Intimidating: that was the reputation of the “Ice Man.” At software powerhouse PTC in 1995, where John McMahon ran worldwide sales, both his nickname and reputation preceded him. Outwardly, he looked tough and played the part. What was easily missed unde…

Over my 22 years in sales, I’ve joined around 200 quarterly business reviews (QBR) at the local, regional, national, and global level. I’ve learned the hard way – as an individual contributor, then global sales VP, and now chief revenue officer (CRO) – n…