John Barrows

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 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. .

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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

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.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

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 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.

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.

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.

WEBINAR: Morgan Ingram and Devin Reed host “Words and Phrases Top Performers Use to Win More Deals”

John Barrows

The post WEBINAR: Morgan Ingram and Devin Reed host “Words and Phrases Top Performers Use to Win More Deals” appeared first on JB Sales

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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 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 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.

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.

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.

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 169: Dr. Howard Dover On Sales Education Programs

John Barrows

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 students.

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 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.

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 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.

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 157: Jeff Hoffman On The Art Of Sales

John Barrows

John’s long-term mentor, Jeff Hoffman 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 art of sales and trusting their gut instincts when talking to prospects.

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.

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. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Podcast 156: Morgan J Ingram On Building A Sales Career

John Barrows

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.

Q&A WEBINAR: John Barrows and Morgan Ingram host live Q&A on “Top Sales Trends And Predictions for 2021”

John Barrows

The post Q&A WEBINAR: John Barrows and Morgan Ingram host live Q&A on “Top Sales Trends And Predictions for 2021” appeared first on JB Sales

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. Just-In-Time learning is the closest thing a sales manager can have to getting their sales reps to use their sales training as much, and as regularly as they can. That is why Melanie Fellay , CEO of our new partners Spekit has joined us on this podcast episode.

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. As the CEO of my own company, I sat down with my team towards the end of last year and mapped out our plans for the coming year.

[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.

WEBINAR: John Barrows speaks at ZoomInfo’s “Tips for Today’s Sales Calls: A Buyer-Centric Approach”

John Barrows

The post WEBINAR: John Barrows speaks at ZoomInfo’s “Tips for Today’s Sales Calls: A Buyer-Centric Approach” appeared first on JB Sales

Buyer 81

WEBINAR: Morgan Ingram hosts “Modern Sales Strategies to Smash Q4 and Save 2020”

John Barrows

The post WEBINAR: Morgan Ingram hosts “Modern Sales Strategies to Smash Q4 and Save 2020” appeared first on JB Sales

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.

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. Both have 5+ years of experience under their belts at Looker and confess to never having been bored of their work for even 1 day during that time. Let’s dive into how and why in this podcast…. In this podcast you’ll Learn: The Power of Your Passion in The Hiring Process.

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.

The Story of How My Emotions Stopped Us From Winning The Deal

John Barrows

I wanted to share a story about what just happened to me. Hopefully you’ll be able to learn from my mistakes. . I’m pretty sure I lost a decent sized deal last week because I let my emotions get the best of me. I had been working on this renewal for a client who had invested in my online training portal the previous year. New leadership had recently come in and my Champion needed me to present the value to them to help justify the renewal. . Where it started.

WEBINAR: Morgan Ingram hosts “How to Close Faster Using Buyer Intent as Your Secret Weapon”

John Barrows

The post WEBINAR: Morgan Ingram hosts “How to Close Faster Using Buyer Intent as Your Secret Weapon” appeared first on JB Sales

Buyer 81

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. If you think about it, why would you not want to find out how many prospecting activities you need to perform before you book a meeting, divided by your meeting to opportunity rate and finally your close rate?

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. John Barrows is my first guests on the “James Picks Brains” series, which will actually be a little shorter than this interview was.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.