Make It Happen Mondays - B2B Sales Talk with John Barrows
411 episodes - English - Latest episode: 12 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.
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Episodes
181: Victor Antonio's Thoughts On 2020 And Predictions For 2021
January 18, 2021 15:00 - 57 minutes - 53.1 MBOur guest this week is Victor Antonio of Sellinger Group. Victor and John talk about reaching levels of experience that make sales easier, recognizing our sources of anxiety, selling in other countries, and more! As a sales keynote speaker and trainer, Victor helps us see the bigger picture so we can have more meaningful conversations with our prospects and customers.
180: Larry Long Jr. On Team Development And Motivation
January 11, 2021 16:30 - 46 minutes - 43 MBOur guest this week is Larry Long Jr. Director of Collegiate Sales at Teamworks. Larry is a ball of energy and encompasses what it means to be a true leader. Larry talks with us about beefing up his LinkedIn presence, the difference between leadership and management, and finding a rep’s motivation. Larry hopes to share messages of hope, positivity, and can-do during these turbulent times.
179: Looking Back On 2020 And Ahead To 2021
January 04, 2021 16:30 - 1 hour - 55 MBMorgan Ingram joins John this week to discuss the ups and downs of what could be called one of the strangest years in history. What changed, what did we learn, and what will be different this year? We’ve accomplished a lot in the face of adversity and we wouldn’t have been able to help as many people were in not for you our loyal audience. Thank you for sticking with us!
178: Darryl Praill & Shawn Finder On The State Of Sales In 2021
December 21, 2020 16:30 - 52 minutes - 48.4 MBOur guests this week are Darryl Praill, CRO at VanillaSoft and Shawn Finder, Founder of Autoklose. They’re talking with John about everything from sales culture, diversity, hiring and firing reps for many reasons, to finding the right fit for acquisition. This episode is full of incredible wisdom, insights, and value!
177: Vrahram Kadkhodaian On The Importance Of Agility In Selling
December 14, 2020 16:30 - 40 minutes - 36.8 MBOur guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ. John and Vrahram take a deep dive into the 5 factors of agility in sales and how each one helps a sales team think on their feet, aid in their company’s growth, invest in their personal and professional development, and ultimately impact change, not only for their own teams, but also for their prospects and customers as well.
Vrahram Kadkhodaian On The Importance Of Agility In Selling
December 14, 2020 12:30 - 40 minutes - 36.8 MBOur guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ. John and Vrahram take a deep dive into the 5 factors of agility in sales and how each one helps a sales team think on their feet, aid in their company’s growth, invest in their personal and professional development, and ultimately impact change, not only for their own teams, but also for their prospects and customers as well.
176: Becc Holland On Personalization At Scale
December 07, 2020 16:30 - 54 minutes - 49.5 MBOur guest this week is Becc Holland, CEO and Founder of Flip the Script. We’re all impressed with the content and seemingly magical ways that Becc’s tactics and approaches improve sales rep’s messaging, cadences, workflows, and the results. She talks with John about the science behind sales messaging, the future of the SDR role, and her experience with relevance and personalization at scale and how it all led to her beginning her entrepreneurial journey.
175: Sam Dunning On Selling Like A Marketer
November 30, 2020 17:00 - 46 minutes - 42.6 MBOur guest this week is Sam Dunning, Sales Director and Co-Owner of Web Choice. Sam and John talk about marketing and sales alignment, positive impressions, and the future of the SDR role. They also discuss the term “thought leader” and why it’s not always the best term for some professionals.
174: Ryan Leavitt On The Entrepreneurship Path
November 23, 2020 17:00 - 51 minutes - 47.5 MBOur guest this week is Ryan Leavitt, co-founder of Pillar Booth. Ryan has extensive experience when it comes to entrepreneurship. He’s talking with John about risk, building a team with the right people, and how Pillar Booth is designed to fix the modern day open office.
173: David Nihill On Using Humor In The Sales Process
November 16, 2020 13:00 - 54 minutes - 49.6 MBOur guest this week is David Nihill, bestselling author of Do You Talk Funny and Founder and Creative Director of FunnyBizz. David and John discuss a few topics that we’ve seen as important in the sales and public speaking space. David talks about managing fears instead of trying to overcome them, having a script vs. sounding scripted, and gives us some great pointers on delivering a strong keynote that’s not boring or too dull for your audience.
172: Dr. Diane Hamilton On The Importance Of Curiosity
November 09, 2020 17:00 - 57 minutes - 52.7 MBOn this week’s episode we’re talking with Dr. Diane Hamilton, behavioral expert, CEO and Founder of Tonerra, and creator of The Curiosity Code Index®. She talks with us about our emotional quotient (EQ) and how it impacts our day to day in sales, and what hinders our curiosity. Dr. Hamilton believes that while it may be hard, constructive feedback is essential for growth and development.
171: Scott Yorke On Positive Impact
November 02, 2020 17:00 - 52 minutes - 48 MBOn this week’s episode we’re talking with Scott Yorke of Proposify. Proposify does a great job of recognizing exemplary employees because of the positive impact they have on the team and Scott is talking to us today about the impact he’s had.
170: Charlie Locke On Building SDR Nation
October 26, 2020 16:00 - 50 minutes - 46.6 MBOn this week’s episode we’re talking with Charlie Locke of SDR Nation. Charlie and John deep dive into what has changed from an SDR perspective in 2020, how the SDR role is viewed and what it takes to be successful.
169: Dr. Howard Dover On Sales Education Programs
October 19, 2020 16:00 - 51 minutes - 47.2 MBOn this week’s episode we’re talking with Dr. Howard Dover of The University of Texas at Dallas. Dr. Dover is one of few professors leading the charge in creating sales education programs for students. He talks with us about why sales is historically the least educated profession, why it’s disrespected and not appreciated by many professional circles in today’s business world, how the processes in sales are ever evolving, and how it’s taught in the best programs.
168: Kyle Racki On World-Class Proposals
October 12, 2020 16:00 - 51 minutes - 47.3 MBOn this week’s episode, we’re talking to Proposify’s CEO, Kyle Racki. Kyle is going to give us some steps from The State of Proposals 2020 Report so we know what it is about proposals that make people sign them. He’s also going to talk about some hot topics like RFPs, images and proposals, making it easy to buy from you, and the top performing proposal practices in business today.
167: Logan Lyles On Podcast Prospecting
October 05, 2020 16:00 - 49 minutes - 45 MBLogan Lyles joins us on the podcast this week to talk about all things media and how podcasts and other forms of content can be revenue generating machines as long as they're correctly created and leveraged appropriately by sales reps. Logan shares how reps can use content engagement as a catalyst for new conversations.
166: Sarah Brazier On The SDR To AE Transition
September 28, 2020 20:05 - 1 hour - 56.2 MBSarah Brazier joins us on the podcast this week to discuss how she's coped with her transition from SDR to AE. Sarah's crushed her targets as an SDR and made the leap that most SDRs want to make, but it's very difficult to adapt to a totally different role. Here's how she's doing it...
165: David Bloom On World Class Sales Enablement
September 21, 2020 18:24 - 55 minutes - 50.8 MBDavid Bloom, CEO of LevelJump joins us on the podcast this week to discuss how world class sales enablement really works. There are tons of buzzwords in the sales enablement world right now, David sheds light on how to break through the noise and to focus on activities that impact your bottom line.
164: Jason Bay On Cold Calling Strategy
September 14, 2020 19:55 - 1 hour - 75.2 MBJason Bay is one of the first guests on the podcast to come back for a second episode... and this time he and John are covering how you can overcome cold call reluctance. One of the biggest factors that determine your success on cold calls is the mentality and confidence you begin the call with. This is a great episode if you want to up your cold calling game!
163: Daniel Frohnen On Account Based Marketing
September 07, 2020 17:57 - 55 minutes - 50.7 MBThis week on the podcast, we talk to one of the very best in the account based marketing world. Daniel Frohnen from Sendoso joins us to explain what "ABM" is, how it works and where people go wrong with it. This was a great episode...
162: Ashley Welch On Design Thinking
August 31, 2020 19:08 - 41 minutes - 38.4 MBOur friend Ashley Welch joins us on the podcast this week to take a deep dive into how design thinking could and should be applied to your sales process. Ashley takes us behind the scenes on what design thinking really is and how you can apply it, even if it's difficult at first.
161: Colin Nanka On Resilience In Sales
August 24, 2020 18:19 - 52 minutes - 47.7 MBThis week, Colin Nanka from Salesforce joins us on the podcast. Colin has lived an amazing life and had some incredible experiences that have taught him the power of mental resilience. He's taken lessons from these experiences and has applied them to his sales career. Here's how you can too...
160: Frank Dale On Deal Management
August 17, 2020 18:50 - 44 minutes - 40.6 MBDeal management. How important is it to you? If you ask Frank Dale, it's more important now than ever. Join is joined by a good friend, Frank Dale on the podcast this week to discuss his journey in sales tech and why deal management is his focus right now.
159: James Buckley Takes Over!
August 10, 2020 22:02 - 1 hour - 56.1 MBThe podcast we're sharing this week is a little different to normal. Our very own James Buckley is taking over for a surprise episode, totally different to the usual format. We're not going to give too much more than this away, you'll have to listen to find out more...
158: Tim Harsch On Timing & Relevance In Prospecting
August 03, 2020 19:49 - 37 minutes - 34.1 MBTim Harsch, CEO of Owler joins us on the podcast this week. John uses Owler every single day, and discusses how to nail your timing and relevance in your prospecting. Tim offers a look behind the curtain on how his team conduct their own prospecting, reminds us of certain trigger events that do not work anymore, and tons more!
157: Jeff Hoffman On The Art Of Sales
July 27, 2020 21:46 - 57 minutes - 52.8 MBJohn's long-term mentor joins us for a spirited conversation about how many sales reps are too focused on the science of their work, and not the art of sales. Top tier sales reps focus more on the art of sales and trusting their gut instincts when talking to prospects. It's time to get back to working this way...
57: Jeff Hoffman On The Art Of Sales
July 27, 2020 17:46 - 57 minutes - 106 MBJohn's long-term mentor joins us for a spirited conversation about how many sales reps are too focused on the science of their work, and not the art of sales. Top tier sales reps focus more on the art of sales and trusting their gut instincts when talking to prospects. It's time to get back to working this way...
156: Morgan J Ingram On Building A Sales Career
July 20, 2020 18:04 - 50 minutes - 46.6 MBOur very own Morgan J Ingram joins us on the podcast this week to talk about how he built his sales career, where he went wrong and how he's turned weaknesses into strengths along the way. We're living in strange times and things are changing quickly, it's a good time to take stock of what you're doing and where you're going.
155: Megan Holsinger On Nailing Customer Success
July 13, 2020 14:02 - 1 hour - 56.3 MBToday's podcast guest joined our team a few months before recording this episode, and she's crushing it working with our customers and clients. Megan Holsinger joins us to talk about her perspective on Customer Success, where it goes wrong and how most sales teams can conduct a better handover to Customer Success after their deals close.
154: Darryl Praill On Becoming A Master Of Follow-Up
June 29, 2020 13:48 - 49 minutes - 45.6 MBWhat does great follow-up look like? Darryl Praill, CMO of VanillaSoft joins us on the podcast this week to talk about how his team follows up on marketing leads, where he sees common mistakes still happening in prospecting and how to fix them. He shares the exact formula his reps use along with the framework behind when marketing hands over leads, so that reps can own the relationship with the prospect. This was a fun one!
153: Greg Segall On Prospecting Personalization
June 22, 2020 14:45 - 47 minutes - 43.4 MBThis week, a friend of the JB Sales team joins us on the podcast. Greg Segall, CEO of Alyce joins John to talk about what real personalization looks like in sales. It's not about name dropping the college your prospect went to in your outreach! Here's what's working right now...
152: Trish Bertuzzi On The Future Of SDR Teams
June 15, 2020 13:36 - 54 minutes - 50.2 MBThis week, John turns to his good friend Trish Bertuzzi to look at what the future of SDR teams is going to look like. Trish has unearthed tons of amazing data about how SDR teams are performing and being tracked right now, and has formed her opinion on where the SDR role is headed in the future from that data. Things are going to change! Trish and John go through how SDR teams need to change, and where it'll start.
151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company With Kyle Porter
June 08, 2020 14:47 - 45 minutes - 41.9 MBLike everything in the world over the past few months, business has been tough. Leading a team and making decisions is never simple. Kyle Porter, CEO of SalesLoft joins us on the podcast to reveal what it's been like behind the scenes at a high growth software company. Kyle and his team have had to cancel events, change targets and goals, and manage a different situation every day. Here's how Kyle and his team did it.
150: The Anatomy Of A Great Prospecting Video With Tyler Lessard
June 01, 2020 14:29 - 1 hour - 56 MBOur team is seeing a huge rise in results from video prospecting. After reviewing results from meetings booked over the past few months, video was the biggest source by a long way. Following his webinar with Morgan on how to use video in your sales process, Tyler Lessard joins us on the podcast to discuss what the perfect video prospecting effort looks like...
149: Building An Industry Leading Personal Brand With Justin Welsh
May 25, 2020 14:11 - 52 minutes - 47.8 MBJustin Welsh is our guest on this episode of the podcast. If you haven't seen Justin's content on LinkedIn, you've probably been hiding under a rock. Justin shares exactly how he has built and continues to build his personal brand. There's a few great stories in this episode too, including a first day on the job close and an unbelievably difficult start to Justin's sales career. This was fun...
148: When Prospects Say "I Need To Think" With Devin Reed
May 18, 2020 13:53 - 49 minutes - 45.2 MBHave you ever heard a prospect say "I need to think"? Chances are, you've heard this a lot. Devin Reed is the man behind all of the content and data experiments you see coming from Gong.io, and he's with us on this episode of the podcast to expose the latest surprising data he's uncovered. Hearing "I need to think" isn't actually as bad as you would think...
147: Addressing Layoffs In Sales With Amy Volas
May 11, 2020 13:59 - 57 minutes - 53 MBLayoffs are hitting sales teams hard. People everywhere are losing jobs, laying off their team and looking for their next move. Now is the perfect time to think about which roles and which companies will suit your strengths best. To help you do that, we're welcoming Amy Volas back onto the podcast. She shares a ton of great ways to re-think and get moving again in Sales.
146: Behind The Scenes of Searching For My Next Job With Ashleigh Early
May 04, 2020 19:38 - 1 hour - 69.7 MBAshleigh Early joins us on the podcast this week to share the story behind how she was let go from her job in late December and searched for her next job. Doing exactly what Ashleigh did may not be for everyone, but there's a lot we can all take from the theory and approach behind the scenes that she took. This episode was a little longer than usual, get ready!
145: Learning & Continuous Development For Sales Reps With Melanie Fellay
April 27, 2020 17:04 - 55 minutes - 50.5 MBHow do sales reps stay right on top of their game with every interaction with prospects and buyers? No training session or coaching can 100% guarantee that. Just-In-Time learning can get as close as it's possible to that 100% as we've seen, which is why Spekit CEO Melanie Fellay joins us on the podcast this week. She shares a ton of great stories and insight into how she's playing more than just her role as a CEO in the company right now, and how sales reps can continuously get that reminder...
144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley
April 20, 2020 14:26 - 54 minutes - 50.2 MBThis pandemic has impacted many people in different ways. Tons of people in sales and all professions are facing lay-offs, struggles to hit targets and a range of very serious issues. The sales rep at any level is the closest job in the world to being your own boss, to being an entrepreneur. But sales reps now are pivoting how they are working, who they're talking to and what they're trying to help prospects with. COVID19 is impacting sales reps everyday, and because we believe this professi...
143: Leading With Empathy During Times of Uncertainty With Ralph Barsi
April 13, 2020 20:55 - 53 minutes - 48.9 MBWe are living in unprecedented times and uncharted waters. There is no better time than now to lead your sales conversations with empathy, kindness, sensitivity, and transparency. Ralph Barsi runs the global inside sales team at Tray.io and he joined us this week to share how his team has taken this opportunity to stop, recenter and get back to really caring about the person on the other side. This is an important discussion for salespeople to learn how to lead conversations with empathy and...
142: What's Changed? With The JB Sales Executive Team
April 06, 2020 18:55 - 56 minutes - 52.1 MBWe've moved away from the usual format for this episode of the podcast and pulled in the JB Sales leadership team to discuss what's going on right now. We don't have the silver bullet to dealing with everything that's going on, but we've taken proactive steps and they're helping. In this episode, you'll learn: What we've taken from previous economic downturns The impact of quick and considered decisions Ways to transition yourself and your team while still aiming at your "north star"
141: Getting Through This With Michael Sadeghpour
March 30, 2020 13:42 - 56 minutes - 52 MBIt's a difficult time for us all, and we need to stay strong while we're staying safe. John asked his good friend Michael Sadeghpour to join us for a special podcast during this situation, to try and help us all keep our heads strong. This is a little different to our usual podcast episodes, but we think it's required right now.
140: True Enterprise Selling With Ian Koniak
March 23, 2020 14:25 - 52 minutes - 48.1 MBWhat is true enterprise selling really like? Ian Koniak is crushing it at Salesforce selling 7 and 8 figure deals and we're pleased to have him on the podcast to understand how he's doing it. This is true enterprise selling, very long deal cycles and multi-million dollar deals that are long term contracts. It doesn't get much harder than this in software sales. Sales reps in any industry, with any deal size or length can learn from how enterprise selling really works. Even if your process is...
139: What Great Prospecting Outreach Looks Like With Doug Landis
March 16, 2020 14:26 - 50 minutes - 46.7 MBWe're pleased to welcome a good friend of the team onto the podcast this week, Doug Landis joins us not too long after he sat with John and Keanu Reeves in the airport watching the Superbowl. They agreed to talk about all of the good, bad and indifferent prospecting outreach they receive and to work out how and why the best ones worked. It's easy to give sales reps a hard time for "bad" prospecting, but here's a look into what they can add into their prospecting outreach to go that extra mil...
138: How SDRs Crush Quota Using Marketing Tactics With Gaetano Di Nardi
March 09, 2020 14:28 - 1 hour - 56.6 MBSDRs have arguably the hardest jobs in business. Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. We love mixing things up on this podcast, and Gaetano has always worked closely with sales teams and reps while being a marketer which gives him a unique point of view on how SDRs are doing well today. You'll learn: Personalization, relevance, and timing Buil...
137: Making Prospecting A Math Game With Ryan Reisert
March 02, 2020 14:15 - 54 minutes - 49.9 MBWe're pleased to have Ryan Reisert on the podcast this week. Ryan's strength is turning prospecting into a math game so you can reverse engineer the activities you need to generate the outcome you need. If you think about it, why would you not want to find out how many prospecting activities you need to perform before you book a meeting, divided by your meeting to opportunity rate and finally your close rate? It's time to make sales simpler... You'll Learn: Cold Call Connect Rates Maki...
136: How SDRs Can Hit 225% of Quota With Armand Farrokh
February 24, 2020 14:30 - 49 minutes - 45.5 MBArmand Farrokh has a winning formula that is allowing him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game. Before you get into this episode, you're probably thinking about some special tactics and crazy work-ethics that are going to get SDRs to 225% of quota, but that's not what Armand is thinking about. He's using very practical processes and trying to simplify the whole ball game of sales to make it easier. Here's his take... ...
135: The Broken Prospecting & Sales Process With Jake Dunlap
February 17, 2020 14:16 - 1 hour - 60.5 MBJake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake's seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. But what's broken? Where are leadership teams making life harder for sales managers and reps? If you want the answers, this is the episode for you... You'll learn: Focusing On Outcome Over Activity Sales Methodologies... The Problem...
134: New Technology Powering Prospecting Teams With Shruti Kapoor
February 10, 2020 14:24 - 52 minutes - 48.2 MBWe're pleased to have Shruti Kapoor on the podcast this week to lift the lid on the state of automation in sales right now. This was an interesting discussion, where Shruti explains how prospecting teams in future will be using just-in-time learning technology to help them do the right thing more often on sales calls. Added to that, Shruti has an interesting view on where we are right now with regards to how advanced the technology we can use as prospecting teams is, on the scale from 0 to s...