Make It Happen Mondays - B2B Sales Talk with John Barrows

Dan Sperring, founder of AlignICP, discusses the nuances of refining Ideal Customer Profiles (ICPs) crucial for sales success. He emphasizes common mistakes like relying solely on company size and the importance of adapting ICPs over time. The conversation touches on sales efficiency between vertical and horizontal models, and the need for tailored strategies in the tech and SaaS sectors. Sperring also shares insights on the role of personal connections, innovative tactics, and AI tools in enhancing sales engagement, making this a must-listen for sales teams.

In this insightful conversation, guest Karen Kelly, a sales strategist and founder of K2 Performance Consulting, shares her inspiring immigrant journey and its influence on her sales career. She introduces the innovative approach of hypothesis selling, focusing on targeted questioning to truly understand client needs. Karen emphasizes the importance of preparation and authenticity in sales, advocating for a supportive environment, especially for women in the industry. Listeners will gain valuable insights on accountability, community support, and strategies to enhance their sales performance.

Blair LaCorte, a transformational leader with a rich background in aviation, AI, tech, and aerospace, shares his insights on navigating the complexities of leadership. He discusses the importance of emotional intelligence over IQ for future success, emphasizing risk-taking and living beyond comfort zones. Blair reflects on personal growth, the evolving role of AI in human connections, and the challenges of maintaining meaningful relationships in a distracted world. Their conversation is packed with actionable wisdom and personal anecdotes for growth-minded leaders.

Kelly Cheng, CMO at Goldcast and former innovator at Adobe and Microsoft, shares her strategic insights on modern marketing. She discusses the importance of 'mindshare marketing' and why most potential buyers aren't in-market yet. Cheng delves into the challenges of measuring brand ROI, highlights the pivotal role of video in building trust, and addresses the ethical complexities of AI influencers. Her perspective on personal branding and adapting sales strategies for a tech-driven world offers actionable advice for long-term success.

In today's episode, John Barrows sits down with Dustin Crawford, VP of Sales at Otter.ai, for a deep dive into the intersection of sales, psychology, and modern leadership. While Otter.ai is a sponsor of the show, this conversation goes far beyond the product—it’s about the why behind how salespeople operate and how leaders can unlock their team’s full potential.Dustin shares insights on everything from asking better questions and reading buyer psychology, to navigating the balance between transparency and confidence as a leader. They explore the value of optimistic vs. pessimistic reps, the importance of identifying buyer sophistication, and how to drive urgency without overstepping.If you’re looking to level up your leadership, improve rep performance, or just understand the mental game behind great selling, this one’s packed with actionable takeaways.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Dustin on LinkedIn: https://www.linkedin.com/in/dustincrawford/Check out Otter.ai Website: https://otter.ai/

Alyssa Merwin, Global VP of LinkedIn Sales Solutions, shares insights from her leadership of a $1 billion sales organization. She reveals how AI is reshaping sales practices, emphasizing that those not leveraging AI daily are losing ground. Alyssa also reflects on her journey from a liberal arts background to a sales leadership role, highlighting the importance of emotional intelligence and curiosity. Additionally, she discusses the need for personalized communication and innovative collaboration in sales, blending technology with the human touch.

John Barrows reconnects with longtime friend and Pavilion CEO, Sam Jacobs. Sam is the author of the bestselling book Kind Folks Finish First, and he’s on a mission to prove that building with integrity and empathy isn’t just good for the soul—it’s good for business.John and Sam dive into the hard lessons learned from the rollercoaster ride of 2023, how timing and positioning can humble even the best ideas, and why leading with values matters more than ever. They also break down the evolving role of the CRO in today’s AI-driven world, the power of community, and how authenticity is becoming the new competitive edge.This conversation is real, reflective, and packed with insight for anyone trying to do good business—without losing their soul in the process.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Sam on LinkedIn: https://www.linkedin.com/in/samfjacobs/Check out Sam's Website: https://www.joinpavilion.com/

Kevin Evers is a senior editor at Harvard Business Review and author of the upcoming book There’s Nothing Like This: The Strategic Genius of Taylor Swift. In this episode, Kevin and John break down what makes Taylor Swift one of the most brilliant business minds of our time.From reclaiming her masters to building an unbreakable bond with fans, Swift’s ability to scale the unscalable, adapt to change, and maintain authenticity offers powerful lessons for sales, leadership, and entrepreneurship. Whether you’re a Swiftie or not, this conversation is packed with insights on vision, branding, and long-term success.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Kevin on LinkedIn: https://www.linkedin.com/in/kevin-evers1/ Connect with Kevin on IG: https://www.instagram.com/there_is_nothing_like_this/ Get Kevin's Book: https://www.amazon.com/Theres-Nothing-Like-This-Strategic/dp/B0DD2XL7C5 

Dale Dupree, founder of The Sales Rebellion, challenges the status quo in sales with a bold approach. He discusses the ethics of sales tactics, advocating for genuine connections rather than manipulation. Dale reflects on societal shifts, emphasizing the importance of empathy and representation in business. A heated debate emerges around AI's role in sales, which he provocatively labels a 'trend.' Their raw conversation is packed with insights on mentorship, integrity, and the need for humanity in an increasingly digital world.

Jeff Hoffman, hailed as one of the greatest sales professionals, joins a group of top sales minds for an unfiltered discussion. They reflect on timeless truths from 'Glengarry Glen Ross,' exploring modern issues like gender, race, and authenticity in sales. The conversation contrasts aggressive tactics with authentic approaches, delving into decision-making complexities and the role of masculinity in sales culture. With a mix of humor and raw honesty, they highlight the importance of collaboration and diverse perspectives for growth.