Make It Happen Mondays - B2B Sales Talk with John Barrows

Monica Stewart has spent 15 years helping B2B SaaS founders escape survival mode and build scalable revenue systems—generating $25M+ in revenue and influencing over $200M in valuations along the way. In this episode, John and Monica dig into what really holds founders back from scaling past the $1–10M mark.They explore why so many founders—especially technical ones—see sales as a necessary evil, and the dangerous misconceptions this creates. Monica shares why doing the right things in the wrong order derails growth, how to create processes that don’t depend on a founder’s charisma, and why she believes most traditional sales methodologies are garbage in today’s market.They also discuss how shifting your belief systems—not just tactics—can unlock long-term success, and how AI is changing the playbook for founder-led sales forever.If you’re a founder who wants to step out of the weeds and build a company that scales, this conversation is packed with straight talk and actionable insights you won’t hear anywhere else.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 Monica on LinkedIn: https://www.linkedin.com/in/monica-stewart/Connect with Monica on IG: https://www.instagram.com/monicastewartsales/

Zoltan Vardy, a B2B sales advisor with over $2 billion in closed sales, shares invaluable insights for tech founders. He reveals why many founders view sales as a necessary evil and how that mindset can doom startups. Zoltan emphasizes the importance of understanding customer needs and refining problem-solving skills. He discusses the pitfalls of trying to cater to everyone and highlights the role of passion in entrepreneurship. Additionally, he navigates the challenges posed by AI in sales, urging founders to embrace client-centric approaches.

Matt Millen is the co-founder and president of Regie AI, a platform that’s transforming how sales teams scale personalized outreach without losing the human connection. Before Regie, Matt’s career spanned everything from leading sales at Tony Robbins to competitive car racing—experiences that shaped his philosophy on performance, mindset, and winning the long game.In this conversation, Matt and John dig into the evolving role of the sales professional in an AI-first world. They explore why over-automation is eroding business acumen, how to develop reps who understand the why behind every tactic, and why the future belongs to teams who blend technology and authentic selling.Matt also shares his vision of the “Ironman model” of sales—where AI and automation amplify, rather than replace, human skill—and offers practical ideas for building workflows that empower reps to stand out.If you’re struggling with how to stay sharp and relevant in the age of AI, you’ll take away a ton from this one.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 Matt on LinkedIn: https://www.linkedin.com/in/mmillen/Learn more about Regie AI: https://www.regie.ai/

In this episode of Make It Happen Mondays, John Barrows sits down with Luke Arno, CRO at Transcend and a powerhouse revenue leader who’s scaled growth at companies like Twilio Segment and Box. Luke shares what sets truly great sales teams apart—and why coaching, optimism, and grit are the unteachable qualities every leader should look for.They dive deep into the differences between coaching, mentoring, and leadership, and why enablement is the most overlooked growth lever in business today. Luke explains how to shift enablement from a reactive support function into a proactive, strategic driver—and why sales fundamentals matter now more than ever in an era of AI and automation.From hiring for passion to rebalancing the art and science of sales, this conversation is packed with actionable ideas and fresh perspectives on how to build a team—and a culture—that thrives.If you’re wondering where to focus in a world of endless tools and playbooks, this one’s 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 Luke on LinkedIn: luke@transcend.ioCheck out Tanscend's Website: https://transcend.io/Interested in job opportunities? https://transcend.io/careersAlso checkout Luke's advisory services: https://www.gtmsalescoach.com/

John “JT” Turner is a sales executive, leadership coach, and team builder with a proven track record of turning good teams into great ones. In this episode, John Barrows and JT explore what authentic sales leadership really looks like—and how to apply it in today’s fast-moving, AI-influenced world.They unpack JT’s formative experiences, including his time at Google X launching moonshot ideas in cybersecurity, and how that environment shaped his approach to leadership, risk-taking, and thinking 10X. JT shares the story behind his new book, "Authentic Sales Leadership", and dives into practical frameworks like his Victory Plan—a simple yet powerful tool for coaching performance and culture.They also tackle the rising importance of EQ over IQ, how to coach it, and what it means to invest in talent even when turnover is inevitable. This episode blends heart, hustle, and hard-won wisdom—making it a must-listen for leaders looking to build high-performing teams rooted in values, not just metrics.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 JT on LinkedIn: www.linkedin.com/in/johnturner1000Check out JT's Website: https://vinly.co/o/authenticsalesGet JT's new book: https://a.co/d/iZuP8fp

Nick Hill is the Director of Sales Enablement at Crunchbase, with a track record of building performance-driven coaching programs at Miro, Sprinklr, and beyond. In this episode of Make It Happen Mondays, John Barrows and Nick dive deep into all things enablement—from structure and timing to coaching reps and aligning with RevOps for real impact.They explore when companies should actually invest in enablement, how to differentiate training vs. coaching vs. enablement, and how to hold frontline managers accountable in the process. Nick shares practical ideas for simplifying call coaching (without listening to 50 hours of recordings) and lays out his vision for how AI will transform sales enablement in the years ahead.If you’re in sales leadership, enablement, or just trying to scale a winning team, this conversation is a must-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=3edab1Visit our sponsor Website: https://otter.ai/Connect with Nick on LinkedIn: https://www.linkedin.com/in/nicholasahill  Check out Nick's Website: https://about.crunchbase.com/ 

Mark Raffan is the founder and CEO of Negotiations Ninja™, a former procurement pro turned sales ally, and one of the sharpest minds in the negotiation game today. In this episode of Make It Happen Mondays, John Barrows welcomes Mark back for a tactical, no-fluff conversation on why most sales reps lose deals in the final 10%—not to competition, but to poor negotiation.They dive into some of the biggest silent killers in dealmaking: value leakage, premature discounting, and procurement intimidation. Mark shares fresh takes on how to shift from reactive to strategic selling, why reps need to stop deferring to their managers, and how procurement actually evaluates ROI (hint: it’s about total cost of ownership).You’ll also get a preview of his latest book, 9 Secrets to Win Deals and Influence Stakeholders, along with a sneak peek at what he calls negotiation alchemy.This one’s packed with practical insights that will make you rethink how you close.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 Mark on LinkedIn: https://www.linkedin.com/in/markraffan/ Connect with Mark on IG: https://www.instagram.com/negotiationpod/ Check out Mark's Website: https://negotiations.ninja/ 

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.