John Barrows

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.

Podcast 130: What World Class Sales Coaching Looks Like With Dave Kennett

John Barrows

We’re pleased to welcome Dave Kennett to the podcast this week. Dave is the CEO of Replayz, helping sales reps learn the lessons they need to go through to be more successful.

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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 111: Supporting Women In Sales with Natalie Severino

John Barrows

Joining us this week is Chorus.ai 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.

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.

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.

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Podcast 125: Setting Yourself Up for Sales Success with Jordan Arogeti

John Barrows

This week on the podcast, we’re excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She’s crushing it and is here to tell us about how she found her sweet spot in sales, how she picked the right company to work for and embraced their culture.

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Podcast 116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea

John Barrows

This week it’s an honor to have Coach Dana Cavalea on the podcast. He’s spent years working with the Yankees on their strength and conditioning, working with elite athletes every day. We’re talking about people who win every day.

Podcast 129: Trademarks of Top Sales Reps With Tom Williams

John Barrows

We’re pleased to welcome DealPoint.io’s CEO Tom Williams onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference.

How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

LinkedIn Voice Messages

John Barrows

You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps.

Podcast 127: Sales Careers & Values with Dave Crow

John Barrows

This week we’re pleased to have Dave Crow from Seismic Software on the podcast. Dave and John met through their good friend Todd Caponi , who we recently had on the podcast too. Dave gave us a great view into how you can continuously evolve in sales and he helps his team find the sweet spot in their sales careers. He uses a candid conversation he had with an Intern of his as reference to how you can do this and do what you love, not just doing things for the title or pay.

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.

Podcast 112: Transparency in Sales with Todd Caponi

John Barrows

This week we’re honored to have Todd Caponi on the podcast. Todd spent 3 years building PowerReviews, as well as being a part of ExactTarget’s executive team through their IPO and eventual exit to Salesforce back in 2013.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

How I knew I was going to lose a $200k deal

John Barrows

There are a bunch of key indicators that happen throughout the buying/selling process that help us understand the true ‘health’ of any opportunity we’re working on and whether we’re in a good or bad position to win the deal.

We Give Waaaay Too Much in Sales

John Barrows

We are givers in Sales. We give and give and give in the hopes that at the end of the sales process, we get what we want – which is the signed contract and commission. The problem is we tend to give a bunch of stuff away without really getting much in return.

Podcast 126: Bridging The Sales & Marketing Divide with Dialpad

John Barrows

This week we’re bringing you a 2 for 1. Dan O’Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and marketing divide that’s been an issue for decades in B2B. These guys have some pretty interesting tactics and methods to help you hire people who are going to have that empathy which bridges the sales and marketing divide.

Podcast 131: Using Personality Types In Sales With Drew D’Agostino

John Barrows

Drew D’Agostino joins us on the podcast this week to share a ton of insight into what the key personality types sales reps will encounter are like. Everyone is different, which means they respond well to different things and different types of information. As sales reps, it’s our job to understand this and make sure we put our best foot forward, with each type of person to ensure we have maximum success.

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7 Marketing and Sales Strategies to Grow Your Revenue Fast

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

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

A Conversation with SalesLoft CEO, Kyle Porter

John Barrows

I couldn’t be more excited for SalesLoft’s upcoming Rainmaker19 conference held in Atlanta on March 11-13th. This is one of my favorite conferences of the year put on by one of my favorite companies.

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.

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.

Why is Authenticity So Rare Today?

John Barrows

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In each of these presentations, my focus was on providing as much value as possible to the audience.

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Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Podcast 120: Future Proofing Your Sales Career With Anita Nielsen

John Barrows

This week we have Anita Nielsen on the podcast. The Author of “Beat The Bots” has lots of thoughts on how sales is changing and the increasing role of technology in the profession.

Podcast 117: Leading A Growing Company With Suneera Madhani

John Barrows

This week we’re proud to have Suneera Madhani on the podcast. Suneera earned her stripes as a sales person going door to door, working in a seriously difficult industry. After realizing how shady the industry was, she wanted to do something about it. She tells the story of how she presented a positive change to her leadership in the full episode below, but was not listened to.

Podcast 128: Decision Makers & Champions with Geoff Surkamer

John Barrows

Decision makers and champions are parts of a salesperson’s everyday life. We’re constantly reaching out to talk to decision makers or champions that can help us land that next deal and solve that problem or pain for a customer or client. But how do you spot genuine decision makers and champions? Lots of people are out there and are not actually changing anything or working on what you’re trying to help them achieve.

Podcast 123: Finding Your Sweet Spot in a Sales Career with Amy Volas

John Barrows

This week we’ve pleased to have Amy Volas , CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right.

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

Podcast 124: Motivation, Goals & Ambition With Scott Leese

John Barrows

We’re pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and used his motivation to climb the ladder in his sales career, as well as how you can replicate his process. Not just that, Scott has some interesting ideas on how you can find your sweet spot and the part of the market that suits you best.

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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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.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Podcast 119: The Beginning of a Sales Career With Lauren Bailey

John Barrows

You may well have heard of GirlsClub , it was set up by Lauren Bailey to help coach and celebrate women in sales and their success’ in the profession. This week Lauren is our guest on the podcast and together with John, they covered a bunch of topics.