Make It Happen Mondays - B2B Sales Talk with John Barrows

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.

In this special crossover episode, John Barrows is joined by Doug Landis and Jen Allen-Knuth for the one and only recorded session of a pilot project called Authenticated—a podcast experiment designed around unscripted, authentic conversations with inspiring leaders.The guest? None other than David Cancel, Founder and former CEO of Drift. David drops incredible insight on sales, marketing, leadership, and strategy—backed by decades of hard-won experience. If you’ve ever wondered what it’s like to learn directly from one of the best in the business, this is that moment. This is Authenticated. Unfiltered. Unpolished. Unmissable.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 David Cancel on LinkedIn: https://www.linkedin.com/in/dcancel/

Steve Lucas is a seasoned enterprise software executive and the CEO of Boomi, leading AI-driven digital transformation. In this episode, he and John Barrows dive deep into the evolving role of AI in business, sales, and leadership.They explore insights from Steve’s book, Digital Impact: The Human Element of AI-Driven Tech Transformation, and discuss how AI can actually bring back human connection instead of replacing it. Steve shares why companies and professionals must integrate AI into every aspect of their work—and what happens if they don’t. If you’re wondering how to stay relevant in an AI-powered world, this is the conversation you need to hear.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 Steve on LinkedIn: https://www.linkedin.com/in/nstevenlucas/ Get Steve's book here: https://boomi.com/content/digital-impact-affiliate-pre-order/ 

In this engaging discussion, Larry Kim, founder and CEO of Customers.ai and the mastermind behind WordStream, shares valuable insights on scaling businesses. He emphasizes a strong product-first mindset over traditional sales tactics. Larry discusses his experiences in hiring and firing sales leaders and the transformative power of founder-led sales. He reveals how he streamlined his team while tripling revenue, and stresses the importance of building customer trust and adapting to market dynamics for sustained growth.