Make It Happen Mondays - B2B Sales Talk with John Barrows

Our guest this week is Sean Sheppard, serial entrepreneur and Managing Partner at U.plus. Sean is helping corporations with their startups and shares with John what we should be teaching young sellers today, how the risk dynamic has changed, and the antiquated thinking we need to get rid of.

On this week’s episode, John sits down with some of the JB Sales team for a very honest conversation on email effectiveness. There are a lot of salespeople who are wildly successful with email because of the way they’re using it to deliver their message. There’s also a lot of people who have become numb to emails. The team discusses their thoughts on email, how they’re using it to be successful, and offer some tips that will hopefully help you!

Our guest this week is Jeff Hoffman, a friend and mentor of John’s. Jeff and John are going to reflect on their history, the milestones they’ve each achieved, growing a business while growing a family, and their thoughts on retirement. They also talk about how they have navigated each decade of their lives so far and share what we should be focused on as we navigate ours.

Our guest this week is Melanie Fellay, CEO and Co-Founder of Spekit. From management of finances to where you spend your time, Spekit has successfully navigated the startup waters to become what they are today. And now a new milestone has been reached. Melanie joins John to discuss building a team, designing a go-to-market strategy, funding decisions, and hiring choices.

Our guest this week is Brian Gil, SVP, Operations at Articulate. Brian shares how growth and trajectory dramatically changed for Articulate when he joined over eight years ago, and what it’s like to break ground on a new product, a new process, and a new vision. Brian and John also discuss what we should be looking at when interpreting data so we can make decisions on how to refine our approach or redesign our roadmap. The decisions we make when we're small drive the results that we might see as we grow.

Our guest this week is Kristina Finseth, Growth Marketing Manager at Interseller. Kristina is a strong leader with incredible insight due to her diverse marketing and sales background, and her Outbound FIRE Framework has been spreading rapidly through the sales community and making an impact. She and John talk about how her sales expertise has been sharpened and perfected by mixing elements of her marketing knowledge into her routines.

We’re keeping it in house for this week’s episode! JB Sales CRO Chris Merrill takes over and talks with Leslie Douglas, Director of Sales Training, and Meg Holsinger, Director of Customer Success. They discuss their experiences navigating a successful sales career, the strong opinions that shaped them into talented sellers, and share off the wall banter making this a very fun episode.

Our guest this week is David Cancel, CEO and Founder of Drift. David has spent a lifetime as an avid learner and found a way to understand not just sales, but human decision making and why things work. John and David are going to go deep into the ebbs and flows of being in sales today, the short-term versus the long-term and the cyclical world that we all live, buy, and sell in.

Our guest this week is Kevin Ellis, VP of Sales at Thrive. Kevin and John share their story about meeting over 15 years ago and how John’s training and mentorship has impacted Kevin’s career. Kevin also tells us how he feels about underdogs and their hustle, the importance of learning in the moment, the startup mentality, and what has kept him at the same company for over a decade.

Our guest this week is Joe Caprio, Co-founder of Reprise. John is consistently talking about how bad most demos are for prospects and Joe's research proves that the frustration we experience as demo attendees is often shared by the people that are actually doing the demos. Joe and Reprise are preaching heavily against the traditional ways of doing these demos and he’s sharing with John where they’re headed.