this deal and get the customer to consume.\u2019\u201d\n\nDon\u2019t miss out on our previous episodes and watch out for the new ones!\nE117 Part 1 - GODFATHER: A Deep Dive into John McMahon and the MEDDIC Sales Process\nE117 Part 2 - SLOPPY PET PEEVES: What\u2019s Wrong with the Sales Process Today with John McMahon\n\nConnect with John McMahon: \nLinkedIn: https://www.linkedin.com/in/johnmcmahon1/\nThe Qualified Sales Leader (Book): https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064\n\nThis episode of Tech Sales Insights is brought to you by: \nSales Community: https://www.salescommunity.com/\nConvertiv: https://www.convertiv.com/