Make It Happen Mondays - B2B Sales Talk with John Barrows

In this episode of Make It Happen Mondays, John welcomes Michael King, founder of King Recruiting and one of the sharpest minds when it comes to hiring, recruiting, and building exceptional teams. Michael has worked with high-growth companies for years and knows exactly where the hiring process breaks down — and more importantly, how to fix it.John and Michael talk about why traditional recruiting is broken, how founders and sales leaders need to sell the opportunity (not just list requirements), and the mistake most companies make by not aligning hiring to their go-to-market motion. Michael breaks down why recruiting should be treated like a pipeline — with leads, qualification, and conversion — and how to attract top-tier talent in a hyper-competitive market.If you’re a founder, sales leader, or anyone responsible for building teams in today’s market, this episode is packed with perspective-shifting insights and tactical frameworks you can use immediately. Whether you’re hiring your first AE or scaling a GTM org, Michael’s approach will help you get it right.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=3edab1Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Michael on LinkedIn: https://www.linkedin.com/in/michaelking/Check out Michael's Website: https://kingrecruiting.net/Get Michael's Book "Be There When I Return" here: https://www.michaeltking.com/

This episode takes a meaningful turn from the usual sales conversations. John sits down with Kim Nicholas, Executive Director of Genesys Works Chicago, to talk about creating real opportunity for underserved youth and how businesses benefit in the process.From her own upbringing in Chicago’s public school system to launching one of the first charter schools in the area, Kim has been on a lifelong mission to bridge the gap between potential and access. Now through Genesys Works, she’s helping high school students step directly into paid internships with major companies—developing job skills, confidence, and careers.Kim shares the “Discipline Life” framework she created—rooted in self-perception, respect for others, and productive persistence—and explains how this mindset is transforming lives and communities. If you’re looking for a story about belief, purpose, and the real ROI of doing good, this conversation 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 Kim on LinkedIn: https://www.linkedin.com/in/kim-nicholas-day/Check out Kim's Website: https://genesysworks.org/locations/chicago/

This conversation is one that hits close to home. Jonathan Domsky isn’t just a business and life coach for entrepreneurs — he was my coach during one of the most difficult periods of my life. After losing my dad and watching my business wobble, I felt like I was stuck in neutral. Outwardly things looked fine, but internally, I was spinning. Jonathan helped me reconnect with my core values, rediscover my “why,” and realign the direction of both my business and life.In this episode, we dig into what it really means to grow — not just your company, but yourself. We talk about the hidden tension between external achievement and internal fulfillment, how most people misunderstand their values, and why your next level of success starts inside.Jonathan’s approach doesn’t stop at goal-setting and accountability. He helps leaders untangle the inner knots that are quietly holding them back. If you’re a high-performer who’s hit a wall, or just feeling like something’s off, this episode might be the reset you didn’t know you needed.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 Jonathan on LinkedIn: https://www.linkedin.com/in/business-personal-growth-coach/ Check out Jonathan's Website: https://untangled-coaching.com/ Check out Jonathan's Youtube channel: https://www.youtube.com/@untangledcoaching3354/videos

This week’s episode of Make It Happen Mondays hits deeper than most—with someone who’s more than just a guest: Roderick Jefferson is family. A globally respected sales enablement leader, keynote speaker, and author of The Stroke of Success, Roderick shares the story of how a relentless hustle nearly cost him everything—after suffering a stroke that left him with just a 2% chance of survival.We unpack what really matters when life slams the brakes on your career, your health, and your identity. From the early warning signs he ignored, to the mental, emotional, and physical battles of recovery, Roderick opens up about the shift from burnout to balance—and how vulnerability, connection, and purpose have taken center stage in his leadership and life.This is not just a conversation about sales or business—this is about perspective, resilience, and redefining success. If you’re feeling the weight of burnout, or just need a moment of clarity in the chaos, don’t miss this one.And if you’re looking for a keynote speaker who speaks with power, purpose, and lived experience—book Roderick. You won’t regret it.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 Roderick on LinkedIn: https://www.linkedin.com/in/roderickjefferson/Check out Roderick's Website: https://www.roderickjefferson.com/Get Roderick's Book "Stroke of Success": https://www.roderickjefferson.com/stroke-of-success

Leslie Venetz, a renowned sales practitioner and author of the bestselling book "Profit-Generating Pipeline," brings her expertise to the table. She dives into the importance of territory planning and shares her unique nine-step pipeline framework. Leslie emphasizes curiosity as a teachable skill and discusses the balance between quantity and quality in outreach. Treating your territory like a CEO is key, alongside understanding customer motivations and risk profiles. This is a deep dive into refining your sales approach and pipeline management.

Rex Galbraith has worn almost every sales hat over his 20+ year SaaS career, and for the last decade, he’s helped build Consensus into the category leader for interactive demo automation. In this episode, John and Rex dive deep into why traditional product demos are failing today’s buyers—and what to do instead.You’ll hear how Rex and his team use unideal customer profiles (UCPs) to actively disqualify bad-fit prospects, how automating parts of the demo process frees reps to sell smarter, not harder, and why focusing on retention over acquisition is the mindset shift modern sales orgs need.Rex also opens up about leading through tough moments—rebrands, layoffs, even running the company out of a grocery store—and the values that kept him grounded through it all. If you care about sales efficiency, buyer enablement, or becoming the kind of AE who thrives in the AI era, 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 Rex on LinkedIn: https://www.linkedin.com/in/rexgalbraith Check out the Consensus Website: https://goconsensus.com/

In this engaging discussion, Dave Govan, Founder and CEO of G2 Strategic Advisory Services, shares his insights from driving over $2.3 billion in sales. He emphasizes the critical role of business acumen over tactical skills for sales reps today. Dave explores how AI can enhance preparation and coaching but warns it might diminish the grit in junior reps. He also addresses common GTM pitfalls and the importance of aligning messaging with customer needs to optimize sales execution. A must-listen for B2B professionals looking to stay ahead!

In this special episode of Make It Happen Mondays, John sits down with Ryan Garland, an Account Executive at Coefficient, to dive into what happens when a rep actually cares about getting better. This isn’t a generic sales success story—this is the real, raw impact of putting in the work, embracing coaching, and taking ownership of your sales career.Ryan shares what drew him to John’s 1:1 coaching program, how he went from solid to standout by applying proven frameworks, and why most reps are leaving massive money on the table by being lazy and reactive. The conversation touches on the current sales landscape, AI’s impact, startup chaos, negotiation tactics that actually work, and what it means to take responsibility not just for results—but for your own personal growth.This is the kind of episode that reminds us why sales is still one of the most rewarding careers—if you show up for it. Ryan did. Now he’s winning because of it.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 Ryan on LinkedIn: https://www.linkedin.com/in/rjgarlan/

Dr. Lorenzo Bizzi is a professor of strategic management at Cal State Fullerton, globally published researcher, and author of Myths vs. Science of Selling — a book that challenges some of the most popular (but unproven) sales advice circulating in the industry today.In this episode, we dig into the difference between what sounds good in sales and what actually works. Dr. Bizzi shares research-backed insights that turn conventional wisdom on its head — including why being liked by customers doesn’t necessarily lead to more wins, how emotional empathy can actually hurt performance, and why active listening isn’t enough unless it leads to problem clarity for the buyer.If you’re tired of fluffy sales advice and want to get sharper about what really moves the needle, this episode is for you. Expect a refreshingly honest, practical conversation bridging the gap between research and real-world selling.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 Lorenzo on LinkedIn: https://www.linkedin.com/in/lorenzo-bizzi-0b0a4711/ Check out Lorenzo's Website: https://www.lorenzobizzi.com/Get Lorenzo's Book Myths vs. Science of Selling here

This week on Make It Happen Mondays, John sits down with Rory Sadler, Co-founder and CEO of trumpet, the leading digital sales room platform helping companies like Gong, HubSpot, and Personio increase sales velocity by transforming the buying experience.Before founding trumpet, Rory spent years on the front lines of SaaS sales—first as an individual contributor, then leading global teams at Hotjar. Along the way, he saw firsthand just how painful and chaotic buying software had become—and made it his mission to fix it.In this episode, Rory shares the aha moment that led to building trumpet, his early entrepreneurial grit (selling sweets and DJing as a teen), and why entrepreneurship is way different than just working at a startup. We also dive into:Why buyer enablement is the new sales enablementHow mutual action plans build real trust and alignmentWhat sellers are still getting wrong about personalizationThe massive opportunity in simplifying complex buying decisionsIf you’re in sales, RevOps, or just care about delivering a smoother, faster, and more human buying experience, this episode will hit home.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 Rory on LinkedIn: https://www.linkedin.com/in/rory-sadler-trumpet/ Connect with Trumpet on LinkedIn: https://www.linkedin.com/company/sendtrumpet/Check out Rory's Website: https://www.sendtrumpet.com/