John Barrows

How I Made the Mental Shift with Social Selling

John Barrows

As a GenXer, when Social Selling hit the sales scene I thought it was a joke and yet another thing I was supposed to do to be successful in sales. Fantastic, add it to the list. The whole idea of tweeting and posting sounded and felt ridiculous to me.

Finally! A Contact Strategy That I Appreciate

John Barrows

There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list.

5 Voicemail Tactics to Get More Callbacks

John Barrows

Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they are good ones. If you’re leaving ‘touching base’ and ‘checking in’ voicemails then I would not to waste the prospect’s time.

Want to Know Which Deals Will Close by End of Year? Do This Right Now.

John Barrows

I’m getting a lot of questions from reps right now about what they can do to make sure the deals in their pipeline will close by the end of the year or how they can create urgency to get them to close.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Put Your Shoes On! Plus 12 Other Tips to Do Travel Right

John Barrows

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different.

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Executives are Like Children

John Barrows

They both need structure. I have an 8-year-old daughter and I’ve realized that if you don’t give kids any structure or guidelines/rules they go crazy. I know some friends who allow their kids to do whatever they want and are absolute nightmares because of it. The kids are the ones in control, not the parents. My wife and I give our daughter structure and I’m not saying she’s a saint but she’s a hell of a lot easier to deal with than most.

Sell The 20%

John Barrows

Think about all the products, technology and services you use. I bet you only use about 20% of whatever they’re capable of. Take Excel for instance. Excel is an insanely powerful tool yet most people just put a few numbers in the fields and click the “sum” equation to add them up. The same is true for what and how people buy. My experience is that customers only care about 20% of what our solutions offer and mainly only want the parts that align directly with their priorities.

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Free Sales Training: 6 of My Favorite Sales Tips

John Barrows

There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day.

Deep and Active Listening Skills for Sales

John Barrows

One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening etc. Besides putting down the distractions, and focusing on the conversation you’re having, there are a few tactical things we can all do to become better listeners. Episode 81 of the Make It Happen Mondays podcast featured an expert in deep listening, Oscar Trimboli.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Prospecting is Not About Selling

John Barrows

At least it’s not about selling your products or services. Can you sell your product or service in a 30-second pitch? Can you sell it in a one-page e-mail? I hope not. If you could your company wouldn’t need you. Prospecting is about selling the next step. It’s about selling time.

A Phrase You Never Want To Hear In Sales

John Barrows

“I’ll need some time to digest what you just said.”. As a younger, less experienced rep, I used to think this phrase was awesome.

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Your #1 Competitor…

John Barrows

Recently I’ve noticed reps and companies spending a lot of time worrying about their competition and trying to figure out what they’re doing or how to defend against them, etc. I don’t know why but I’ve never really worried too much about competition.

Our Dreamforce 2018 Recap

John Barrows

With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first, and John’s countless time at Dreamforce. In no particular order, here are our top takeaways from Dreamforce 18. The power of voice.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Goal Setting

John Barrows

January can be a tough month. The holidays are past us, winter won’t end, and there is a good chance our quotas have gone up. For me, it’s my busiest time of the year, which is why I rely on goals to keep me on track. Without goals you get lost.

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A Guide to Getting the Most Out of Networking Events

John Barrows

With Q4 around the corner and event season (September) upon us, we here at JBarrows will be making the rounds at all the events coming up like Tenbound , HyperGrowth , INBOUND , Digital Sales World and of course Dreamforce.

Looking For Your First Job? Consider A Job In Sales

John Barrows

Lately I’ve seen lots of graduates on LinkedIn and I’d like to say “Congratulations” to everyone moving on to the next chapter of your life journey. The good news is you’ve made it. The bad news is these upcoming chapters are what actually matter. What job will you land?

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Let’s Keep Talking

John Barrows

The feedback from the recent “We Need to Talk” webinar was so positive that we wanted to summarize some of the key points we discussed, share the resources we’ve compiled and keep the conversation by introducing the Slack community we’re building called Sales Done Right.

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Sales Lessons from the World Series

John Barrows

One of the great things about sales is that you can practice it everywhere you go. You can also use just about every opportunity as a teachable moment, including the 2018 World Series – GO SOX!!

Should you leave a voicemail?

John Barrows

Something I get asked a couple of times a week and usually has a lot of engagement when I share it on social, is the topic of voicemails. There is always a debate if leaving voicemails still makes sense in 2018. The answer, for a number of reasons, is yes. Why you should leave a voicemail.

How to Sell Smarter than Automated Communication and Artificial Intelligence

John Barrows

Cars can drive themselves. Filmmakers can replace actors with CGI. Conversations can be automated with a computer program.

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Cold Calling – Insights from Chris Orlob at Gong

John Barrows

Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong.io and it was filled with so much value, we decided to try something new and transcribe it as a blog post. If you enjoy this format, please let me know in the comments or by hitting me up on social.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Confirming and Controlling Meetings (Specific Technique)

John Barrows

Nothing is more frustrating than prospecting all day long to find that needle-in-the-haystack potential client who finally agrees to schedule a meeting with you only to have them never show up.

Confidence Overcomes Most Shortcomings Except For…

John Barrows

… An Ego. If you have an ego you’re not going to get very far in sales or in life in my opinion. However, if you have confidence you can achieve almost anything. People gravitate towards confidence and want to be a part of it. This is true in all aspects of life and especially in sales.

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Dear Buyers – It’s OK to Tell a Sales Rep NO

John Barrows

No is actually the second-best answer a sales rep can hear besides the obvious yes. The worst sin in sales is not for a sales rep to lose a deal, it’s to take a long time to lose a deal.

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Stop Trying to “Sell”

John Barrows

Sales shouldn’t be thought of as trying to “sell” anyone anything. We are either helping people achieve their goals or solve their problems. That’s the mentality we need to have. If you’re trying to sell people something they don’t need and using tactics to convince people to do something they otherwise wouldn’t do, then you’re the reason the profession of sales has such a negative perception.

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Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

The Downside of an Acquisition: How to Navigate Your Career and Life Better than I Did

John Barrows

Be authentic and do what you feel is right, even if it means upsetting your boss. For millions of people, it’s the big dream: Join a small startup. Build it into a powerhouse. Get acquired by a massive corporation — and enter a whole new tax bracket.

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Why Procrastination Works

John Barrows

I’ve been somewhat of a procrastinator all my life albeit I’m getting much better with age. I used to wait until the last minute to study for a test or to get a paper in on time but somehow I was able to complete and excel at whatever the task was even with my procrastination.

Stop Farting on Airplanes, and 12 Other Tips to Do Travel Right

John Barrows

Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different.

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Going Over Someone’s Head Without P **g Them Off

John Barrows

This is one of the hardest things to do in Sales in my experience. You have a good relationship with someone below the Power Line who is telling you what you want to hear and being just nice enough for you to stay with them even though you know they can’t get the deal done for you.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Continuous Improvement

John Barrows

I’m usually a big fan of avoiding my weaknesses and playing to my strengths. At the end of the day, my weaknesses are my weaknesses for a reason and it’s mainly because I don’t like doing them.

Stop Doing What You’re “Supposed To Do”

John Barrows

Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story.

Marketing Should Market and Sales Should Sell

John Barrows

The line between Sales and Marketing is getting thinner and thinner these days. Marketing is become more targeted with their messaging, while Sales is getting more generic and templated with theirs.

Why Focus is the Key to Connecting with Prospects in 2018

John Barrows

People ask me all the time which medium is the best one to connect with prospects these days. Is it phone, e-mail, Inmail, text, social? Historically, one of these has always been somewhat of the killer app.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.