Podcasts by Make It Happen Mondays - B2B Sales Talk with John Barrows

Rowan Tonkin: Transparency and Trust: The Key to Sales and Marketing Success from 2023-07-24T05:00

As 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 Ro...

Adam Jay - Authenticity in a Culture-First Environment from 2023-07-17T05:00

Adam 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 po...

Jeremy Chen - The Art of Cold Calling: Tactics for Success from 2023-07-10T05:00

In 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 w...

Cassie Petrey - Taking the Leap and Living Your Dreams from 2023-07-03T05:00

As 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 f...

Tiffani Bova - Why the Customer Isn’t Really Always Right from 2023-06-26T05:00

Tiffani 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...

Adam Apps: How Not to Be a Shitty Sales Leader from 2023-06-19T05:00

Adam 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 h...

Jason Inouye - A True Story of Sales Success from 2023-06-12T05:00

Jason 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...

Jaime Diglio - Embracing Your Superpowers in the Age of AI from 2023-06-05T05:00

With 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 t...

Pablo Dominguez: Agility: The Real Competitive Edge from 2023-05-29T05:00

Pablo 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 agil...

Drew Sechrist: The True Power of Your Personal Network from 2023-05-22T05:00

Drew 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 Listen

JB's Keynote - Continuous Growth Mindset from 2023-05-15T05:00

In 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...

Scott Barker: Adapting to the Changing Sales Landscape from 2023-05-08T05:00

Scott Barker’s career in sales has been incredibly successful. He’s been a sales manager, a business development representative, and even a strategic advisor for some incredible organizations. M...

Valerie Fridland: Like, Literally, Dude from 2023-05-01T05:00

Valerie Fridland is a professor at the University of Nevada at Reno, and she earned a PhD in the interesting and important field of sociolinguistics. She recently authored “Like, Literally, Dude...

Dr. Howard Dover: The Economy, Tech, and Education Triple Threat from 2023-04-24T05:00

Dr. Howard Dover is the a sales coach and director of the Center for Professional Sales at the University of Texas at Dallas, and he has years of experience in sales, marketing, and education. D...

Rhonda Petit: The Link Between Authenticity and Success from 2023-04-17T05:00

Rhonda Petit has been in sales her entire professional life. She was influenced by her parents - a police officer and a nurse - who found their purpose and calling as incredibly successful Amway...

Ulf Arnetz: Implementing Executive Strategies that Work from 2023-04-10T05:00

Ulf Arnetz has founded several incredible companies and describes himself as a serial entrepreneur. He’s the founder and chairman of Howwe Technologies, which is a unique platform designed to he...

David Weiss: Discovery - How MEDDIC Changed his life from 2023-04-03T05:00

As a coach, author, speaker, and podcaster, David Weiss is a busy man. He’s also the founder and CEO of DealDoc, and he’s the CRO of The Sales Collective, an organization that...

Téa Angelos: Applying “Smart Moves” in Every Aspect of Life from 2023-03-27T05:00

As the founder of the Smart Women Society, Téa Angelos has dedicated her professional life to empowering women. Her latest book, “Smart Moves,” offers personal and professional advice on more th...

Greg Kihlstrom: How Customer-Centric Experiences Drive Sales from 2023-03-20T05:00

The line between sales and marketing has grown increasingly blurred in recent years, and it has led to anxiety, controversy, and fear. In today’s episode of Make it Happen Monday, Greg Kihlstrom...

Jarron Vosburg: Why Everything Should be an Experiment from 2023-03-13T05:00

As the VP of Enterprise Partnerships of JumpCrew, an outsourced sales and marketing partner, Jarron Vosberg knows a thing or two about boosting conversions and improving sales. In today’s episod...

Rishi Dave: How to Make the Day1 List from 2023-03-06T05:00

As a current Expert Partner in B2B Marketing for Bain & Company and a former CMO for companies like Vonage and Mongo, Rishi Dave has experienced the challenges of misaligned sales and market...

Carol Kauffman&David Noble: Real-Time Leadership from 2023-02-27T05:00

Numerous industries are fraught with disruption and change, and it seems as if there’s a new crisis around every corner. While some companies crumble under pressure, exceptional leaders use thes...

Elizabeth Andrew: Overcoming the Generational Divide in Your Career from 2023-02-20T05:00

Elizabeth Andrew is a highly successful strategic advisor, VP of Sales, and TEDx speaker, but her path to success has been anything but linear. She started working in the investment industry aft...

Eric Nowoslawski&Varun Anand: How scared should sales reps be of tools like ChatGPT replacing them? from 2023-02-13T05:00

As major companies lay off thousands of people and replace them with AI-driven software like ChatGPT, fear and concern continue to grow among professionals in sales and other industries. Eric No...

Soren Kaplan: Experiential Intelligence: Finding Strength in Your Past from 2023-02-06T05:00

Soren Kaplan has both a master’s degree and PhD in organizational psychology, and today, he’s a bestselling author, keynote speaker, Inc. Magazine columnist, and founder of multiple organization...

Graham Cochrane: The Scarcity vs. Abundance Mindset from 2023-01-30T05:00

In 2009, Graham Cochrane was laid off from his job, and he had to go on food stamps to provide for his family. By learning more about living with intention and the difference between scarcity an...

Anthony Nava: Reframing Your Professional Future from 2023-01-23T05:00

Despite majoring in molecular biology in college, Anthony Nava decided he didn’t want to spend his entire life in a pharmacy or lab. From his humble beginnings in sales at Target, Anthony eventu...

Dr. Cindy McGovern: Sales is not just a career, it's a mindset from 2023-01-16T05:00

As a Wall Street Journal best-selling author, international speaker, and professional consultant with a PhD in communications, Dr. Cindy McGovern is known as the First Lady of Sales. In today’s ...

Jenna Rogers: Elevating the conversation around diversity at work from 2023-01-09T05:00

Jenna Rogers is the Vice President of Growth at Sales Assembly and the founder of Career Civility. She’s a self-described “corporateur” who has made it her mission to help people have more impac...

Russell Bradley-Cook: HubSpot Partnerships, the ultimate sales multiplier when done right from 2023-01-02T05:00

When it comes to getting the most out of partnerships, Russell Bradley-Cook is a pro. He has a strong background in sales and currently serves as HubSpot’s EMEA App Partner Manager, where he bui...

Chris Voss: Interview with a Master Negotiator from 2022-12-26T05:00

As the most popular and most downloaded Make It Happen Monday episode of all time, this conversation with Chris Voss is all about the power of negotiation. Chris is an ex-CIA agent and expert ne...

Angela Kristen Taylor: The Emotional Productivity Connection from 2022-12-19T05:00

Angela Kristen Taylor is the founder of Integrative Productivity, a coaching and consulting firm that focuses on the emotional side of productivity. In today’s episode of Make It Happen Monday, ...

Brandon Clauser: When Real-World Skills are Better than College from 2022-12-12T05:00

He’s a successful account executive at Asana today, but Brandon Clauser got his start in life working in a dish pit in a restaurant. While he started with no money and no college degree, Brandon...

Ian Koniak: From Skirting Death to Finding Meaning In Life from 2022-12-05T05:00

How do you gain a new perspective on life? For sales coach Ian Koniak it took a brush with death, making peace with his family, and getting sober. He discovered “a calling of helping” and today ...

Paul Magnone: Good Decisions Require Data AND Instinct from 2022-11-28T05:00

Paul Magnone, an engineer who heads global strategic alliances for Google, just co-wrote a book about hunches. In “Decisions Over Decimals” he advises readers to use both gut and numbers because...

Niraj Kapur: Reinventing yourself through the pandemic from 2022-11-21T05:00

From an idyllic early childhood to enduring “unbelievable racism” as a teenager, sales and LinkedIn coach Niraj Kapur learned to adapt. After facing mental health challenges and “a horrendous di...

Daphne E. Jones: Tactical Frameworks to Take You from Secretary to Fortune 500 CIO from 2022-11-14T05:00

Daphne E. Jones is no stranger to adversity. As a young black woman interested in a STEM career, a career counselor once told her that she should be a secretary. Instead of blindly following thi...

Udi Ledergor: The CMO of Gong talks B2B Marketing and ‘Creating a Show’ from 2022-11-07T05:00

Growing up in Israel, Udi Ledergor studied magic, music, and puppeteering. He uses showbiz skills today, not on a stage but in business conference rooms as chief marketing officer for Gong, one ...

Mark Siciliano: How Old School Sales Principles Apply to Today's New School Sellers from 2022-10-31T05:00

From working his way up the ladder at Oracle to becoming a top executive at customer experience management platform Sprinklr, Mark Siciliano has invested in people. He reveals what he’s learned ...

Jay Godfrey and Richard Meloff: The Business of Psychedelics from 2022-10-24T05:00

The booming psychedelic industry offers hope to those with psychological challenges as well as opportunities for workers and investors, according to two pioneers in the business. Jay Godfrey and...

Stacey Hall: Selling from Your Comfort Zone from 2022-10-17T05:00

Sales, social media marketing, and entrepreneurship coach Stacey Hall says many of us are in need of an alignment. Her new book “Selling from Your Comfort Zone: The Power of Alignment Marketing”...

Jonathan Mahan and Jordana Zeldin: How to really “Practice” Sales from 2022-10-10T05:00

Sales is one of the only professions in the world where we’re expected to take a training or read a book and immediately apply what we learned to a real-world scenario without much practice. Mos...

Nikki Ivey's Journey From Section 8 to the C Suite from 2022-10-03T05:00

Salespeople are free to be “who we can be,” says Nikki Ivey, who used a career in sales to leave life in the housing projects far behind. From first working at a used car lot in Hinesville, GA.,...

John Costigan: From cold calling on stage to fighting throat cancer from 2022-09-26T05:00

John Costigan (JC) has been in Sales and Sales training well before John Barrows (JB) got into the industry. JB has been a long time fan but the two never actually met until one day JC reached o...

Valerie Fischer: What is NLP and how it can help you sell from 2022-09-19T05:00

The majority of salespeople aren’t aware of Neuro-Linguistic Programming (NLP) and how it can help in the sales process. If you haven’t heard of this (and even if you have), you’ll want to liste...

John Talty: Nick Saban’s Leadership Secrets from 2022-09-12T05:00

Alabama football Coach Nick Saban doesn’t set lofty goals, but his teams win national championships. Guest John Talty, who covers the Crimson Tide as sports editor at Alabama Media Group, says S...

Donald C. Kelly : Just Two Sales Guys Talking from 2022-09-05T05:00

As founder of The Sales Evangelist, consultant Donald C. Kelly “sells sales to salespeople.” When he sat down with John they declared the conversation “just two sales guys talking.” But it was m...

Mark Raffan: Negotiating Lessons from Procurement from 2022-08-29T05:00

If you’re a sales professional whose job revolves around procurement, you’ll want to listen to my discussion with Mark Raffan, CEO of Negotiation Ninja. Mark provides a master class in negotiati...

Chris Mirabile: How I Slowed Down Aging from 2022-08-22T05:00

After battling a brain tumor as a teenager and depression as a young entrepreneur, wellness advocate Chris Mirabile “grew to appreciate that I was here, living still.” Today the founder and CEO ...

Lisa Catto: The Queen of Automation from 2022-08-15T05:00

Lisa Catto caught John’s attention with her self proclaimed title on Linkedin as the Queen of Automation. John has been saying for years that automation is turning sales reps into robots so he h...

Shelton Banks: Diversity Means Profits from 2022-08-08T05:00

Shelton Banks is someone who embodies the “Make it Happen” mentality. He was a high school dropout who lived in a tough neighborhood growing up but didn’t want that to define him. He found a job...

Christie Hunter Arscott: Redefining Risk and Failure from 2022-08-01T05:00

People looking for answers need to ask questions first, advises consultant and writer Christie Hunter Arscott, author of the upcoming “Begin Boldly.” You see children “asking so many questions a...

Jeffrey Gitomer: The King of Sales from 2022-07-25T05:00

Sales trainer, and self proclaimed “King of Sales,” Jeffrey Gitomer has been in the sales game longer than most and he has the stats and social following to prove it. With over 15 books, ma...

Brandon Bornancin: Fighting the Negative Perception of Sales from 2022-07-18T05:00

Brandon Bornancin, CEO and founder of Seamless.ai, has known John for more than a decade, back to when they start...

Sean Castrina: The Entrepreneur Mindset from 2022-07-11T05:00

After landing his dream job, Sean Castrina was set. Then new management spoke the dreaded words that the company was “going in a different direction.” His response: “I'm never ever going to depe...

Chris Schembra: Gratitude Puts Challenges In Perspective from 2022-07-04T05:00

When Chris Schembra visited Italy and feasted on its food and love of life he realized he “was lonely, unfulfilled, … (and) overwhelmed.” After despair led him to self-harm, he discovered that e...

Dale Dupree: Reject the ‘Transactional Mindset of Sales’ from 2022-06-27T05:00

Successful selling requires being able to “push past the concept of just the transactional mindset of sales,” says Dale Dupree, founder of the Sales Rebellion sales training company. He gained t...

Jamie Shanks: ‘Social Sales’ Can Lead to Real Connections Online from 2022-06-20T05:00

In building his sales career, Jamie Shanks found he could make more genuine connections on LinkedIn than trying to “shake hands and kiss babies” at in-person networking events. Eventually, peopl...

Laura Palmer: Sales Pays You What You’re Worth from 2022-06-13T05:00

Laura Palmer got into sales because she “always wanted to be paid what I was worth.” She sharpened her skills at Google and today Laura is a Web 3.0/Metaverse pioneer as global vice president of...

Scott MacGregor: Gratitude Attracts ‘Amazing People’ from 2022-06-06T05:00

Growing up poor in an affluent community could have left Scott MacGregor bitter, but he chose to be grateful for family and being born in the United States. The founder and CEO of the recruiting...

Richard Banfield: ‘A product is a non human salesperson’ from 2022-05-30T05:00

Pioneering designer Richard Banfield calls the product “a non-human salesperson” that can promote brand affinity and help generate revenue. He says meaningful communication between design and sa...

Amber Deibert: The Only One You're Fooling Is You from 2022-05-23T05:00

Mindset coach Amber Deibert: helps Silicon Valley business leaders get past impostor syndrome, which she once battled herself. She says too many top performers miss out on life’s joys because th...

​​Kasey Jones: When One Trauma Just Isn’t Enough from 2022-05-16T05:00

Business and brand development consultant Kasey Jones, CEO of A Better Jones, found inner peace and a fresh approach to business while recovering from a near-fatal dog attack. The growth strateg...

A Journey of Survival with Roderick Jefferson from 2022-05-09T05:00

Roderick Jefferson, Global Vice President of Enablement at PRO Unlimited, Bestselling Author and Keynote Speaker talks about his experience surviving a near fatal stroke and his renewed outlook ...

Are sales reps becoming marketers? Dave Gerhardt on Sales and Marketing Alignment. from 2022-05-02T05:00

Dave Gerhardt, Founder of ExitFive.com and author of Founder Brand, talks about sales and marketing alignment and how we should all be using our personal brands to promote ourselves instead...

Melanie Fellay, Forbes 30, under 30 CEO on Leadership, Vision and Personal Values from 2022-04-25T05:00

Melanie Fellay, CEO at Spekit and Forbes magazine 30, under 30 women CEOs, talks about the need to adapt herself through the different stages of her leadership role along with managing the press...

Todd Caponi on Transparency Leadership from 2022-04-18T05:00

Todd Caponi, sales author and historian, discusses the history of sales, the evolution of the profession of sales throughout recent history, and the importance of transparency in the future of s...

Amy Volas on How to Live a Proactive Life VS a Reactive Life from 2022-04-11T05:00

Amy Volas, founder and CEO of Avenue Talent Partners, discusses decision-making and energy management versus time management. We also learn about her passion for journaling and how she uses jour...

Kyle Porter on How to Stay Consistent as a CEO from Startup to Acquisition from 2022-04-04T05:00

Kyle Porter, CEO of Salesloft, joins us today to talk about what it’s like to go from startup all the way to acquisition. Kyle dives deep into his experience, how he grew as a leader and what he...

Larry Long Jr. on Understanding Your Why and Core Values from 2022-03-28T05:00

Larry Long Jr. Chief Energy Office at LLJR Enterprise discussing the importance of understanding your why and your core values. We also talk about the importance of staying positive through toug...

Ralph Barsi on How to Hold Yourself and Others Accountable from 2022-03-21T05:00

Ralph Barsi, VP of Global Inside Sales at Tray.io breaks down accountability and how to hold yourself and others...

Doug Landis on How to Attract and Retain Talent in Sales from 2022-03-14T05:00

Doug Landis, Growth Partner at Emergence Capital, discusses the importance of core values, and how recent events have forced companies and individuals to rethink those values. The great recessio...

247: The JB Sales Executive Team on Why We're Looking Forward to 2022 from 2021-12-06T01:00

Chris Merrill, Meghan Forgione, and John Barrows come together in the last episode of 2021 to reflect back on the year and talk about why 2022 will be even BETTER for JB Sales. With the addition of...

246: Sterling Frandsen on His JB Sales Membership Journey: From College Grad to Sales Pro from 2021-11-29T01:00

This episode, James Buckley talks with member Sterling Frandsen, inside sales representative at Tiled, about his career start in sales, early realizations, and how the JB Sales Membership has shape...

244: Alice Shaff on Leveraging SDR Skills to Land a Leadership Role from 2021-11-15T01:00

This week Alice Shaff joins John to talk about how his trainings have helped her over the years launch a career from an SDR to Head of Business Development at Anjuna. She talks about mindset, how i...

243: Suneera Madhani on Leaving Your Legacy and Not Being a Typical CEO from 2021-11-08T01:00

Suneera Madhani, mentor, investor and Fortune's 40 Under 40 CEO at Stax by fattmerchant, joins John this week to talk about mom guilt, building a legacy of empowering women, and evaluating $10 task...

242: Negotiations and Tactical Empathy with Chris Voss (Replay) from 2021-11-01T01:00

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top...

242: Negotiations and Tactical Empathy with Chris Voss (Replay) from 2021-11-01T01:00

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top...

241: The Art of Closing a Deal with Danny Read (Replay) from 2021-10-25T06:59

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episode...

241: The Art of Closing a Deal with Danny Read (Replay) from 2021-10-25T06:59

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top...

240: Building A Winning Sales Mentality & Growing With Sean Sheppard (Replay) from 2021-10-18T08:15

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episode...

240: Building A Winning Sales Mentality&Growing With Sean Sheppard (Replay) from 2021-10-18T08:15

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episode...

239: Trademarks of Top Sales Reps With Tom Williams (Replay) from 2021-10-11T08:25

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episode...

239: Trademarks of Top Sales Reps With Tom Williams (Replay) from 2021-10-11T08:25

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episode...

238: How SDRs Can Hit 225% of Quota With Armand Farrokh (Replay) from 2021-10-04T10:38

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episode...

238: How SDRs Can Hit 225% of Quota With Armand Farrokh (Replay) from 2021-10-04T10:38

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episode...

237: Heather Monahan on Building Confidence Throughout Your Sales Career from 2021-09-27T08:40

Heather Monahan, Top 40 Keynote Speaker in 2020 and Best-Selling Author, comes together with John this week to discuss building confidence when you’re not the expert throughout all stages of your s...

237: Heather Monahan on Building Confidence Throughout Your Sales Career from 2021-09-27T08:40

Heather Monahan, Top 40 Keynote Speaker in 2020 and Best-Selling Author, comes together with John this week to discuss building confidence when you’re not the expert throughout all stages of your s...

236: Jules Kun on Crafting Your Personal Brand from 2021-09-20T08:55

Jules Kun, social media marketing strategist for many of the trainers at JB Sales, talks about her start in social media (tweeting to chefs for free appetizers!), her favorite lessons from working ...

236: Jules Kun on Crafting Your Personal Brand from 2021-09-20T08:55

Jules Kun, social media marketing strategist for many of the trainers at JB Sales, talks about her start in social media (tweeting to chefs for free appetizers!), her favorite lessons from working ...

235: Ashleigh Early and James Buckley on Leaving Effective Voicemails from 2021-09-13T08:40

James Buckley takes over Make It Happen Mondays podcast this week as he brings on guest Ashleigh Early, founder of The Other Sales Coach and podcast host of “The Other Side of Sales”, to share thei...

235: Ashleigh Early and James Buckley on Leaving Effective Voicemails from 2021-09-13T08:40

James Buckley takes over Make It Happen Mondays podcast this week as he brings on guest Ashleigh Early, founder of The Other Sales Coach and podcast host of “The Other Side of Sales”, to share thei...

234: Shelly Gupta Correa on a Journey of Career Change at 30 and Flexibility in Life from 2021-09-06T08:45

JB Sales' newest trainer, Shelly Gupta Correa, joins John this week to talk about her journey on growing up as a first generation Indian-American not conforming to cultural norms, tough career deci...

234: Shelly Gupta Correa on a Journey of Career Change at 30 and Flexibility in Life from 2021-09-06T08:45

JB Sales'newest trainer, Shelly Gupta Correa, joins John this week to talk about her journey on growing up as a first generation Indian-American not conforming to cultural norms, tough career decis...

233: Tim O’Neil on Growing Organizations to Break the Predictable Growth Model from 2021-08-30T08:30

Tim O'Neil, CRO at Alation, joins John this week to continue to conversation from the last few weeks about the new career path of the SDR. They discuss a new model of how to grow organizations inte...

233: Tim O’Neil on Growing Organizations to Break the Predictable Growth Model from 2021-08-30T08:30

Tim O'Neil, CRO at Alation, joins John this week to continue to conversation from the last few weeks about the new career path of the SDR. They discuss a new model of how to grow organizations inte...

232: Kris Rudeegraap on The New Path of the SDR from 2021-08-23T08:30

Following up on last week’s episode (211) on product-led growth, Kris Rudeegaap joins John this week to talk about product-led growth changing the industry and the structure of sales organizations....

232: Kris Rudeegraap on The New Path of the SDR from 2021-08-23T08:30

Following up on last week’s episode (211) on product-led growth, Kris Rudeegaap joins John this week to talk about product-led growth changing the industry and the structure of sales organizations....

231: Doug Landis on How Product-Led Growth is Shifting the Marketplace from 2021-08-16T08:30

Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust in order to evolve. This episode is especial...

231: Doug Landis on How Product-Led Growth is Shifting the Marketplace from 2021-08-16T08:30

Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust in order to evolve. This episode is especial...

230: Todd Caponi on Radical Transparency to Build Trust in Sales from 2021-08-09T08:30

Todd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance (https://podcast.jbarrows.com/public/60/Make-It-Happen-Mondays---B2B-Sales-Talk-with-John-Barro...

230: Todd Caponi on Radical Transparency to Build Trust in Sales from 2021-08-09T08:30

Todd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance (https://podcast.jbarrows.com/public/60/Make-It-Happen-Mondays---B2B-Sales-Talk-with-John-Barro...

229: Alexine Mudawar and Gabrielle Blackwell on Empowering Women in Sales from 2021-08-02T07:30

Our guests this week are Alexine Mudawar, Major Account Executive at Displayr, and Gabrielle Blackwell, SDR at Gong. This week we have two smart powerful women chat with John on how to become an ad...

229: Alexine Mudawar and Gabrielle Blackwell on Empowering Women in Sales from 2021-08-02T07:30

Our guests this week are Alexine Mudawar, Major Account Executive at Displayr, and Gabrielle Blackwell, SDR at Gong. This week we have two smart powerful women chat with John on how to become ...

228: Debra Roberts on Effective Communication and Conflict Resolution in Sales from 2021-07-26T08:40

Our guest this week is Debra Roberts, a conversation expert and creator of the Relationship Protocol, helps savvy business people navigate important conversations. This week with John she talks abo...

228: Debra Roberts on Effective Communication and Conflict Resolution in Sales from 2021-07-26T08:40

Our guest this week is Debra Roberts, a conversation expert and creator of the Relationship Protocol, helps savvy business people navigate important conversations. This week with John she talks abo...

227: Brian Trautschold on How Gamification is Taking Over the Sales World from 2021-07-19T08:45

Our guest this week is Brian Trautschold, Cofounder at Ambition which is enterprise gamification for sales teams, joins John this week to talk about keeping remote employees motivated and accountab...

227: Brian Trautschold on How Gamification is Taking Over the Sales World from 2021-07-19T08:45

Our guest this week is Brian Trautschold, Cofounder at Ambition which is enterprise gamification for sales teams, joins John this week to talk about keeping remote employees motivated and accountab...

226: Hang Black on Diversity and Intentionality in Sales from 2021-07-12T08:30

Our guest this week is Hang Black, VP of Revenue Enablement at Juniper Networks and author of Embrace Your Edge, joins John this week to talk about adaptability within the customer lifecycle and pe...

226: Hang Black on Diversity and Intentionality in Sales from 2021-07-12T08:30

Our guest this week is Hang Black, VP of Revenue Enablement at Juniper Networks and author of Embrace Your Edge, joins John this week to talk about adaptability within the customer lifecycle and pe...

225: Brian Burkhart on Elevating Others through Core Values, Growth Mindset & Flexibility from 2021-07-06T08:00

Our guest this week is Brian Burkhart, Founder and Chief Word Guy at SquarePlanet which focuses on presentations, strategy, and messaging. He joins John this week to talk about core values, growth ...

225: Brian Burkhart on Elevating Others through Core Values, Growth Mindset&Flexibility from 2021-07-06T08:00

Our guest this week is Brian Burkhart, Founder and Chief Word Guy at SquarePlanet which focuses on presentations, strategy, and messaging. He joins John this week to talk about core values, growth ...

224: Scott Gillum on Personality-Based Marketing as The Next Level of ABM from 2021-06-28T08:00

Our guest this week is Scott Gillum, CEO and founder of Carbon Design, who talks about what makes a good salesperson and what makes a good buyer, how personality-based marketing can be utilized, ho...

224: Scott Gillum on Personality-Based Marketing as The Next Level of ABM from 2021-06-28T08:00

Our guest this week is Scott Gillum, CEO and founder of Carbon Design, who talks about what makes a good salesperson and what makes a good buyer, how personality-based marketing can be utilized, ho...

223: Robbie Crabtree on Persuasive Speaking in Sales from a Trial Lawyer from 2021-06-21T08:00

Our guest this week is Robbie Crabtree, a former trial lawyer turned founder of Performative Speaking. After years of convincing jurors and working on both sides of the attorney fence, Robbie eleva...

223: Robbie Crabtree on Persuasive Speaking in Sales from a Trial Lawyer from 2021-06-21T08:00

Our guest this week is Robbie Crabtree, a former trial lawyer turned founder of Performative Speaking. After years of convincing jurors and working on both sides of the attorney fence, Robbie eleva...

222: Beth Waterfall on Advancing the Cannabis Industry and The Future of the “Green Rush” from 2021-06-14T08:00

Our guest this week is Beth Waterfall, Executive Director @ Elevate Northeast& Founder of Beth Waterfall Creative. Beth is a thought leader on the legalization and advocacy of marijuana and pro...

222: Beth Waterfall on Advancing the Cannabis Industry and The Future of the “Green Rush” from 2021-06-14T08:00

Our guest this week is Beth Waterfall, Executive Director @ Elevate Northeast and Founder of Beth Waterfall Creative. Beth is a thought leader on the legalization and advocacy of marijuana and prov...

221: Simon Mulcahy and Karen Semone On The Art, Science, and Magic of Selling from 2021-06-07T08:00

Our guests this week are Simon Mulcahy, Chief Innovation Officer @ Salesforce, and Karen Semone, Senior Director of Innovation at Salesforce. This conversation between John and these two dynamic, f...

221: Simon Mulcahy and Karen Semone On The Art, Science, and Magic of Selling from 2021-06-07T08:00

Our guests this week are Simon Mulcahy, Chief Innovation Officer @ Salesforce, and Karen Semone, Senior Director of Innovation at Salesforce. This conversation between John and these two dynamic, f...

220: Mark Roberge on Looking Ahead and Adapting to The Future of Sales from 2021-05-31T09:30

Our guest this week is Mark Roberge, Managing Director at Stage 2 Capital and Professor at Harvard Business School. John and Mark discuss the future of sales, best practices, and how one size and s...

220: Mark Roberge on Looking Ahead and Adapting to The Future of Sales from 2021-05-31T09:30

Our guest this week is Mark Roberge, Managing Director at Stage 2 Capital and Professor at Harvard Business School. John and Mark discuss the future of sales, best practices, and how one size and s...

219: Galit Ventura-Rozen On The Psychology Of Sales from 2021-05-24T10:30

Our guest this week is Galit Ventura-Rozen, Co-Founder of Everyday Woman, real estate broker, and sales success expert. In this episode, Galit shares her experiences on the path to entrepreneurship...

219: Galit Ventura-Rozen On The Psychology Of Sales from 2021-05-24T10:30

Our guest this week is Galit Ventura-Rozen, Co-Founder of Everyday Woman, real estate broker, and sales success expert. In this episode, Galit shares her experiences on the path to entrepreneurship...

218: Will Frattini On Sales Engagement Strategies To Accelerate Your Pipeline from 2021-05-17T10:30

Our guest this week is Will Frattini, Director of Sales at ZoomInfo. Will joins John to talk about sales engagement strategies, and why a good support system helps fuel growth. Will shares the mist...

218: Will Frattini On Sales Engagement Strategies To Accelerate Your Pipeline from 2021-05-17T10:30

Our guest this week is Will Frattini, Director of Sales at ZoomInfo. Will joins John to talk about sales engagement strategies, and why a good support system helps fuel growth. Will shares the mist...

217: Tim Clarke On Loss, Grief, And Moving Forward from 2021-05-10T10:30

Our guest this week is Tim Clarke, Senior Director, Product Marketing - Sales Cloud at Salesforce and Co-Founder of UNCrushed, a platform and community for mental health awareness. Success isn’t al...

217: Tim Clarke On Loss, Grief, And Moving Forward from 2021-05-10T10:30

Our guest this week is Tim Clarke, Senior Director, Product Marketing - Sales Cloud at Salesforce and Co-Founder of UNCrushed, a platform and community for mental health awareness. Success isn’t al...

216: Sean Sheppard On Adopting A Growth Mindset from 2021-05-03T10:30

Our guest this week is Sean Sheppard, serial entrepreneur and Managing Partner at U.plus. Sean is helping corporations with their startups and shares with John what we should be teaching young sell...

216: Sean Sheppard On Adopting A Growth Mindset from 2021-05-03T10:30

Our guest this week is Sean Sheppard, serial entrepreneur and Managing Partner at U.plus. Sean is helping corporations with their startups and shares with John what we should be teaching young sell...

215: The JB Sales Team On Email Effectiveness from 2021-04-26T10:30

On this week’s episode, John sits down with some of the JB Sales team for a very honest conversation on email effectiveness. There are a lot of salespeople who are wildly successful with email beca...

215: The JB Sales Team On Email Effectiveness from 2021-04-26T10:30

On this week’s episode, John sits down with some of the JB Sales team for a very honest conversation on email effectiveness. There are a lot of salespeople who are wildly successful with email beca...

214: Jeff Hoffman On Career Inflection Points from 2021-04-19T10:00

Our guest this week is Jeff Hoffman, a friend and mentor of John’s. Jeff and John are going to reflect on their history, the milestones they’ve each achieved, growing a business while growing a fam...

214: Jeff Hoffman On Career Inflection Points from 2021-04-19T10:00

Our guest this week is Jeff Hoffman, a friend and mentor of John’s. Jeff and John are going to reflect on their history, the milestones they’ve each achieved, growing a business while growing a fam...

213: Melanie Fellay On Making Funding Decisions And Building A Team from 2021-04-12T10:00

Our guest this week is Melanie Fellay, CEO and Co-Founder of Spekit. From management of finances to where you spend your time, Spekit has successfully navigated the startup waters to become what th...

213: Melanie Fellay On Making Funding Decisions And Building A Team from 2021-04-12T10:00

Our guest this week is Melanie Fellay, CEO and Co-Founder of Spekit. From management of finances to where you spend your time, Spekit has successfully navigated the startup waters to become what th...

212: Brian Gil On Spinning Up A Start-Up Within An Established Successful Company from 2021-04-05T10:00

Our guest this week is Brian Gil, SVP, Operations at Articulate. Brian shares how growth and trajectory dramatically changed for Articulate when he joined over eight years ago, and what it’s like t...

212: Brian Gil On Spinning Up A Start-Up Within An Established Successful Company from 2021-04-05T10:00

Our guest this week is Brian Gil, SVP, Operations at Articulate. Brian shares how growth and trajectory dramatically changed for Articulate when he joined over eight years ago, and what it’s like t...

211: Kristina Finseth On A Quality Over Quantity Approach In Sales from 2021-03-29T10:00

Our guest this week is Kristina Finseth, Growth Marketing Manager at Interseller. Kristina is a strong leader with incredible insight due to her diverse marketing and sales background, and her Outb...

211: Kristina Finseth On A Quality Over Quantity Approach In Sales from 2021-03-29T10:00

Our guest this week is Kristina Finseth, Growth Marketing Manager at Interseller. Kristina is a strong leader with incredible insight due to her diverse marketing and sales background, and her Outb...

210: Leslie Douglas&Meg Holsinger On Navigating Their Sales Careers from 2021-03-22T10:30

We’re keeping it in house for this week’s episode! JB Sales CRO Chris Merrill takes over and talks with Leslie Douglas, Director of Sales Training, and Meg Holsinger, Director of Customer Success. ...

210: Leslie Douglas & Meg Holsinger On Navigating Their Sales Careers from 2021-03-22T10:30

We’re keeping it in house for this week’s episode! JB Sales CRO Chris Merrill takes over and talks with Leslie Douglas, Director of Sales Training, and Meg Holsinger, Director of Customer Success. ...

209: David Cancel On Conversational Marketing And Sales from 2021-03-15T09:00

Our guest this week is David Cancel, CEO and Founder of Drift. David has spent a lifetime as an avid learner and found a way to understand not just sales, but human decision making and why things w...

209: David Cancel On Conversational Marketing And Sales from 2021-03-15T09:00

Our guest this week is David Cancel, CEO and Founder of Drift. David has spent a lifetime as an avid learner and found a way to understand not just sales, but human decision making and why things w...

208: Kevin Ellis On Mentorship And Commitment from 2021-03-08T12:00

Our guest this week is Kevin Ellis, VP of Sales at Thrive. Kevin and John share their story about meeting over 15 years ago and how John’s training and mentorship has impacted Kevin’s career. Kevin...

208: Kevin Ellis On Mentorship And Commitment from 2021-03-08T12:00

Our guest this week is Kevin Ellis, VP of Sales at Thrive. Kevin and John share their story about meeting over 15 years ago and how John’s training and mentorship has impacted Kevin’s career. Kevin...

207: Joe Caprio On The Future Of Sales Demos from 2021-03-01T11:30

Our guest this week is Joe Caprio, Co-founder of Reprise. John is consistently talking about how bad most demos are for prospects and Joe's research proves that the frustration we experience as dem...

207: Joe Caprio On The Future Of Sales Demos from 2021-03-01T11:30

Our guest this week is Joe Caprio, Co-founder of Reprise. John is consistently talking about how bad most demos are for prospects and Joe's research proves that the frustration we experience as dem...

206: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way from 2021-02-22T11:30

Our guest this week is Michael Phelan, Principal and Founder of Go-to-Market Pros. The knowledge that Michael has accumulated over the years comes from his ability to ask the right questions. Micha...

206: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way from 2021-02-22T11:30

Our guest this week is Michael Phelan, Principal and Founder of Go-to-Market Pros. The knowledge that Michael has accumulated over the years comes from his ability to ask the right questions. Micha...

185: Lindsey Boggs On Mental Health Skills For Sales Leadership from 2021-02-15T11:30

Our guest this week is Lindsey Boggs, Digital Sales and Development Manager at Citrix and Co-founder of UNCrushed. Lindsey’s focus on the mental health of her team helps provide a healthy environme...

184: Chris Voss On Negotiations And Tactical Empathy (Replay) from 2021-02-08T12:00

This week we’re replaying one of our most impactful episodes that we've ever produced on Make It Happen Mondays. Our guest is Chris Voss, author of Never Split the Difference, former FBI hostage ne...

183: Galem Girmay On Building Relationships In Online Communities from 2021-02-01T11:30

Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community, RevGenius. Galem is a valuable resource and...

182: Nick Cegelski On Deal Mechanics from 2021-01-25T11:30

Our guest this week is Nick Cegelski of SurePoint Technologies. Nick's an experienced enterprise account executive with a ton of useful insights. The way that we speak to our prospects matters and ...

181: Victor Antonio's Thoughts On 2020 And Predictions For 2021 from 2021-01-18T11:00

Our 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 count...

180: Larry Long Jr. On Team Development And Motivation from 2021-01-11T12:30

Our 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 hi...

179: Looking Back On 2020 And Ahead To 2021 from 2021-01-04T12:30

Morgan 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?...

178: Darryl Praill&Shawn Finder On The State Of Sales In 2021 from 2020-12-21T12:30

Our 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 f...

177: Vrahram Kadkhodaian On The Importance Of Agility In Selling from 2020-12-14T12:30

Our 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 thei...

176: Becc Holland On Personalization At Scale from 2020-12-07T12:30

Our 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 messa...

175: Sam Dunning On Selling Like A Marketer from 2020-11-30T13:00

Our 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...

174: Ryan Leavitt On The Entrepreneurship Path from 2020-11-23T13:00

Our 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 p...

173: David Nihill On Using Humor In The Sales Process from 2020-11-16T13:00

Our 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...

172: Dr. Diane Hamilton On The Importance Of Curiosity from 2020-11-09T13:00

On 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...

171: Scott Yorke On Positive Impact from 2020-11-02T13:00

On 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 t...

170: Charlie Locke On Building SDR Nation from 2020-10-26T12:00

On 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...

169: Dr. Howard Dover On Sales Education Programs from 2020-10-19T12:00

On 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 stude...

168: Kyle Racki On World-Class Proposals from 2020-10-12T12:00

On 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 peo...

167: Logan Lyles On Podcast Prospecting from 2020-10-05T12:00

Logan 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 ...

166: Sarah Brazier On The SDR To AE Transition from 2020-09-28T16:05:53

Sarah 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, b...

165: David Bloom On World Class Sales Enablement from 2020-09-21T14:24:08

David 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 ...

164: Jason Bay On Cold Calling Strategy from 2020-09-14T15:55:47

Jason 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...

163: Daniel Frohnen On Account Based Marketing from 2020-09-07T13:57:07

This 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 w...

162: Ashley Welch On Design Thinking from 2020-08-31T15:08:27

Our 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 d...

161: Colin Nanka On Resilience In Sales from 2020-08-24T14:19:28

This 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 l...

160: Frank Dale On Deal Management from 2020-08-17T14:50:43

Deal 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...

159: James Buckley Takes Over! from 2020-08-10T18:02:23

The 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 gi...

158: Tim Harsch On Timing&Relevance In Prospecting from 2020-08-03T15:49:36

Tim 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 c...

157: Jeff Hoffman On The Art Of Sales from 2020-07-27T17:46:45

John'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 ...

156: Morgan J Ingram On Building A Sales Career from 2020-07-20T14:04:26

Our 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 li...

155: Megan Holsinger On Nailing Customer Success from 2020-07-13T10:02:03

Today'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 perspectiv...

154: Darryl Praill On Becoming A Master Of Follow-Up from 2020-06-29T09:48:48

What 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 stil...

153: Greg Segall On Prospecting Personalization from 2020-06-22T10:45:04

This 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 ...

152: Trish Bertuzzi On The Future Of SDR Teams from 2020-06-15T09:36:22

This 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 an...

151: Open&Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company With Kyle Porter from 2020-06-08T10:47:27

Like 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 ...

150: The Anatomy Of A Great Prospecting Video With Tyler Lessard from 2020-06-01T10:29:48

Our 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 we...

149: Building An Industry Leading Personal Brand With Justin Welsh from 2020-05-25T10:11:56

Justin 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 cont...

148: When Prospects Say"I Need To Think"With Devin Reed from 2020-05-18T09:53:32

Have 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...

147: Addressing Layoffs In Sales With Amy Volas from 2020-05-11T09:59:54

Layoffs 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 companie...

146: Behind The Scenes of Searching For My Next Job With Ashleigh Early from 2020-05-04T15:38:49

Ashleigh 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...

145: Learning&Continuous Development For Sales Reps With Melanie Fellay from 2020-04-27T13:04:44

How 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 a...

144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram&James Buckley from 2020-04-20T10:26:29

This 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...

143: Leading With Empathy During Times of Uncertainty With Ralph Barsi from 2020-04-13T16:55

We 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 ...

142: What's Changed? With The JB Sales Executive Team from 2020-04-06T14:55:23

We'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 wi...

141: Getting Through This With Michael Sadeghpour from 2020-03-30T09:42:17

It'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 a...

140: True Enterprise Selling With Ian Koniak from 2020-03-23T10:25:09

What 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 ...

139: What Great Prospecting Outreach Looks Like With Doug Landis from 2020-03-16T10:26:15

We'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 ...

138: How SDRs Crush Quota Using Marketing Tactics With Gaetano Di Nardi from 2020-03-09T10:28:49

SDRs 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 ...

137: Making Prospecting A Math Game With Ryan Reisert from 2020-03-02T10:15:31

We'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 ...

136: How SDRs Can Hit 225% of Quota With Armand Farrokh from 2020-02-24T10:30:22

Armand 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 epi...

135: The Broken Prospecting&Sales Process With Jake Dunlap from 2020-02-17T10:16:43

Jake 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, activ...

134: New Technology Powering Prospecting Teams With Shruti Kapoor from 2020-02-10T10:24:03

We'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...

133: Barriers To Successful Prospecting With Matt Green from 2020-02-03T09:06:41

This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago with Sales Assembly and is always learning fro...

132: The Art of Closing A Deal With Danny Read from 2020-01-27T10:13:04

This week we're pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders. The c...

131: Using Personality Types In Sales With Drew D'Agostino from 2020-01-20T10:31:53

Drew D'Agostino joins us on the podcast this week to share insight into the key personality types sales reps will encounter. Everyone is different, which means they respond well to different types ...

130: What World Class Sales Coaching Looks Like With Dave Kennett from 2020-01-13T10:30:28

We're pleased to welcome Dave Kennett to the podcast this week. Dave is the CEO of Replayz, helping sales reps learn the lessons they need to go through to be more successful. In this episode, Dave...

129: Trademarks of Top Sales Reps With Tom Williams from 2020-01-06T10:21:08

We're pleased to welcome DealPoint.io's CEO Tom Williams on the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really ...

128: Decision Makers&Champions with Geoff Surkamer from 2019-12-16T10:53:56

Decision makers and champions are parts of a salesperson's everyday life. We're constantly reaching out to talk to decision makers or champions that can help us land that next deal and solve that p...

127: Sales Careers&Values with Dave Crow from 2019-12-09T11:08:29

This week we're pleased to have Dave Crow from Seismic Software on the podcast. Dave and John met through their good friend Todd Caponi, who we recently had on the podcast too. Dave gave us a great...

126: Bridging The Sales&Marketing Divide with Dialpad from 2019-12-02T10:43:31

This week we're bringing you a 2 for 1. Dan O'Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and m...

125: Setting Yourself Up for Sales Success with Jordan Arogeti from 2019-11-25T10:36:57

This week on the podcast, we're excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She's crushing it and is here to tell us about how she found her sweet spot in sales, how...

124: Motivation, Goals&Ambition With Scott Leese from 2019-11-18T10:54:04

We're pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and still climbed the la...

123: Finding Your Sweet Spot in a Sales Career with Amy Volas from 2019-11-11T09:57:06

This week we’ve pleased to have Amy Volas, CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales te...

122: The Difference Between Men&Women In Sales with Cynthia Barnes from 2019-11-04T09:48:37

This week we're pleased to have Cynthia Barnes on the podcast. Cynthia is helping women in sales reach the top 1% of their profession. But what are the differences between how men sell, and how wom...

121: Using Sales Content In Meetings With Doug Winter from 2019-10-28T09:35:30

This week we're pleased to have Doug Winter on the podcast. Doug's the CEO of Seismic Software, with over 9 years of providing slicker sales enablement solutions to draw experience from and share w...

120: Future Proofing Your Sales Career With Anita Nielsen from 2019-10-21T08:51:35

This week we have Anita Nielsen on the podcast. The Author of"Beat The Bots"has lots of thoughts on how sales is changing and the increasing role of technology in the profession. The average sales ...

119: The Beginning of a Sales Career With Lauren Bailey from 2019-10-14T09:28:08

You may have heard of GirlsClub, set up by Lauren Bailey to help coach and celebrate women in sales and their success’. This week Lauren is our guest on the podcast. Women in sales being one, getti...

118: The Age of Product-Led Sales with Evan Lewis from 2019-10-07T09:21:37

Evan Lewis is our guest on the podcast this week, and he’s got some great stories to tell. He started his own company and talks openly about why it failed. After realizing why it happened, he doubl...

117: Leading A Growing Company With Suneera Madhani from 2019-09-30T09:49:55

This week we're proud to have Suneera Madhani on the podcast. Suneera earned her stripes as a sales person going door to door, working in a seriously difficult industry. She's now running her own c...

116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea from 2019-09-23T09:48:16

Former Yankees'Strength and Conditioning Coach Dana Cavalea joins us on the podcast this week to review where the similarities between elite athletes and business men and women exist. Highlights in...

115: Under The Skin of Successful Salespeople With Mary Grothe from 2019-09-16T09:31:07

This week we have Mary Grothe, CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in sales. In this podcast Mary talks about how she ...

114: Taking Charge of Your Sales Career With Sydney Sloan from 2019-09-09T09:17:20

This week we’re proud to have Sydney Sloan join us on the podcast. Sydney leads marketing at SalesLoft as their CMO. In this episode Sydney and John talk about what a sales career looks like right ...

113: The Inside View at High Growth Companies from 2019-09-02T09:34:37

We have 2 guests this week who have lived and breathed through every effort Looker have made to grow in the last 5 years. Talal Assir and Rafael Jara-Simkin link the Looker sales team with the sale...

112: Transparency in Sales with Todd Caponi from 2019-08-26T13:38:18

Author of"The Transparency Sale,"Todd Caponi joins us this week to explore transparency in sales. Todd shares an amazing story of how he flipped an entire sales team's approach to selling in B2B by...

111: Supporting Women In Sales with Natalie Severino from 2019-08-16T10:22:31

Natalie Severino, VP Marketing at Chorus.ai joins us this week to talk about women in sales. It's a super hot topic right now and with good reason. Natalie shares her personal story of development,...

110: The Changing Role of SDRs in Sales With Amir Reiter from 2019-08-09T16:27:04

Amir Reiter, CEO of CloudTask joins us this week to talk about SDRs, AEs and sales in general. We dig into where SDRs are going wrong, how the path to AE needs changing and much more in this episod...

109: Building A Winning Sales Mentality&Growing With Sean Sheppard from 2019-08-05T09:04:32

My long-time friend, Sean Sheppard joins me to talk about: Being a 5-time Founder having successful exitsThe routes of a salesperson and their educationHow the sales profession has changed over th...

108: James'Say What Sales'Buckley from 2019-07-29T08:30

My friend and previous podcast guest, James'Say What Sales'Buckley joins me to talk about: What happened after he opened up about previous struggles on the podcast Benefits and the power of buildi...

107: Katy Tynan - Talent and Engagement Consultant from 2019-07-22T08:30

Katy and John go all the way back to Thrive Networks. While they could have easily talked all-day, but we focused on keeping your teams happy and engaged. Some items discussed:Working with sales e...

106: Sam Jacobs - Founder of Revenue Collective from 2019-07-15T15:06:16

Sam Jacobs is the founder of Revenue Collective and host of the Sales Hacker Podcast. We chat about being a sales leader in 2019. Topics covered in this episode includeShrinking tenures of sales l...

105: Shawn Finder Autoklose from 2019-07-08T14:05:30

Shawn Finder, CEO&Co-Founder of Autoklose joins me to talk about: Meaningful personalizationHow sales reps can use impressions to their advantage and gain familiarity with their prospects  Using e...

104: Josh Braun Founder of Sales DNA from 2019-07-01T08:00

Josh Braun, former client and founder of Sales DNA joins me in a somewhat different episode. Normally before we start recording John and the guest will warm up and go over what we talk about on th...

103: Kasey Jones - Marketing and Sales from 2019-06-24T08:30

Kasey Jones, is a marketing leadership coach and founder of A Better Jones, a demand gen agency that helps startups grow faster. Shifting from doing marketing at a large organization to early-stag...

102: Events with Brian Ludwig SVP at CVENT from 2019-06-17T13:05:52

Brian Ludwig, SVP of Sales at CVENT joins me this week to talk careers and events. We talk about:Staying at CVENT for 19 years  Why you shouldn’t be distracted chasing OTE Maximizing your ROI at e...

101: SalesLoft's VP of Sales Enablement Shawn Fowler from 2019-06-10T15:29:49

Shawn Fowler has something that's very unusual in the corporate world a PhD. He's also VP of Sales Enablement at SalesLoft. We talk about culture, sales enablement and engagement, and the transit...

100: Jeff Hoffman, Friend, Mentor, Founder of Hoffman from 2019-06-03T08:20

Jeff Hoffman, my mentor, former boss, friend and the founder of Hoffman, joins me for a the 100th Make It Happen Monday. Among other things, we talk about:Our history including Basho  What makes ...

Encore: Cold Calling Phone and Voicemail Strategies from 2019-05-27T15:29:28

Enjoy this encore episode of a classic Make It Happen Monday. Originally recorded live on Facebook, John Barrows talks about: The right way to make phone calls Why phone calls aren't as popular an...

99: Keenan - Gap Selling from 2019-05-20T12:58:12

Antagonist, author, and consultant Keenan to talk about his Gap Selling methodology   Gap selling is the space between your solution, and the customer.The gap is the state between the current state...

98 - Tim Bertrand Chief Sales Officer from 2019-05-13T15:14:12

Tim Bertrand, Chief Sales Officer shares his story having done just about every role in sales. We talk about building a sales organization that consistently wins andApproaching different sales orga...

97: Chris Voss - Negotiations and Tactical Empathy from 2019-05-06T08:30

Chris Voss, author of Never Split the Difference and CEO of the Black Swan Group joins me to talk about everything negotiations and using tactical empathy day to day. Difference between hostage an...

96: Sales Coaching with Rob Jeppsen CEO/Cofounder at Xvoyant from 2019-04-29T15:10:20

Rob Jeppsen is just as passionate as I am when it comes to sales coaching. In this episode, we cover:The problem with coaching in most sales organizations How to improve coaching in your sales tea...

95: Account Based Marketing and Sales Marketing Alignment with Latane Conant CMO at 6sense from 2019-04-22T15:48:49

Latane is a former sales leader turned marketer and now the CMO at 6sense. We talk about marketing sales alignment, and how to do account-based marketing the right way. Calling BS on ABM and what ...

94: Scott Crawford - Coaching and Scaling from 2019-04-15T08:30

From selling old and dusty mainframes to the latest PaSS and SaSS, Scott has sold just about everything in tech before getting into consulting.   East coast vs west coast mentality Getting better c...

93: Sandler Sales Training CEO Dave Mattson from 2019-04-08T08:30

Dave Mattson, CEO and President of Sandler Sales Training joins me to talk about training, working collaboratively, and how to be successful in sales. Some takeaways from this episode Working 3x H...

93: Josh Guttman - Prospecting to a new VP from 2019-04-01T08:30

Josh Guttman went through my training over 10 years ago as an SDR. Now as a VP, he's getting prospected using the same tactics he learned over a decade ago. We talk about:Bringing authenticity to ...

92: David Bloom - Level Jump from 2019-03-25T08:46:44

David Bloom, CEO of Level Jump and I talk about training with sales teams How sales reps learn differently  Habits of sales reps early on to be successful The best advice we’ve received early in o...

91: Jake Dunlap CEO of Skaled - LinkedIn and Personal Branding from 2019-03-18T08:30

Recorded Live at Rainmaker 2019 Jake Dunlap, CEO of Skaled and who you've probably seen on LinkedInm, joins Make It Happen Mondays to talk about what is working on LinkedIn right now, and why every...

90: Buyer Intent Data - Ed Marsh from 2019-03-11T11:27:54

John and Ed have been doing business since the early 2000s! We get caught up and touch on Buyer intent data - from body language to website behavior First party, second party, and third party inte...

89: Jason Bay CoFounder and CRO Blissful Prospecting from 2019-03-04T15:53:20

Jason Bay, Cofounder and CRO at Blissful Prospecting came on the podcast to talk all things prospecting. Some of the items we covered are:  Prospecting best practices in 2019. What's working right...

88: Kyle Porter SalesLoft CEO from 2019-02-25T16:26:50

This is a special episode of Make It Happen Mondays with my good friend, and CEO of SalesLoft, Kyle Porter.   In this episode:   How Kyle and John got connected Ability to evolve Living your values...

87: Perception vs Reality with Melanie Fellay CEO Spekit from 2019-02-18T09:30

Melanie Fellay, co-founder and CEO of Spekit, joins me to talk about learning sales with a trial by fire as an entrepreneur, and how she came to start Spekit We also discussBeing the first sales r...

86: Henry Schuck Discover Org from 2019-02-11T10:00

Henry Schuck, Co-founder and CEO of Discover Org and I talk about  The key to getting started and the importance of getting started in your 20s Common and less common triggers but also intent behi...

85: Charles Muhlbauer - Discovery Calls from 2019-02-04T10:00

Charles Muhlbauer, founder of Skillshare The Discovery Call Specialists, joins me to talk about discovery calls. We talk about: What makes discovery so important What can reps do better? What make...

84: Switching Careers Into Sales - ChrissiBeck from 2019-01-28T10:00

Christine Beck talks about her switch from a career in science and culinary into sales, and quickly rising up.  We hit on: Working your ass off Ask for more than is being asked of you Be a scient...

83: Steve Richard - Founder of Execvision from 2019-01-21T10:00

Steve Richard, founder at Execvision, joins me to talk about sales training and best practices.  Some topics we hit on are Making training stick beyond onboarding and eventsThe forgetting curve ...

82: Sales Coaching - Tom Lavery from 2019-01-14T12:30

Tom Lavery, CEO of Jiminny, joins John to talk about sales coaching. How to be a better coach, ask for coaching, and provide coaching. Items touched on in this episodeLessons from being acquired b...

81: Active Listening with Oscar Trimboli from 2019-01-07T20:28:30

Here are three quick takeaways from this episode of Make It Happen Mondays to help you become a more active listener. Stay focused and eliminate distractions The deeper you breathe, the deeper y...

Encore: Negotiations with Mark Raffan from 2018-12-24T16:21:21

This episode is all about closing and negotiation, how to close and how not to close. This podcast was originally episode 29 of the Negotiatons Ninja podcast hosted by Mark Raffan.

Encore: Sales Leadership with Rob Jeppsen from 2018-12-17T21:36:17

Earlier this year, I joined Rob Jeppsen on his podcast, the Sales Leadership podcast. There are a ton of actionable takeaways as you grow your team in 2019.

Encore: Sales Development Podcast with David Dulaney from 2018-12-10T16:39

Something different this week as we start to wrap up 2018. Enjoy my appearance on the Tenbound Sales Development Podcast hosted by David Dulaney.  If you enjoy this episode, make sure to subscribe...

Morgan Takes Over from 2018-12-03T23:13:26

Due to an insane travel scheduled which includes a return trip to India, Morgan takes over the podcast to go over some of the questions from the Cold Calling Webinar, and questions we've seen in ou...

Encore: Questioning Skills from 2018-11-26T20:11:32

With a lot of us taking a long weekend, we're running an encore of one of our favorite episodes - all about questioning skills. Use these skills to close out the year strong.Make It Happen!

80: Jon Ferrara Founder Nimble CRM from 2018-11-19T20:16:30

Jon Ferrara, founder of Nimble CRM joins me to talk about pioneering the CRM industry and building a CRM that actually focuses on relationships instead of reporting.

79: Secrets of the Top 1% of Sales Reps - Scott Ingram from 2018-11-12T23:40:15

Scott Ingram has interviewed a ton of the top sales professionals. To be invited on his podcast, you have to be the top rep on your team, or in the top 1%  His book breaks down 60 of the top sales...

78: Mental Health and Self Care with Tim Clarke from 2018-11-05T17:22:59

Tim Clarke, who runs product marketing for CPQ at Salesforce, shares a very personal journey about losing his father, and the toll that it took on his physical and mental well being.We all deal wit...

77: Reggie Nelson from 2018-10-29T16:11:12

Reggie Nelson is the definition of someone who makes it happen. He decided he needed to do something different. In his last years of high school - college in the UK, he has signed a professional fo...

76: Morals and Ethics in Sales, with Customers, and Business from 2018-10-22T19:11:19

Denise Hayman, VP of Sales and Dave Merkel, CEO and co-founder of Expel came by to talk about leading a company through morals and ethics, and what that really means. Specifically for sales teams ...

75: Sales Training with David Priemer from 2018-10-15T20:23:47

Repeat guest, David Priemer joins me again to talk about Sales Training. We talk about:   Finding and choosing the sales training program that is right for your team and a simple coaching formula W...

We Need To Talk - Webinar Audio from 2018-10-12T13:58:22

On October 10th, John Barrows, Trish Bertuzzi, Lori Richardson, and Kasey Jones discussed"bro culture"and being a woman in sales. Kasey and John are going to keep the conversation going in the Sal...

74: If You're a Sales Person, We're the Same Person - James Buckley from 2018-10-08T20:05:56

James Buckley joins me post-Dreamforce to talk about positivity, networking and what he's learned attending 70 events in the last three years. How a personal brand is your differentiator  The secr...

73: John Barrows is interviewed by Richard Harris from 2018-10-01T16:03:56

Richard Harris of the Harris Consulting Group and Sales Hacker flips the script and interviews me on Make It Happen Mondays. Some of the things, I talk about in this episode are.What my background...

72: Sales Development with Damien DeHart from 2018-09-24T16:00

Damien DeHart chats with Morgan about the current state of sales development, and where sales development is heading.

71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja from 2018-09-17T20:23:30

Mark Raffan, the Negotiations Ninja joins me on Make It Happen Mondays to talk about the other side of negotiations - procurement. We extended this one to an hour because we were getting so into th...

70: Jasmine Star from 2018-09-10T17:07:08

This is a very special episode of Make It Happen Mondays. I met Jasmine Star at the 4D Session put on by Gary V at Vaynermedia, and while she isn't someone in sales, she's definitely someone worth...

Encore: Always Be Closing? from 2018-09-04T02:43:31

A.B.C. Always Be Closing. Really? I think we need to always be conscious of closing so we can make it happen, but to always be closing isn't realistic in B2B Sales. Since it's a holiday, enjoy thi...

69: Side Hustles with Lucas Walker from 2018-08-27T21:35:06

Should you have a side hustle when working in sales? Maybe, but not for the money. Lucas from my team shares how he started his business from a side hustle, and what to consider when starting one ...

Friday Happy Hour 8/23 from 2018-08-24T06:00

In this episode of the Friday Happy Hour, John and Morgan discuss. Call Intros Where do you start when prospecting How do you personally stay motivated?Motivation is internal, inspiration is ...

67: Networking and Events from 2018-08-21T01:40:15

John shares his tips for networking events. From doing your research and going in with a game plan to using video after the event for follow up.

Friday Happy Hour 8/17 from 2018-08-17T03:14:19

John and Morgan recap a week of travel and #flipmyfunnel

66: Hope is Not a Strategy and Sales Enablement with Roderick Jefferson from 2018-08-13T20:14:30

In this episode, my good friend Roderick Jefferson joins me to talk about how hope is not a strategy, and why enablement is so critical to organizations success. Training is not a one-time spot ...

Friday Happy Hour - 8/10 from 2018-08-10T07:00

Every Friday, John and Morgan answer your questions live in the Make It Happen community.  Questions in this episode are. Getting ghosted from prospects and emailing them to follow upKeeping trac...

65: Scott Leese - Starting Your Career Later from 2018-08-06T20:23:10

Scott Leese joins Make It Happen Mondays to talk about how he got started later than many people and has been building his personal brand over the past 18 months. Feel free to reach out and connec...

64: Owning Your Career with Christopher Fago from 2018-07-30T21:11:03

Christopher Fago drops by to talk about why you can and should be excited about honing your craft. You have a 30 - 40-year career. You don't need to be in a hurry to get promoted after 9 months. T...

63: Chris Orlob from Gong.io from 2018-07-23T20:06:21

Chris Orlob from Gong is back with some more data-driven insights. We discuss how many questions you should ask, when to schedule your meetings, what people will work hard for, and how to increase ...

62: Armen Zildjian from Drift from 2018-07-09T22:07:25

Armen Zildjian, VP of Sales at Drift, joins me to talk about the shift in Sales and removing layers between you and your buyers. We also talk about ways that video can and should be used in the sa...

61: Maximizing a Slow Week from 2018-07-02T20:42:38

In this episode during the 4th of July week, Morgan and I chat about how we can make the most out of what is typically a slow week. Items we cover include Being all in or all out this week Preppin...

60: Social Selling with Olivia Bodnar RingDNA from 2018-06-25T20:30:50

John Barrows is a leading B2B sales trainer and founder of J Barrows. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable tips to close more business.

59: Kevin Dorsey and Humanizing Sales from 2018-06-18T22:49:29

Kevin Dorsey from ServiceTitan comes by for an extended episode of the podcast to talk about humanizing sales. We talk about why sales is the best career to have, and some major nuggets including ...

58: John and Morgan talk about Preparation and Execution from 2018-06-11T21:18

In this episode of Make It Happen Mondays, Morgan and John talk about the amount of preparation it has taken to get to the point of Morgan being able to deliver the JBarrows training on his own. O...

57: Cold Calling with Chris Orlob from Gong from 2018-06-04T19:33:56

In this episode of the podcast, Chris Orlob from Gong.io joins me as we talk about cold calling, the future of AI and voice, and some of their research including why cold calling isn't dead, the be...

Friday Happy Hour Mashup from 2018-05-28T20:52:43

No new episode of Make It Happen Mondays today, but what we did instead was a mashup of some of the best questions and topics from the Friday Happy Hour.Topics we cover that made it to the podcast ...

56: Bill Hart - Discipline, Training, and Practice from 2018-05-21T19:33:07

Executive Coach Bill Hart comes by to talk about having a military style approach to discipline, training, and practice in your sales career. I also announced the 100,000 downloads Make It Happen ...

55: Pricing with Patrick Campbell of Profitwell (Price Intelligently) from 2018-05-14T19:50:43

On this episode of Make It Happen Mondays, Patrick Campbell of Profitwell swings by to discuss pricing and price increases. Topics in this episode include coming up with defensible pricing, and ho...

54: Make It Happen from 2018-05-07T18:14:03

Had to call a double audible on this episode, talking about where the Make It Happen mentality came from. Tell me your Make It Happen story to win a bunch of Make It Happen gear, Filling The Funne...

53: Steve Woods And Staying Top Of Mind Without Being Annoying from 2018-04-30T19:25:20

Steve was part of the original Eloqua team in the early 2000s, now he is the CTO of Nudge.ai. In this episode, we talk about: How can you build and measure your business relationships? The landsca...

52: What Happens After An Acquisition from 2018-04-23T19:05:03

In this episode of Make It Happen Monday, I tell the story of what happened after my first startup, Thrive Networks was acquired by Staples.

51: NEAT Selling with Richard Harris from 2018-04-16T21:39:52

Richard Harris of the Harris Consulting group and SalesHacker joins me to talk about BANT selling, and why it needs to be replaced with NEAT selling.

50: Owning Your Career Path With Chris Pepin from 2018-04-09T18:18:02

Chris Pepin joins me to talk about job hunting, what recruiters are looking for and how to own your career path. Make sure to listen to the whole episode because Chris drops some great nuggets tow...

49: Getting Your First 10 Clients from 2018-04-02T19:16:02

I'm joined by Tukan Das, CEO of Leadsift to talk about getting your first 10 real customers. Some of the things we talk about are why you should always charge your early adopters. How to test your...

48: Just In Time Learning With Jake Miller From Allego from 2018-03-26T22:56:07

I'm joined by Jake Miller from Allego to talk about how sales reps can consistently be improving and learning as they go.

47: Objection Handling With David Priemer from 2018-03-19T20:08:03

David Priemer of Cerebral Selling joins me to talk about objection handling. David has worked at several startups, including Rypple which was acquired by Salesforce to become Work.Learn more about...

Encore - Kevin Micalizzi from Quotable from 2018-03-05T17:06

I'm at Rainmaker in Atlanta this week, so enjoy this encore presentation from Salesmachine 2017. I sat down with Kevin Micalizzi, the executive producer of the Quotable podcast.

46: Sales Evolution And Execution from 2018-02-26T22:10:37

In this episode of Make It Happen Mondays, we make do with some technical difficulties to talk about what it means to constantly evolve and execute when it comes to sales.

44: Personal Branding and Social Etiquette with Morgan from 2018-02-19T19:21:49

In this episode of Make It Happen Mondays, Morgan and I discuss trolling on social media, building a personal brand, and some things we can all do to help build our personal brands the right way.

43: Customer Success And Sales with Emmanuelle Skala from 2018-02-12T19:55:48

In this episode of Make It Happen Mondays, I'm joined by Emmanuelle Skala, the VP of Customer Success at Toast. We met a few years ago when she was the VP of Sales at Influitive, and we discuss th...

Encore: Interview with Jorge Soto of Firstcut from 2018-02-09T15:10:17

I sit down with Jorge Soto as we talk about how to grow and scale businesses. We touch on when companies hit the inflection point from inbound to outbound sales, the problem with growing tech stac...

42: Learning from Your Losses from 2018-02-05T23:26:26

On a miserable day in Boston, I'm joined by Ryan Sorley to talk about a very timely topic - learning from your losses. Check out Ryan's company at http://doublecheckresearch.com/

41: Doug Landis Talking about Sales Leadership from 2018-01-29T21:47:39

John Barrows is a leading B2B sales trainer and founder of J Barrows. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable tips to close more business.

40: Modern Buying With Dave Gerhardt From Drift from 2018-01-22T19:43:31

What's up, everyone! In this episode, I'm joined by Dave Gerhardt from Drift. I promise we only spend a couple of minutes talking about the AFC championship win over Jaxsonville. What we do cover ...

39: Feeling Overwhelmed and Getting Out of a Negative Tailspin from 2018-01-15T20:17:43

The new year can be a very stressful time in sales. I've been feeling a bit overwhelmed lately, with my schedule being filled until April, this is how I stay calm.

38: Trends we're following. from 2018-01-08T20:14:50

John Barrows is a leading B2B sales trainer and founder of J Barrows. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable tips to close more business.

Encore: Design Thinking with Ashley Welch from 2018-01-02T18:43:32

I interviewed Ashley Welch of Somersault Innovation at SalesMachine 2017. We discuss how taking a design thinking approach can be applied to sales.

Encore: Interview with Intercom from 2017-12-27T17:01:22

Happy Holidays everyone! Check out this encore episode which I recorded with Intercom on their podcast Inside Intercom. Make It Happen!

37: Ben Sardella, Co-founder of OutboundWorks and Sales Development Thought Leader from 2017-12-18T20:22:26

In this episode of Make It Happen Mondays, Ben Sardella, who came out of nowhere to beat me in the top sales development thought leader contest, joins me to talk about his career in sales and what ...

36: Asking for Referrals + John needs your vote! from 2017-12-11T20:07:04

In this episode of Make It Happen Monday, John talks about some of the best and worst ways to ask for referrals. Don't forget to vote for John as the Sales Development leader here: https://salesde...

35: Mindset of an SDR Hosted by Morgan from 2017-12-04T21:38:33

In this Episode of Make It Happen Mondays, Morgan takes over to talk about the mindset of an SDR and takes your questions about how SDRs can set themselves up for success.

Bonus Episode: SalesHacker AMA Session at Dreamforce from 2017-12-01T14:20:06

In this bonus episode of the Make It Happen Podcast, recorded at Dreamforce in the Saleshacker lounge, John is on a panel with John Kosturos, CRO at RingLead, and Richard Harris, Owner&CEO, The Har...

34: John's Guiding Principles from 2017-11-27T22:12:06

In this episode, John revisits his 12 Guiding Principles that have helped him throughout his careers. Get the free ebook in the Make It Happen community. https://www.facebook.com/groups/jbarrows/

33: Phill Keene from Costello from 2017-11-20T21:59:22

In this episode of Make It Happen Mondays, John is joined by Phill Keene from Costello to talk about the process behind your sales methodology and how to tell which deals are worth spending your ti...

32: Dreamforce Recap with Morgan J Ingram from 2017-11-13T20:47:15

In this episode, Morgan takes over for John and recaps his top 5 takeaways from Dreamforce17.Morgan's top five takeaways. 1. Always be on point. A big conference like Dreamforce is playing for kee...

31: Live From Dreamforce from 2017-11-06T22:45:49

Recorded live from Dreamforce before my session with Trish Bertuzzi and Doug Landis. If you are attending this year make sure to hit me up on social media @johnmbarrows!

30: Adapt Or Die and a Major Announcement from 2017-10-30T19:00:15

John Barrows is joined by his new hire to talk about ways to adapt and stay ahead of the curve. Both share some of their top tips and nuggets they've picked up along the way.

Encore: Talking to Doug Landis about AI in Sales from 2017-10-23T15:11:36

In this encore episode of Make It Happen Mondays, I'm joined by my business colleague and friend Doug Landis of Emergence Capital. Prior to Emergence, Doug worked at companies like Salesforce and ...

29: Just In Time Learning and Kickstarter announcement from 2017-10-16T20:20:32

John is joined by Ryan from Learncore to talk about their partnership, how to learn effectively and the impact of Just in Time Learning.John also announces his new book being launched on Kickstarte...

28: AI Friend or Foe with Trish Bertuzzi from 2017-10-09T18:05

In this episode, I am joined by my good friend Trish Bertuzzi, the CEO of The Bridge Group and my good friend to talk about AI in sales.

27: Questioning Skills from 2017-10-03T00:33:40

In the episode, inspired by Bill Belichick's latest press conference, John Barrows talks about how meaningful open-ended questions can help you throughout the entire sales cycle.

26: Networking from 2017-09-25T19:59:44

In this Episode, John Barrows shares his top networking tips that have helped him out in his sales career.

Encore: Rainmaker2017 from 2017-09-18T23:14:41

Recorded at Rainmaker 2017, John Barrows talks about the disconnect between sales and marketing.

25: Content Vs Context from 2017-09-11T19:47:57

If content is king, then context is God. If you're not giving your information you're just doing marketing's job, and not as good as them. You have to give your information context.

Encore: How to Prospect Like Salesforce from 2017-09-04T17:25:56

Happy Labor Day everyone. Enjoy this encore presentation originally from Quotable on how to prospect like Salesforce.

24: Learning in Sales from 2017-08-28T23:22:26

In this episode, John shares how learning is changing and why you don't need to wait for your employer to train you. He also shares his travel tips and a funny story.

23: Personal Branding with Koka Sexton from 2017-08-15T01:49:45

In this episode, John is joined by social selling expert Koka Sexton to talk about personal vs professional branding.

22: Sales Channels from 2017-08-08T23:53:56

In this episode, John is in his backyard talking about which sales channels are best.

21: Work Your Ass Off! from 2017-08-03T03:59:22

In this episode, John talks about work ethic and where it's lacking a bit lately.

20: Closing from 2017-08-03T03:47:33

We've all seen the Glengarry Glen Ross clip of Always Be Closing, but what does it really mean? Maybe we aren't always closing, but we need to always be conscious of closing.

19: Cold Calls and Phones from 2017-08-03T03:46:11

John talks about best practices for phones and cold calls to still be an effective sales medium.

18: Pros and Cons of Sales Cadence from 2017-08-03T03:44:28

John talks about the pros and cons of sales cadences and best practices for a contact strategy.

17: Mark Birch talking about Business Communication from 2017-08-03T02:42:25

On this episode, John is joined by Mark Birch, founder of the Enterprise Sales Forum to talk about business writing and communication skills.

16: Evolve Or Die from 2017-08-03T02:26:03

In this episode, John talks about why it's important to evolve to survive.

15: John's 12 Guiding Principles from 2017-08-03T02:24:30

In this episode, John goes of his 12 guiding principles that have been key to his success in business and life.

9: Special Guest Morgan J Ingram from 2017-08-03T01:35:28

In this episode, Morgan J Ingram joins John Barrows before he joins JBarrows

14: Rapid Fire Actionable Sales Tips from 2017-08-03T01:19:03

In this episode, John gives you some rapid fire actionable sales tips.

13: Focus on What You Can Control from 2017-08-03T01:14:19

John talks about the importance of focusing on what you can control.

11: Everyone Needs A Vision from 2017-08-03T01:13

Everyone needs a vision. In this episode John talks about his vision that sales is the greatest profession in the world when done right.

11: Everyone Needs A Vision from 2017-08-03T01:13

Everyone needs a vision. In this episode John talks about his vision that sales is the greatest profession in the world when done right.

10: Engaging and getting responses from new prospects from 2017-08-03T00:40

In this episode, John talks about engaging and getting responses from new prospects.

10: Engaging and getting responses from new prospects from 2017-08-03T00:40

In this episode, John talks about engaging and getting responses from new prospects.

9: Stop Doing What You're Supposed To Be Doing from 2017-08-02T23:40

Learn how to stop going through the motions in life and work. Put your personal stamp on your efforts and focus on what you believe in.

9: Stop Doing What You're Supposed To Be Doing from 2017-08-02T23:40

Learn how to stop going through the motions in life and work. Put your personal stamp on your efforts and focus on what you believe in.

8: Getting Out Of a Negative Tailspin from 2017-08-02T20:42:30

How do you get out of a negative tailspin?

7: Becoming a Thought Leader from 2017-08-02T18:04:08

John talks about becoming a thought leader and what that means.

6: Time Management from 2017-08-02T14:43:21

John talks about prioritizing your time as a sales rep.

5: Messaging and Trade Shows from 2017-08-02T03:59:49

In this episode. John Barrows talks all about messaging and trade show sales.

4: Expectation Setting from 2017-08-02T01:47:48

John Barrows is a leading B2B sales trainer and founder of J Barrows. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable tips to close more business.

3: Phone and Voicemail Strategies from 2017-08-01T23:45:54

On President's day, John Barrows talks about phone and voicemail strategies.

Topics covered include
The right way to make phone calls
Why phone calls aren't as popular anymore...

2: Selling to Executives from 2017-07-31T02:25:11

In the second episode of Make It Happen Mondays John Barrows discusses selling to C-suite executives and takes your questions.

Topics covered in this episode include:
Approaching ex...

1: John Takes Your Questions from 2017-07-24T00:42:52

Recorded the day after the New England Patriots Super Bowl victory, John Barrows takes your sales questions.