Make It Happen Mondays - B2B Sales Talk with John Barrows
404 episodes - English - Latest episode: 20 days ago - ★★★★★ - 177 ratingsJohn Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Nathan Andres: Authentic resilience — a tool to overcome adversity
April 08, 2024 09:00 - 55 minutes - 127 MBGlobal Citizen Nathan ('Nate') Andres has navigated life's tumultuous journey, facing 9/11, natural disasters, and discrimination, mastering the art of resilience. With 25 years in HR across the globe, he shares his 'REAL Model' for cultivating 'authentic resilience'—a tool to overcome adversity. Nate ad John discuss life lessons, the power of presence, and harnessing core values for well-being and joy. Listeners can expect an inspirational guide to thriving amidst life's challenges. Are yo...
Gina Trimarco: Elevating Your Sales Skills Through Improv
April 01, 2024 09:00 - 1 hour - 146 MBGina Trimarco, master sales improv trainer with Sales Gravy and a strategic leadership expert, shares insights on re-humanizing relationships through Improvised Intelligence™. With a rich background of street-smart experiences from her unique upbringing, she brings humor and emotional intelligence to sales. Listeners will learn about the art of collaborating with clients, the significance of soft skills, and how improv can enhance sales performance. The episode delivers key takeaways on prob...
Paul M. Caffrey: Unpacking Elite Sales Habits for Superior Performance
March 25, 2024 09:00 - 50 minutes - 94.6 MBJohn is joined by Paul M. Caffrey, a seasoned sales professional and author of "The Work Before the Work". Paul's extensive expertise includes helping early stage founders establish sales processes and guiding salespeople to excel in their careers. The episode delves into practical advice for sales preparation, the power of role-playing, and the significance of handling objections adeptly. Listeners can anticipate learning non-negotiable habits of top sales pros, strategies for longevity in ...
Philip Squire: Design Thinking and Third Box Strategies in Modern Selling
March 18, 2024 09:00 - 1 hour - 121 MBDr. Philip Squire, CEO of Consalia and seasoned consultant to brands like Apple and SAP, shares his insights on the transformation of sales into a desirable profession. In this episode, John gets valuable insights from Phillip's expertise in sales education and the value of client-centric strategies. Some of the key takeaways include the importance of authenticity, the role of AI in sales, and adapting sales skills in a post-knowledge era. Are you interested in leveling up your sales skills...
Erik Kostelnik: Driving Growth in the Face of Market Consolidation
March 11, 2024 09:00 - 1 hour - 124 MBErik Kostelnik, CEO/founder of Postal and a successful entrepreneur with notable company exits, brings his wealth of knowledge to this episode. From market consolidation to the rise of AI, Erik addresses concerns for tech sales reps and shares executive insights for survival and success in tech sales. Learn about the importance of adaptability, transparency, and the evolving role of sales reps amidst market shifts and get strategic tips and trends in building resilient business ventures. A...
Doug Howarth: Transforming Sales Strategies Through Hypernomics
March 04, 2024 09:00 - 54 minutes - 101 MBDoug Howarth, CEO of Hypernomics, Inc. and author of 'Hyperonomics: Using Hidden Dimensions to Solve Unseen Problems,' explores the intricacies of market strategy and product development. John and Doug dive into the principles of 4D thinking and hypernomics, which Howarth leveraged after overcoming personal health challenges and a lifelong interest in dimensions. Key takeaways include the importance of sales analysis, product features, identifying market demand and innovative thinking for sa...
Richard Harris: Reviving Salesmanship and Personal Connection in Sales
February 26, 2024 09:00 - 52 minutes - 96 MBRichard Harris, seasoned sales expert, sales trainer and author of "The Seller's Journey," discusses infusing humanity into sales and offers practical guidance on sales conversations. This episode promises insights on negotiation, handling objections, and adapting to technological changes in sales. Listeners can expect to learn from the dynamic exchange between John and Richard as they share strategies for evolving with the sales industry while keeping their approach customer-centric. Are y...
Devin Reed: Influencer Marketing Trends in B2B Sales
February 19, 2024 09:00 - 58 minutes - 107 MBDevin Reed, head of content at Clary and founder of The Reeder newsletter, discusses the shift from B2C to B2B in influencer marketing. John and Devin discuss building authentic personal brands, the monetization pitfalls and prospects, and strategies for maintaining credibility. You will gain great insights on sales philosophies, prioritization for career growth, and the nuances of influencer marketing in the evolving B2B landscape. Elevate your sales game with the JB Sales Membership that ...
Becc Holland: Discovering the Difference Between Pain, Problem and Impact
February 12, 2024 09:00 - 53 minutes - 98 MBJohn Barrows is joined by Becc Holland, CEO and founder of Flip the Script. John and Becc have known each other for year and been "competitors" in that they both have focused on prospecting training for the majority of their careers. In working with her colleague Keenan at GAP selling, Becc has a new focus on the importance of Discovery and has spent the past few years diving deep into understanding the true differences between pain, problem and impact and how to truly diagnose them througho...
Charles Lu: The Legal-Sales Partnership - A Pathway to Streamlined Negotiations
February 05, 2024 09:00 - 57 minutes - 105 MBCharles Lu, VP of Operations at LexCheck, infuses innovative AI into the legal aspects of sales to streamline processes. This episode delves into the dynamic between sales and legal teams. You'll learn the importance of early legal involvement, creating a collaborative playbook, and using empathy to navigate contract negotiations. This conversation dives deep into the integration of AI in legal review and emphasizes transparent communication to expedite deal closures. Are you interested in ...
Bob Marsh: Embracing Simplicity to Stand Out in Sales
January 29, 2024 09:00 - 45 minutes - 82.9 MBSales expert Bob Marsh, with a 20+ year track record, including raising venture capital, and selling companies, shares insights on 'selling with simplicity' on today's episode. His credentials include being awarded the 2022 CRO of the year award and Demandbase Top 25 Sales Executive to Learn From. John and Bob share insights on making authentic connections, balancing sales volume with quality interactions, and the pivotal role of confidence in sales. With tales from Xerox and personal anecdo...
Jason Tan: Charting Ethical Paths in an AI-Enhanced Sales Landscape
January 22, 2024 09:00 - 53 minutes - 97.4 MBJason Tan is a B2B tech expert in AI and the founder of Engage AI. In this episode John leads to conversation on the challenges and opportunities presented by AI, incorporation of personal touches in automated processes, and how technology can enhance human connections while posing potential risks. They also delve into the concept of a 'second brain' to assist with memory and engagement on platforms like LinkedIn and the importance of responsible AI use. They express enthusiasm about product...
Tony Dicks: How Outsourcing and AI are Redefining the Sales Landscape
January 15, 2024 09:00 - 55 minutes - 101 MBTony Dicks joins host John Barrows as the CRO of CloudTask—Bringing The Convenience of B2C E-Commerce to B2B Sales Outsourcing. With shared wisdom on AI's role in sales, strategic uses of ICPs, and the evolution of the SDR model, listeners will gain insights into improving top-funnel sales issues and managing outsourcing effectively. An informative dive into aligning company expectations and adapting to market shifts, benefiting leaders and reps alike. Are you interested in leveling up your...
Brian Will: Mastering the Art of Persuasion for Sales and Negotiations
January 08, 2024 09:00 - 50 minutes - 91.6 MBBrian Will, a seasoned entrepreneur with over 35 years of experience, shares powerful insights on negotiation and overcoming sales objections. Brian's multifaceted background, from military service to business ventures, offers great perspectives on the psychology of sales, strategies to address mistrust, the importance of active listening, and the criticality of preparation. This episode is jam-packed with advanced selling techniques that are crucial for any level of negotiation. Are you in...
Gabe Lullo: Integrating Technology and Personal Touch in the Evolution of SDR Roles
December 18, 2023 09:00 - 53 minutes - 98.5 MBGabe Lullo, CEO of Alleyoop and seasoned leader with experience managing over 1500 SDRs, joins John Barrows to revamp the Sales Development Representative role. They advocate for full-cycle SDRs grounded in connection, curiosity, creativity, and collaboration. Gain insights on the SDR function evolution, balancing technology and fundamentals in sales, and strategies for authentic customer engagement and smooth transitions to AEs. Are you interested in leveling up your sales skills and stayi...
Jeffrey Gitomer: Old School Sales is New Again
December 11, 2023 09:00 - 54 minutes - 99.6 MBKing of Sales Jeffrey Gitomer, renowned sales expert and author of 'The Little Red Book of Selling,' joins John Barrows on this podcast to dive deep into sales strategies and cold calling. They cover value-driven sales ideas, gaining insights from sales teams, and the significance of building trust. Jeffrey and John also discuss AI in sales, highlighting that while it can assist, it cannot replace the human touch. Collaborating with AI is key, as it lacks emotion and humor, which are vital f...
Mike Weinberg: First Time Sales Manager
December 04, 2023 09:00 - 57 minutes - 106 MBSales guru Mike Weinberg, consultant, coach, speaker, and bestselling author, joins host John Barrows on today's episode to explore the nuances of sales management. They explore insights on transitioning from an individual contributor to a first-time sales manager, recognize the importance of coaching, and discover how to navigate the evolving landscape of sales with an emphasis on accountability and effective leadership. This episode offers strategies for anyone looking to excel in sales le...
Ryan Barretto: The Future of Sales and Product Led Growth
November 27, 2023 09:00 - 58 minutes - 107 MBJohn is joined by Ryan Barretto, president at Sprout Social and a seasoned sales leader and executive in the technology industry. Ryan shares his insights on sales enablement, coaching, the future of AI in sales and the evolving role of sales professionals. John and Ryan touch on the importance of investing in young professionals, leveraging social media data, and the power of a product-led growth strategy. Are you interested in leveling up your sales skills and staying relevant in today’s ...
Collin Mitchell: AI vs. Human Touch - The Role of Technology in Sales and Communication
November 20, 2023 09:00 - 53 minutes - 97.3 MBJohn Barrows is joined by Collin Mitchell, the VP of Sales at Leadium and host of the sales podcast "Sales Transformation". Collin shares his inspirational journey from limited educational opportunities to success in the sales industry. He also touches on the impact of AI in sales, the evolving role of sales professionals, and the importance of personalization in communication. Tune in for valuable takeaways on navigating the sales landscape in the age of AI. Elevate your sales game with th...
Carole Mahoney: The Neuroscience of Trust and Asking the Right Questions
November 13, 2023 09:00 - 59 minutes - 109 MBIn this episode, John Barrows engages in a thought-provoking conversation with Carole Mahoney, an expert in sales and coaching. They dive into the power of clarification questions, the neuroscience behind building trust, and the value of asking unique and meaningful questions in sales. Carole's mission to change the negative perception of sales, her advocacy for women in the industry, and her insights on developing empathy and curiosity make for an engaging and enlightening episode. Tune in ...
Dre Baldwin: Unpacking the Differences Between Motivation, Inspiration, and Discipline
November 06, 2023 09:00 - 56 minutes - 104 MBJohn sits down with CEO and Founder of Work On Your Game Inc, and former professional basketball player Dre Baldwin. Dre shares his inspiring origin story and discusses how he cultivated discipline and learned the game of basketball on his own. They dive into the mindset of basketball legends like Michael Jordan and Kobe Bryant, exploring the power of motivation, inspiration, and discipline. John and Dre unpack valuable insights on goal-setting, creating systems for success, building an onli...
Matt Buchalski: The Four Essential Skills Sales Reps Need in the AI Era
October 30, 2023 09:00 - 55 minutes - 102 MBJohn Barrows sits down with guest Matthew Buchalski to discuss the challenges facing sales representatives in today's rapidly changing landscape. They explore the importance of critical thinking, business acumen, curiosity, and emotional intelligence as skills that computers cannot replicate. The conversation addresses the negative impact of over-reliance on technology and emphasizes the need for personalization and understanding of the market and buyers. Both John and Matt express their con...
Daniel Borodyansky: From Zero Sales Experience to Top Performer in 2 years using AI
October 23, 2023 09:00 - 50 minutes - 92.1 MBJohn Barrows brings on guest Daniel Borodyansky to explore the use of AI tools in sales. Daniel, a strategic sales executive at Microsoft, shares his experiences with AI and provides a preview of workshops that explore the integration of AI in sales processes. They discuss the future of sales and the impact of AI, including the potential for comprehensive AI-driven sales platforms. John emphasizes the importance of creativity and critical thinking in sales, cautioning against relying solely ...
Mark Raffan: The Sad Reality of Discount Selling in Sales
October 16, 2023 09:00 - 52 minutes - 97 MBBest selling author and sales expert Mark Raffan cuts through the noise to discuss the importance of empathy in the tech industry. Raffan highlights how the over-reliance on technology has led to a loss of connection with customers. Through personal experiences and practical advice, listeners will gain insights into negotiating with empathy, handling pricing challenges, and understanding the changing dynamics of procurement in the current climate. Mark offers insightful tips on how to naviga...
Eduardo Briceño: The Performance Paradox - Maximizing Results through the Learning Zone
October 09, 2023 09:00 - 52 minutes - 95.8 MBJohn Barrows is joined by Eduardo Briceño, the co-founder of Mindset Works and author of "The Performance Paradox: Turning the Power of Mindset into Action." With over 9 million views on his TED Talks, Eduardo delves into the concepts of fixed versus growth mindsets and the chronic performance trap. Eduardo offers insightful tips on how to cultivate a growth mindset, maximize your potential, and achieve higher-level results. Are you interested in leveling up your sales skills and staying re...
Ryan Staley: Harnessing the Potential of AI to Drive Sales Success and Growth
October 02, 2023 09:00 - 48 minutes - 88.6 MBRyan Staley, founder and CEO of Whale Boss, discusses the role of AI in B2B sales and its potential impact on the future of the industry. Ryan shares his expertise on leveraging AI for sales reps, providing insights on where to get started, tactical applications, and understanding ideal customer profiles for messaging. The conversation also explores the significance of a "Chief AI Officer" in sales organizations, strategies for pipeline creation and conversion, and the importance of integrat...
Joel Bein: Hugging the Cactus - The Path to Self-Acceptance and Growth
September 25, 2023 09:00 - 1 hour - 137 MBJoel Bein, the Chief of Content and Coaching at Career Hackers, shares insights on overcoming limiting beliefs, navigating imposter syndrome, and reengineering creativity. Joel's powerful process for uncovering and addressing deep-seated beliefs offers a transformative approach to personal growth and mental wellness. This conversation offers valuable insights on exploring childhood experiences, finding self-acceptance, and gaining a fresh perspective on intelligence. Elevate your sales game...
Lloyed Lobo: From Refugee to Entrepreneur Inspiring a Journey of Community-Led Growth
September 18, 2023 09:00 - 54 minutes - 101 MBJohn welcomes entrepreneur, author and community builder Lloyed Lobo shares his experiences and insights on building his own startup and bringing it to eight figures in revenue. His unique background as a young refugee from Kuwait during the Gulf War has shaped his perspective on community-led growth. John and Lloyed also discuss his book, "From Grassroots to Greatness," and discover the 13 rules to build iconic brands with community-led growth. They also dive into the importance of pain in ...
Thomas Curran: Unpacking the Rise of Perfectionism in Modern Society
September 11, 2023 09:00 - 52 minutes - 96.2 MBJohn Barrows is joined by guest Thomas Curran, a psychology professor, leading expert on perfectionism and author of "The Perfection Trap: Embracing the Power of Good Enough" which received raving reviews by thought leaders such as Adam Grant. Thomas believes that in a society that increasingly values achievement above all else, we must recognize that perfectionism is not a personal flaw, but a symptom of a larger cultural problem. The conversation dives deep into the roots and impact of per...
Joaquim Lecha: AI's Role in Personalized Customer Engagement
September 08, 2023 09:00 - 1 hour - 118 MBHost Russell Bradley-Cook, Senior App Partner Manager at Hubspot sits down with Joaquim Lecha, the CEO of Typeform. Joaquim shares his insights on how AI is transforming businesses and our lives. He discusses Typeform's vision of creating a human-like interface for online interactions and their use of AI in product development and operations. The conversation dives into the power of AI in lead qualification, content creation, customer interactions and its role in shaping the customer experie...
Alina Vandenberghe: Finding your strengths and excelling in your career
September 07, 2023 09:00 - 42 minutes - 77.8 MBAlina Vandenberghe, Co-CEO and Co-Founder of Chili Piper, explores the strategies and challenges faced by businesses when it comes to partnerships and creating a supportive culture within a remote company. Alina shares her experiences growing up in Romania, her journey through different roles within organizations, and the importance of learning from others. From leveraging AI in coaching and content creation to the value of diverse skill sets, Alina's insights offer valuable takeaways for an...
Jason Zintak: Leveraging Data and AI to Engage Prospects at the Right Time
September 06, 2023 09:00 - 40 minutes - 75.9 MBJason Zintak, CEO of 6Sense, discusses the importance of leveraging data and AI in sales and marketing. He explains how 6Sense's product and ideal customer profile have evolved. He highlights the value of partnerships for GTM and the essential qualities of a sales leader. Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications...
Godard Abel: Unlocking Success for Software Buyers and Sellers in the G2 Marketplace
September 05, 2023 09:00 - 44 minutes - 82.3 MBGuest host Russell Bradley-Cook, Senior App Partner Manager at Hubspot sits down with Godard Abel, CEO and Co-Founder of G2. Godard shares invaluable insights into the world of software buying and selling from G2, as well as his 2 $400m+ exits SteelBrick to SalesForce and BigMachines to Oracle. He highlights the importance of building a trusted reputation, how tech partnerships unlocked organic growth at BigMachines, the importance of data and content integrations, and the future of software...
Doug Winter: Efficient Sales & Partnerships for a Streamlined Go-to-Market Motion
September 04, 2023 09:00 - 57 minutes - 105 MBHost Russell Bradley-Cook, Senior App Partner Manager at Hubspot sits down with guest Doug Winter, CEO and Co-Founder of Seismic, a leading sales enablement company. As an Engineer turned Entrepreneur, Winter shares his insights on the importance of partnerships for efficiency in the go-to-market motion, discusses the phases of a company's sales enablement journey and touches on the potential of AI in sales and marketing. Are you interested in leveling up your sales skills and staying relev...
Jason Bay: Coaching, Multi-Threading and Uncomfortable Conversations.
August 28, 2023 09:00 - 50 minutes - 91.7 MBJason Bay, the founder and CEO of Outbound Squad, is a seasoned sales professional with a wealth of experience in coaching and training both sales teams and individuals. We discuss the current state of sales coaching and the impact of artificial intelligence (AI) on the industry. Jason, like many others, believes that AI will have a significant short-term impact, particularly in coaching. He highlights that managers often struggle to provide adequate coaching due to time constraints, and exi...
Gil Allouche: Optimize Sales and Marketing Strategies to Break Through the Noise
August 21, 2023 09:00 - 59 minutes - 110 MBGil Allouche is the co-founder and CEO of Metadata, a marketing operating system. Join us as we dive into the importance of building and selling in tandem, exploring topics such as Account-Based Marketing, the impact of AI on organizations, and the power of personal branding. Gil shares his insights on the vital relationship between sales and marketing, emphasizing the need for collaboration, trust, and a fast feedback loop. Gil's real-world experiences and expertise shed light on how organi...
John Vagueiro - Genuine Optimism vs. Toxic Positivity
August 14, 2023 09:00 - 55 minutes - 102 MBJohn Vagueiro is an eternal optimist. He’s also the founder and CEO of Adapting Social, a digital marketing agency that validates and elevates small businesses to help them become authorities in today’s competitive world. In this week’s episode, John Vaguiero talks about how he has become a very hopeful and optimistic person despite childhood poverty, adversity, anxiety, and other mental health issues. He even provides some tactical advice for taking that first step into entrepreneurship, ma...
Kelley O’Keeffe - Closing the Entrepreneur Gender Gap
August 07, 2023 09:00 - 57 minutes - 106 MBAs the founder and CEO of Empowered Engagement, Kelley O’Keeffe has dedicated her professional career to helping women thrive in executive roles. She worked as a tech sales executive for years, but when fertility issues made it difficult for her to work the long hours required in the corporate world, Kelley chose entrepreneurship. Today, she spends her time repairing broken talent pipelines and honing women’s revenue generation skills across some of the world’s biggest companies. Listen in a...
Jim Fielding - Authenticity Is Your Superpower
July 31, 2023 09:00 - 1 hour - 115 MBJim Fielding is a busy man. He’s the president of the Archer Gray Co-Lab Group, the author of All Pride, No Ego: A Queer Executive’s Journey to Living and Leading, and a leader of consumer product groups with prominent brands like Disney, Dreamworks, and Twentieth Century Fox, among others. In this week’s episode, John and Jim talk about some of today’s most pressing topics, such as our skewed perception of the world due in part to social media, the superpower of personal and professional au...
Rowan Tonkin: Transparency and Trust: The Key to Sales and Marketing Success
July 24, 2023 09:00 - 1 hour - 113 MBAs the CMO at Planful, Rowan Tonkin is uniquely positioned to discuss one of today’s hottest topics: the gap between sales and marketing. In today’s episode of Make It Happen Monday, John and Rowan explain how a lack of marketing transparency paired with the microanalysis of sales professionals’ performance can drive a wedge between departments and stunt a company’s growth. Rowan provides some valuable guidance for leveraging finances, transparency, and trust to bridge the gap, and the two d...
Adam Jay - Authenticity in a Culture-First Environment
July 17, 2023 09:00 - 54 minutes - 99.8 MBAdam Jay is the founder and owner of Adam Jay Consulting and one of Demandbase’s top 25 sales executives for 2023. After getting his start in tech sales, Adam quickly advanced into leadership positions and discovered the importance of culture-first leadership. Listen in as Adam and John talk about the differences between leadership and management, the importance of encouraging authenticity, and the true role a leader plays in developing the next generation of sales professionals in an increa...
Jeremy Chen - The Art of Cold Calling: Tactics for Success
July 10, 2023 09:00 - 44 minutes - 81.5 MBIn this episode John goes back to his roots and talks tactics with cold calling expert Jeremy Chen. Jeremy started his career as a door-to-door salesperson for a telecom company and worked his way through the ranks. In today’s episode of Make It Happen Monday, John and Jeremy hone in on the practice of cold calling, why so many sales professionals avoid it, and why it is still relevant in today’s tech-driven world. Jeremy also provides valuable tactical advice for optimizing connect rates an...
Cassie Petrey - Taking the Leap and Living Your Dreams
July 03, 2023 09:00 - 49 minutes - 91 MBAs the co-founder and co-CEO at Crowd Surf, Cassie Petrey helps some of the world’s most incredible talent - including Britney Spears, the Backstreet Boys, and others - connect with their fans. In today’s episode of Make It Happen Monday, Cassie shares her extraordinary perspective on starting with virtually nothing and working her way to the top. Listen in as Cassie and John discuss the similarities between the music and sales industries, how AI is changing marketing strategies in the music...
Tiffani Bova - Why the Customer Isn’t Really Always Right
June 26, 2023 09:00 - 57 minutes - 78.5 MBTiffani Bova is a bestselling author and keynote speaker, and she’s also a Growth and Innovation Evangelist at a top Customer Relationship Management software company. She has seen the tech industry evolve spectacularly over her nearly 30-year career, and she’s an expert in customer success and growth. In today’s episode, Tiffani and John discuss how the over-engineered sales processes designed to improve the customer experience can negatively impact employees. Tiffani provides helpful tips,...
Adam Apps: How Not to Be a Shitty Sales Leader
June 19, 2023 09:00 - 1 hour - 110 MBAdam Apps got his very first job at the age of seven, and since then, he’s made it his mission to excel in everything he does. While a career in sales was never on his radar growing up, he now has more than 20 years of experience in tech sales, and he’s especially focused on discovering the things that make some sales leaders better than others. In today’s episode, John and Adam talk about Adam’s bestselling book, “Shitty Sales Leaders and How Not to Be One.” Listen in as they discuss the di...
Jason Inouye - A True Story of Sales Success
June 12, 2023 09:00 - 57 minutes - 105 MBJason Inouye knows a thing or two about filmmaking, and his professional career is dedicated to connecting artists with the tools they need to elevate their skills. In today’s episode of Make It Happen Monday, he discusses how he leveraged John’s training and coaching to level up his sales game and develop professional relationships with major brands. Listen in as Jason explains how he propelled his career forward by embracing the resources available to him. Are you interested in leveling u...
Jaime Diglio - Embracing Your Superpowers in the Age of AI
June 05, 2023 09:00 - 1 hour - 111 MBWith more than 20 years of experience in leadership roles with companies like Microsoft and Gartner, Jaime Diglio knows firsthand what it takes to thrive. As the CEO of inFirst Consulting, she trains sales professionals and leaders to put their best foot forward in every interaction. Listen in as Jaime and John talk about the importance of embracing your own personal value proposition, honing your superpowers in a tech-dominated world, and remaining resilient in the face of adversity. The sa...
Pablo Dominguez: Agility: The Real Competitive Edge
May 29, 2023 09:00 - 52 minutes - 72.2 MBPablo Dominguez spends most of his days partnering with portfolio companies to help them build their teams, but he’s also an incredible author. His new book, “What A Unicorn Knows,” focuses agility and lean business practices. In today’s episode, John and Pablo talk about the reasons why agility is the key to sustainable growth in today’s unique market, the differences between strategic planning and a year-long strategy, and the impact of ChatGPT on companies and individuals alike. Connect ...
Drew Sechrist: The True Power of Your Personal Network
May 22, 2023 09:00 - 1 hour - 90.2 MBDrew Sechrist is the founder and CEO of Connect The Dots™, an organization that uses innovative AI to help people discover new connections in their email metadata. As Salesforce.com’s 36th employee, he helped that company grow from $0 to more than $1 billion in revenue. In today’s episode of Make It Happen Monday, John and Drew talk about the impact Salesforce.com had on their individual careers, the benefits of creating an exceptional sales culture, the power in leveraging a personal networ...
JB's Keynote - Continuous Growth Mindset
May 15, 2023 09:00 - 53 minutes - 98 MBIn this episode John takes a different approach and instead of interviewing a guest he shares his deeply personal keynote speech that he has only delivered once before. In this keynote John shares the challenges he has faced over the past few years ever since his father died and the journey he has been on to find the characteristics of companies and people who always seem to keep growing even though tough times. After speaking with hundreds of executives and studying dozens of companies he h...