Make It Happen Mondays - B2B Sales Talk with John Barrows

Stephanie Chung grew up on an Air Force base with a Master Sergeant father—so structure, discipline, and high standards were her foundation long before she ever stepped into a boardroom. Today, she’s a #1 international best-selling author, executive coach, and the first African American to lead a major private aviation company.In this powerful episode, we dive into Stephanie’s remarkable career—from checking bags at an airline to completely transforming a private jet company’s brand and sales culture. Her new book, Ally: How to Lead People Who Are Not Like You, gives leaders real-world frameworks to lead with empathy, use privilege as a lever for good, and embrace curiosity over certainty.We explore what it really means to be a transformational leader in today’s world—especially as business becomes more diverse and emotionally intelligent. Stephanie shares why business acumen is still the most underrated sales skill, how Mary Kay helped shape her as a seller, and what she learned from growing up in a military family that continues to serve her as a leader today.The episode wraps with a heart-opening story about her work with Make-A-Wish that will stay with you long after you listen.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 Stephanie on LinkedIn: https://www.linkedin.com/in/TheStephanieChung/Check out Stephanie's Website: https://stephaniechung.com/ Connect with Stephanie on IG: https://www.instagram.com/TheStephanieChung/ Check out Stephanie's Newsletter: https://www.yourallyinleadership.comInterested in learning more? Check out Stephanie's Course: https://stephaniechung.com/earn Also Check out all of Stephanie's links here: https://stephaniechung.com/linksTo make a donation to the "Make A Wish Foundation" please visit: http://wishesarewaiting.org/

Udi Ledergor is back on the pod—and this time, he’s bringing the fire behind Courageous Marketing, his new book that challenges everything safe, stale, and same-same in today’s crowded GTM world.As the former CMO of Gong during its hypergrowth years (multi-billion-dollar valuation, anyone?), and now Chief Evangelist, Udi knows firsthand how to build brands people actually love. In this episode, he and John dig deep into what separates average from iconic in today’s AI-drenched world of “best practices.”You’ll hear:Why courageous marketing requires risk, not just reachThe 10-20% “crazy idea” budget every brand needsHow sales and marketing can truly work togetherThe real difference between vanity metrics and valuable growthHow to craft a brand people feel, not just seeWhether you’re a marketer looking to break the mold or a seller tired of lead-gen lip service—this episode is for you.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 Udi on LinkedIn: https://www.linkedin.com/in/udiledergor/Get Udi's book Courageous Marketing: https://mybook.to/courageousmarketingCheck out Gong's Website: https://www.gong.io/

What happens when 25 years of corporate procurement experience meets elite business school teaching? You get Giuseppe Conti—a world-class negotiation expert with a gift for turning complex tactics into everyday skills.In this episode, Giuseppe shares his journey from growing up in a family of teachers in Southern Italy to teaching negotiation and influence at institutions like Oxford and Cambridge. His new book, Negotiation + Influence = Success, distills a career’s worth of hard-earned wisdom into actionable strategies—and we break several of them down in this conversation.We cover tactical topics like:Who should make the first offer in a negotiation?How to handle procurement teams obsessed with price.How to influence internal stakeholders when you don’t have authority.Giuseppe blends humility, academic insight, and battle-tested experience in one of the most practical negotiation discussions we’ve had on the podcast. Whether you’re negotiating with a client, a boss, or your own team—this episode will sharpen your skills and change how you think about influence.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 Giuseppe on LinkedIn: https://www.linkedin.com/in/giuseppeconti/Check out Giuseppe's book: https://www.amazon.com/Negotiation-Influence-Success-Lessons-Corporate-ebook/dp/B0FNSKZ9F5/

Eugene “Blue” Bowen joins John Barrows to unpack one of the most important AI sales reports of the year—straight from G2’s research desk. As a Research Principal focused on sales, tech, and AI, Blue co-authored G2’s latest study exploring how sales teams are actually using (or not using) AI in their day-to-day.Together, they dig into:Why most pipeline numbers are a lieThe myth of “fully automated” sales cyclesHow AI’s most powerful use case might be coaching—not prospectingThe real reason RevOps should be at the table (not in the backroom)What reps need to learn now before AI makes them irrelevantThey also explore the future of the SDR role, the strategic rise of RevOps, and why data quality is still the biggest thing holding teams back. If you’re trying to separate AI hype from real-world impact, this episode is your guide.Whether you’re in sales, RevOps, or leadership, don’t miss this insight-packed episode—and make sure to check out G2’s full report for even more data-driven 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 Blue Bowen on LinkedIn: https://www.linkedin.com/in/eugene-blue-bowen-42958713b/Check out the G2 Report Here: https://company.g2.com/news/ais-net-impact-on-sales Check out the G2 Website: https://www.g2.com/

Lori Richardson is a powerhouse in the sales world—and one of John’s favorite humans, period.In this deeply personal and insightful episode, Lori opens up about her incredible journey: escaping an abusive relationship at 19, raising a child on her own, and diving headfirst into a 100% commission sales role with no safety net. Her story isn’t just inspiring—it’s a masterclass in resilience, grit, and self-belief.Today, Lori is the founder of Score More Sales, a sales strategy and training company that starts with data—not guesswork—to help companies build truly effective sales teams. She’s also the host of the Conversations with Women in Sales podcast and one of the most impactful advocates for women in the profession.In this conversation, John and Lori discuss:What it takes to bet on yourself when the odds are stacked against youWhy sales fundamentals still matter more than everThe real role of data in driving sales performanceHow far we’ve come—and how far we still have to go—for women in salesWhy the sales world needs fewer “bros” and more authentic leadershipWhether you’re just getting started in your sales career or you’re leading a team, this one is packed with perspective, purpose, and practical advice.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 Lori on LinkedIn: https://www.linkedin.com/in/scoremoresales/Check out Lori's Website: https://www.scoremoresales.com/

Marcus Chan is a walking masterclass in disciplined growth. As CEO of Venli Consulting, he’s helped sales teams uncover $2M–$10M+ in hidden revenue through what he calls a Revenue Operating System—a system that’s generated $950M+ in results (and counting).In this episode, John Barrows reconnects with Marcus Chan to explore the grit, strategy, and mindset behind high-performing sales orgs. From his early days working in his family’s Chinese restaurant to turning underperforming teams into market leaders at Cintas, Marcus shares the frameworks that built his legacy—and are helping companies win big today.They dive into:How to diagnose revenue leaks and plug them fastWhy most sales teams are leaving millions on the tableThe power of direct feedback in a world that avoids itSwitching gears between B2B and B2C modelsWhy “not being in sales” is often the biggest sales lieIf you’re ready to challenge soft habits, sharpen your process, and uncover revenue you didn’t even know existed—this episode delivers.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 Marcus on LinkedIn: https://www.linkedin.com/in/marcuschanmba/Connect with Marcus on IG: https://www.instagram.com/therealmarcuschan/Check out Marcus's Websites : https://venliconsulting.com/ and https://venliconsulting.com/teams-book-your-call-489379Check out Marcus's Youtube Channel: https://urlgeni.us/youtube/channel/marcuschan

Vince Beese, a Fractional CRO and author of Red Zone Selling, shares powerful strategies for closing deals and refining sales techniques. He discusses the balance between the science and art of sales, emphasizing the importance of embracing friction and disqualifying leads early. Vince highlights the pitfalls of relying on a bloated pipeline and proposes focusing on genuine customer needs. His Red Zone Selling framework offers insights on qualifying faster and selling smarter, making it essential for anyone looking to elevate their sales game.

Jake Mannino isn’t your average sales leader. As a Global Sales Director at Microsoft, he leads a team responsible for over $1B in annual revenue—but his true superpower lies in understanding people.In this deeply insightful episode, Jake joins John Barrows to unpack the psychology of motivation, the neuroscience of behavior change, and what it takes to build a high-performance culture in today’s AI-driven world. In 2025, Jake helped Microsoft set a Guinness World Record by coaching nearly 5,000 employees through its MCAPS Executive Coaching initiative—giving him a unique lens into what truly drives change.John and Jake dive into:The difference between motivation and inspirationWhy most managers shouldn’t be coachesThe rising importance of emotional intelligence (EQ)Why authenticity and active listening matter more than everWhether you’re leading a team or looking to lead yourself better, this conversation blends science, story, and strategy in a way that will leave you thinking—and acting—differently.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 Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/Check out Jake's Website: https://jakemannino.com/

On this week’s episode, John Barrows hits the floor at Rev Fest—a one-of-a-kind event hosted by Go Nimbly’s CEO, Jen, at the iconic House of Yes in Brooklyn. This isn’t your typical sales conference. It’s loud, unconventional, and hyper-focused on RevOps—the unsung heroes of modern GTM strategy.In a series of quick-hit, high-impact interviews with leaders from Snowflake, Clay, G2, StrongDM, and Figma, John asks each guest the same three questions:What should sales stop doing?What should sales do more of?And if you had a magic wand, what would you change about the sales & RevOps relationship?The answers? Candid, surprising, and exactly what sales pros and leaders need to hear.Whether you’re a rep trying to work better with ops, or a leader looking to scale smarter, this episode delivers direct insights from the RevOps trenches.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/newsletter

Monica Stewart, an expert in helping B2B SaaS founders escape survival mode, shares insights from her extensive experience generating $25M+ in revenue. She discusses common misconceptions about sales that hinder growth, especially among technical founders. Monica emphasizes the need for structured processes and challenges traditional sales methodologies. The conversation also highlights how shifting belief systems and embracing AI can revolutionize founder-led sales. Prepare for thought-provoking strategies to scale your business effectively!