John Barrows

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 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.

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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 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.

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 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.

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 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. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video… That’s a wrap. Join us next time! If you made it this far, you’re the best.

WEBINAR: John Barrows speaks at Vidyard’s “Fast Forward: Selling with video in the virtual world” Event

John Barrows

The post WEBINAR: John Barrows speaks at Vidyard’s “Fast Forward: Selling with video in the virtual world” Event appeared first on JB Sales

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Podcast 149: Building An Industry Leading Personal Brand With Justin Welsh

John Barrows

If you haven’t seen Justin Welsh on LinkedIn, we’re not sure what’s gone wrong. Justin has one of the strongest personal brands out there, coming from sales and now working on building his own company. Would you like to know how he built his personal brand?

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 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. We’re not going to give too much more than this away, you’ll have to listen to find out more… Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. That’s a wrap. Join us next time! If you made it this far, you’re the best. Thanks for reading and listening to this podcast.

Podcast 142: What’s Changed? With The JB Sales Executive Team

John Barrows

We’ve moved away from the usual format for this episode of the podcast and pulled in the JB Sales leadership team to discuss what’s going on right now. Christopher Merrill and Meghan Forgione have been through economic downturns before and are using what they learned before, right now.

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. Tim offers a look behind the curtain on how his team conduct their own prospecting, reminds us of certain trigger events that do not work anymore, and tons more! Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video… That’s a wrap. Join us next time!

Podcast 144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley

John Barrows

This pandemic has impacted many people in different ways. Tons of people in sales and all professions are facing lay-offs, struggles to hit targets and a range of very serious issues. The sales rep at any level is the closest job in the world to being your own boss, to being an entrepreneur.

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 150: The Anatomy Of A Great Prospecting Video With Tyler Lessard

John Barrows

We ran a report on which channels were winning us the most meetings over the past few months, and video was the winner by a distance.

Podcast 133: Barriers To Successful Prospecting With Matt Green

John Barrows

This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago with Sales Assembly and is always learning from what they’re doing to crush their market.

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.

The Power of Educating Prospects on Your Buying Process

John Barrows

Successful sales processes usually have a ton of “yes”. The trouble comes when we don’t get the most important yes. The “Yes, I will buy from you”. In a lot of ways, this comes down to the buying process. You might be thinking that I’m referring to your sales process. I’m not.

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.

James Picks Brains: Justin Shie’s Morning Routine

John Barrows

Justin Shie is a sales professional putting in the work. He’s got a killer morning routine that sets his day up for success. If you know the JBarrows team well, you’ll know that’s something we subscribe to as well.

Podcast 135: The Broken Prospecting & Sales Process With Jake Dunlap

John Barrows

Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake’s seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. But what’s broken?

Podcast 132: The Art of Closing A Deal With Danny Read

John Barrows

This week we’re pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders.

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. It’s time to get back to working this way… Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video… That’s a wrap.

The 5 Keys to Sales Emails That Set More Meetings

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

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Podcast 136: How SDRs Can Hit 225% of Quota With Armand Farrokh

John Barrows

Armand Farrokh has a winning formula that is allowing him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game.

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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.

WEBINAR: John Barrows hosts “Differentiated Discovery” with Ashley Welch

John Barrows

The post WEBINAR: John Barrows hosts “Differentiated Discovery” with Ashley Welch appeared first on JB Sales

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WEBINAR: John Barrows hosts “Using Video In Sales Cadences” with Vidyard and SalesLoft [Coming Soon!]

John Barrows

The post WEBINAR: John Barrows hosts “Using Video In Sales Cadences” with Vidyard and SalesLoft [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.

James Buckley hosts “Live Q&A on Personal Branding” with Morgan Ingram [Coming Soon!]

John Barrows

The post James Buckley hosts “Live Q&A on Personal Branding” with Morgan Ingram [Coming Soon!] appeared first on JB Sales

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James Picks Brains: Empathetic Leadership With James Bawden

John Barrows

James Bawden is one of the hot talents in the sales development world right now. He’s in the trenches, on the frontlines every day. Prospecting into new accounts, following up, doing his best to exceed his number and get his team to do the same.

Podcast 143: Leading With Empathy During Times of Uncertainty With Ralph Barsi

John Barrows

We are living in unprecedented times and uncharted waters. There is no better time than now to lead your sales conversations with empathy, kindness, sensitivity, and transparency. Ralph Barsi runs the global inside sales team at Tray.io

Podcast 134: New Technology Powering Prospecting Teams With Shruti Kapoor

John Barrows

We’re pleased to have Shruti Kapoor on the podcast this week to lift the lid on the state of automation in sales right now.

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.

Interview: Using LinkedIn To Approach IT Buyers With Matt Reuter

John Barrows

Matt Reuter is leading his SDR team at GTT to book tons of meetings with IT buyers. We know the IT space can be difficult to sell into, especially if you want to use social media.

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. We’re living in strange times and things are changing quickly, it’s a good time to take stock of what you’re doing and where you’re going. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

WEBINAR: John Barrows and Morgan Ingram speak at Gong.io’s “#Masterclass Win With Revenue Intelligence”

John Barrows

The post WEBINAR: John Barrows and Morgan Ingram speak at Gong.io’s “#Masterclass Win With Revenue Intelligence” appeared first on JB Sales

WEBINAR: Morgan speaks at ExecVision’s “Momentum 2020”

John Barrows

The post WEBINAR: Morgan speaks at ExecVision’s “Momentum 2020” appeared first on JB Sales

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.