John Barrows

Podcast 155: Megan Holsinger On Nailing Customer Success

John Barrows

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.

Podcast 154: Darryl Praill On Becoming A Master Of Follow-Up

John Barrows

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 still happening in prospecting and how to fix them.

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Podcast 153: Greg Segall On Prospecting Personalization

John Barrows

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.

Podcast 145: Learning & Continuous Development For Sales Reps With Melanie Fellay

John Barrows

Learning and continuous development for sales reps is vital. Every prospect interaction is different, it can be hard to remember your training or pick the right approaches every single time.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Podcast 152: Trish Bertuzzi On The Future Of SDR Teams

John Barrows

This week, John turns to a good friend for a sanity check on where the future of SDR teams is headed. Trish Bertuzzi has tons of great data on how SDRs are performing and being tracked right now and is using it to advise SDR teams on what to do next.

Why Sales Reps Must Stop Trying To Create Urgency

John Barrows

One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by proactively offering discounts at the end of the month, but that’s just sad. But how do you actually “create” urgency? Let me be clear – you can’t.

Podcast 149: Building An Industry Leading Personal Brand With Justin Welsh

John Barrows

If you haven’t seen Justin Welsh on LinkedIn, we’re not sure what’s gone wrong. Justin has one of the strongest personal brands out there, coming from sales and now working on building his own company. Would you like to know how he built his personal brand?

Podcast 150: The Anatomy Of A Great Prospecting Video With Tyler Lessard

John Barrows

We ran a report on which channels were winning us the most meetings over the past few months, and video was the winner by a distance.

Podcast 146: Behind The Scenes of Searching For My Next Job With Ashleigh Early

John Barrows

Ashleigh Early is a guest we’ve been looking to have on the podcast for some time. She has an amazing story about how she was let go from her job just before Christmas and began her search for her next job.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Podcast 142: What’s Changed? With The JB Sales Executive Team

John Barrows

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. Christopher Merrill and Meghan Forgione have been through economic downturns before and are using what they learned before, right now.

Podcast 137: Making Prospecting A Math Game With Ryan Reisert

John Barrows

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 need.

Podcast 144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley

John Barrows

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 at any level is the closest job in the world to being your own boss, to being an entrepreneur.

James Picks Brains: Leadership Style With Tom Williams

John Barrows

What’s your leadership style? Tom Williams isn’t one to shout and scream at his team. His leadership style is based around leading by example and clearly setting deadlines and expectations, with the aim of helping his team hit their potential.

Travel 144

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

Interview: The Structure of Prospecting Teams With Josh Roth

John Barrows

What’s going to happen to SDRs and prospecting teams in the future? The sales development function is always changing. We spoke to Josh Roth to hear how he thinks prospecting teams and the role of an SDR is going to change.

Podcast 151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company

John Barrows

Like everything in the world over the past few months, business has been tough. Leading a company and multiple teams is not easy, but it’s certainly been tougher to do both of those things of late.

Podcast 113: The Inside View at High Growth Companies

John Barrows

This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as Talal Assir , Director of Sales Engineering.

WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman

John Barrows

The post WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman appeared first on JB Sales

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

James Picks Brains: Work Life Balance With John Barrows

John Barrows

In the first of my brand new series, I’m pumped to have a long-term mentor sit and talk to me for 20 minutes about how he sets himself up for a successful day, every day.

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

The Battles of Starting Your First Prospecting Role

John Barrows

Starting a new gig can be challenging. No matter how versed we are at something, when we switch roles, companies, responsibilities, and projects, it can be overwhelming. I recall moving into the SaaS space from a 15-year kitchen career, and feeling inadequate for months.

The Power of Educating Prospects on Your Buying Process

John Barrows

Successful sales processes usually have a ton of “yes”. The trouble comes when we don’t get the most important yes. The “Yes, I will buy from you”. In a lot of ways, this comes down to the buying process. You might be thinking that I’m referring to your sales process. I’m not.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

James Picks Brains: Justin Shie’s Morning Routine

John Barrows

Justin Shie is a sales professional putting in the work. He’s got a killer morning routine that sets his day up for success. If you know the JBarrows team well, you’ll know that’s something we subscribe to as well.

Podcast 135: The Broken Prospecting & Sales Process With Jake Dunlap

John Barrows

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, activity metrics and their general approach to the sales process. But what’s broken?

Podcast 133: Barriers To Successful Prospecting With Matt Green

John Barrows

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 from what they’re doing to crush their market.

Podcast 111: Supporting Women In Sales with Natalie Severino

John Barrows

Joining us this week is VP Marketing Natalie Severino. She’s one of the top names in Sales and Marketing working on making salespeople able to review data that can improve their performance instantly.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Podcast 143: Leading With Empathy During Times of Uncertainty With Ralph Barsi

John Barrows

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 the global inside sales team at

Podcast 136: How SDRs Can Hit 225% of Quota With Armand Farrokh

John Barrows

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.

Quota 136

How I Prospect Every Day

John Barrows

I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline.

The Biggest Sin In Sales

John Barrows

Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.”

Exact 190

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

James Picks Brains: Empathetic Leadership With James Bawden

John Barrows

James Bawden is one of the hot talents in the sales development world right now. He’s in the trenches, on the frontlines every day. Prospecting into new accounts, following up, doing his best to exceed his number and get his team to do the same.

Podcast 132: The Art of Closing A Deal With Danny Read

John Barrows

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.

Podcast 134: New Technology Powering Prospecting Teams With Shruti Kapoor

John Barrows

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.

Podcast 110: The Changing Role of SDRs in Sales With Amir Reiter

John Barrows

In this week’s episode we have Amir Reiter on the podcast, the CEO of outsourced sales company CloudTask. Amir has traveled far and wide having started businesses young and learn the hard way.

Oracle 165

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”