John Barrows

Podcast 183: Galem Girmay On Building Relationships In Online Communities

John Barrows

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.

Podcast 187: Joe Caprio On The Future Of Sales Demos

John Barrows

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 that we experience as demo attendees is often shared by the people that are actually doing the demos.


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Podcast 185: Lindsey Boggs On Mental Health Skills For Sales Leadership

John Barrows

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 environment that is conducive to growth.

Podcast 186: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way

John Barrows

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.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Podcast 180: Larry Long Jr. On Team Development And Motivation

John Barrows

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 his LinkedIn presence, the difference between leadership and management, and finding a rep’s motivation.

Podcast 184: Chris Voss On Negotiations And Tactical Empathy (Replay)

John Barrows

This week we’re replaying one of our most impactful episodes that we’ve ever produced on Make It Happen Mondays.

Protected: Podcast 168: Kyle Racki On World-Class Proposals

John Barrows

This content is password protected. To view it please enter your password below: Password: The post Protected: Podcast 168: Kyle Racki On World-Class Proposals appeared first on JB Sales. General Sales featured

WEBINAR: John Barrows and Leslie Douglas host “How to Write Persona-Based Emails” [Coming Soon!]

John Barrows

The post WEBINAR: John Barrows and Leslie Douglas host “How to Write Persona-Based Emails” [Coming Soon!] appeared first on JB Sales

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Podcast 179: Looking Back On 2020 And Ahead To 2021

John Barrows

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?

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 174: Ryan Leavitt On The Entrepreneurship Path

John Barrows

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 people, and how Pillar Booth is designed to fix the modern day open office. .

Podcast 171: Scott Yorke On Positive Impact

John Barrows

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 had on the team and Scott is talking to us today about the impact he’s had. Follow the podcast: Subscribe on iTunes.

Podcast 160: Frank Dale On Deal Management

John Barrows

Deal management. How important is it to you? If you ask Frank Dale , it’s more important now than ever. John is joined by a good friend, Frank Dale on the podcast this week to discuss his journey in sales tech and why deal management is his focus right now.

Rediscovering the “Art” of Prospecting with Jeff Hoffman: 5 Takeaways You Need Today

John Barrows

John Barrows wasn’t born a “great sales trainer”. The skills he teaches and the processes he implements into sales teams have an origin. Early on in his entrepreneurship, John attended many sales training sessions from several organizations. One that stood out was BASHO.

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.

WEBINAR: Morgan Ingram speaks at Sendoso’s “CONNECTED”

John Barrows

The post WEBINAR: Morgan Ingram speaks at Sendoso’s “CONNECTED” appeared first on JB Sales

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Podcast 175: Sam Dunning On Selling Like A Marketer

John Barrows

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 discuss the term “thought leader” and why it’s not always the best term for some professionals.

Podcast 170: Charlie Locke On Building SDR Nation

John Barrows

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 to be successful. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

WEBINAR: James Buckley and Meg Holsinger host “How to Turn Customer Success into Sales Success” [Coming Soon!]

John Barrows

The post WEBINAR: James Buckley and Meg Holsinger host “How to Turn Customer Success into Sales Success” [Coming Soon!] appeared first on JB Sales

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Podcast 163: Daniel Frohnen On Account Based Marketing

John Barrows

This week on the podcast, we talk to one of the very best out there in the account based marketing world. Daniel Frohnen from Sendoso joins us to explain what “ABM” is, how it works and where people go wrong with it. This was a great episode… Follow the podcast: Subscribe on iTunes.

Podcast 173: David Nihill On Using Humor In The Sales Process

John Barrows

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 topics that we’ve seen as important in the sales and public speaking space.

John Barrows and Harris Consulting Group Team Up to Deliver N.E.A.T. Selling™ via OnDemand Platform

John Barrows

NOVEMBER 9 2020 — JB Sales. JB Sales announced today that they will be adding N.E.A.T. Selling sales training , developed by the Harris Consulting Group, to the library of sales courses available on the training video subscription service, OnDemand.

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Podcast 165: David Bloom On World Class Sales Enablement

John Barrows

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 sheds light on how to break through the noise and to focus on activities that impact your bottom line.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Podcast 181: Victor Antonio’s Thoughts On 2020 And Predictions For 2021

John Barrows

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 countries, and more!

Podcast 167: Logan Lyles On Podcast Prospecting

John Barrows

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 leveraged appropriately by sales reps.

Podcast 162: Ashley Welch On Design Thinking

John Barrows

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 design thinking really is and how you can apply it, even if it’s difficult at first.

Podcast 178: Darryl Praill & Shawn Finder On The State Of Sales In 2021

John Barrows

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 for many reasons, to finding the right fit for acquisition. . Follow the podcast: Subscribe on iTunes.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Podcast 161: Colin Nanka On Resilience In Sales

John Barrows

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 lessons from these experiences and has applied them to his sales career.

Podcast 158: Tim Harsch On Timing & Relevance In Prospecting

John Barrows

This week, Tim Harsch , CEO of Owler joins us on the podcast. John uses Owler every single day, and discusses how to nail your timing and relevance in your prospecting.

Podcast 159: James Buckley Takes Over!

John Barrows

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.

Podcast 164: Jason Bay On Cold Calling Strategy

John Barrows

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 that determine your success on cold calls is the mentality and confidence you begin the call with.

How to Redirect Your Indirect Channels by Enabling the Right People

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

Podcast 166: Sarah Brazier On The SDR To AE Transition

John Barrows

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, but it’s very difficult to adapt to a totally different role.

Podcast 176: Becc Holland On Personalization At Scale

John Barrows

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 messaging, cadences, workflows, and the results.

Podcast 172: Dr. Diane Hamilton On The Importance Of Curiosity

John Barrows

On this week’s episode we’re talking with Diane Hamilton, behavioral expert, CEO and Founder of Tonerra, and creator of The Curiosity Code Index®. She talks with us about our emotional quotient (EQ) and how it impacts our day to day in sales, and what hinders our curiosity.

WEBINAR: James Buckley hosts ” Innovative Ways to Build More Sales Pipeline in 2021? [Coming Soon!]

John Barrows

The post WEBINAR: James Buckley hosts ” Innovative Ways to Build More Sales Pipeline in 2021″ [Coming Soon!] appeared first on JB Sales

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.