John Barrows

Podcast 202: Beth Waterfall on Advancing the Cannabis Industry and The Future of the “Green Rush”

John Barrows

Our guest this week is Beth Waterfall, Executive Director @ Elevate Northeast & Founder of Beth Waterfall Creative.

Podcast 198: Will Frattini On Sales Engagement Strategies To Accelerate Your Pipeline

John Barrows

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 mistakes he’s made along the way and also the successes. We succeed by helping others succeed.


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Podcast 196: Sean Sheppard On Adopting A Growth Mindset

John Barrows

Our guest this week is Sean Sheppard, serial entrepreneur and Managing Partner at Sean is helping corporations with their startups and shares with John what we should be teaching young sellers today, how the risk dynamic has changed, and the antiquated thinking we need to get rid of.

Podcast 195: The JB Sales Team On Email Effectiveness

John Barrows

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 because of the way they’re using it to deliver their message.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Podcast 197: Tim Clarke On Loss, Grief, And Moving Forward

John Barrows

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 always about tactics and dollars.

Podcast 201: Simon Mulcahy and Karen Semone On The Art, Science, and Magic of Selling

John Barrows

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, free-thinking leaders is filled with invention, thought leadership, innovation, and content.

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 194: Jeff Hoffman On Career Inflection Points

John Barrows

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 family, and their thoughts on retirement.

Podcast 199: Galit Ventura-Rozen On The Psychology Of Sales

John Barrows

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.

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 192: Brian Gil On Spinning Up A Start-Up Within An Established Successful Company

John Barrows

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 to break ground on a new product, a new process, and a new vision.

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 193: Melanie Fellay On Making Funding Decisions And Building A Team

John Barrows

Our guest this week is Melanie Fellay CEO and Co-Founder of Spekit. From the management of finances to where you spend your time, Spekit has successfully navigated the startup waters to become what they are today. And now a new milestone has been reached.

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

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: John Barrows hosts “The Great Debate Around Hot Sales Leads: Speed vs Accuracy” Sponsored by LEANDATA & ZOOMINFO

John Barrows

The post WEBINAR: John Barrows hosts “The Great Debate Around Hot Sales Leads: Speed vs Accuracy” Sponsored by LEANDATA & ZOOMINFO appeared first on JB Sales

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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.

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 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 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 191: Kristina Finseth On A Quality Over Quantity Approach In Sales

John Barrows

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 Outbound FIRE Framework has been spreading rapidly through the sales community and making an impact.

WEBINAR: Morgan Ingram on SalesLoft’s “The Formula for Pain-Free Discovery Calls”

John Barrows

The post WEBINAR: Morgan Ingram on SalesLoft’s “The Formula for Pain-Free Discovery Calls” appeared first on JB Sales

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Podcast 190: Leslie Douglas & Meg Holsinger On Navigating Their Sales Careers

John Barrows

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.

WEBINAR: John Barrows speaks at Salesforce Sales Cloud’s “4 Soft Skills You Need Right Now”

John Barrows

The post WEBINAR: John Barrows speaks at Salesforce Sales Cloud’s “4 Soft Skills You Need Right Now” appeared first on JB Sales

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 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.

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.

Podcast 182: Nick Cegelski On Deal Mechanics

John Barrows

Our guest this week is Nick Cegelski of SurePoint Technologies. Nick’s an experienced enterprise account executive with a ton of useful insights.

Podcast 189: David Cancel On Conversational Marketing And Sales

John Barrows

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 work.

[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.

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.

Podcast 188: Kevin Ellis On Mentorship And Commitment

John Barrows

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.

Podcast 200: Mark Roberge On Looking Ahead and Adapting to The Future of Sales Copy

John Barrows

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 strategy does not fit all companies. They emphasize how agility, disruption and innovation have moved to the forefront of careers and business. Mark delivers wise advice to up and coming sales professionals. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

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. .

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 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.

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 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.

WEBINAR: James Buckley and Morgan Ingram hosts “3 Warning Signs Your Deal is in Danger” [Coming Soon!]

John Barrows

The post WEBINAR: James Buckley and Morgan Ingram hosts “3 Warning Signs Your Deal is in Danger” [Coming Soon!] appeared first on JB Sales

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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.