Episode

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

Podcast: Revenue Builders
Published: Apr 12, 2026
Duration seconds: 462
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Canonical source: https://www.forcemanagement.com/revenue-builders-podcast
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Summary

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 the best reps connect technical differentiation to real business impact to win complex deals.