Make It Happen Mondays - B2B Sales Talk with John Barrows

Becc Holland and John Barrows discuss the importance of discovery in sales, focusing on distinguishing pain, problem, and impact. They emphasize data-driven decisions, building customer relationships, and the value of strategic questioning. The podcast explores personal growth, effective problem diagnosis, due diligence in startup leadership, and uncovering client pain points for successful sales engagements.

Charles Lu, VP of Operations at LexCheck, infuses innovative AI into the legal aspects of sales to streamline processes. This episode delves into the dynamic between sales and legal teams. You'll learn the importance of early legal involvement, creating a collaborative playbook, and using empathy to navigate contract negotiations. This conversation dives deep into the integration of AI in legal review and emphasizes transparent communication to expedite deal closures.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: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Connect with Charles on LinkedIn: https://www.linkedin.com/in/charles-lu-ab774b34Visit Charles's Website: https://www.lexcheck.com/

Sales expert Bob Marsh, with a 20+ year track record, including raising venture capital, and selling companies, shares insights on 'selling with simplicity' on today's episode. His credentials include being awarded the 2022 CRO of the year award and Demandbase Top 25 Sales Executive to Learn From. John and Bob share insights on making authentic connections, balancing sales volume with quality interactions, and the pivotal role of confidence in sales. With tales from Xerox and personal anecdotes, the conversation delves into refining sales strategies in a tech-driven world.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: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Connect with Bob on LinkedIn: https://www.linkedin.com/in/bobmarsh5/Connect with Bob on Twitter: https://twitter.com/bobmarsh5Check out Bob's YouTube Channel: https://www.youtube.com/@BobMarshSpeaksCheck out Bob's Website: http://meetbobmarsh.com

Jason Tan is a B2B tech expert in AI and the founder of Engage AI. In this episode John leads to conversation on the challenges and opportunities presented by AI, incorporation of personal touches in automated processes, and how technology can enhance human connections while posing potential risks. They also delve into the concept of a 'second brain' to assist with memory and engagement on platforms like LinkedIn and the importance of responsible AI use. They express enthusiasm about products that could integrate with future technologies like Google Glasses and Elon Musk's brain chips, emphasizing the need to keep human elements in communication.Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! 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: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Connect with Jason on LinkedIn: https://linkedin.com/in/jpctan/Check out Jason's Website: https://engage-ai.co/

Tony Dicks joins host John Barrows as the CRO of CloudTask—Bringing The Convenience of B2C E-Commerce to B2B Sales Outsourcing. With shared wisdom on AI's role in sales, strategic uses of ICPs, and the evolution of the SDR model, listeners will gain insights into improving top-funnel sales issues and managing outsourcing effectively. An informative dive into aligning company expectations and adapting to market shifts, benefiting leaders and reps alike.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: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Connect with Tony on IG: https://www.linkedin.com/in/mrrevops/

Brian Will, a seasoned entrepreneur with over 35 years of experience, shares powerful insights on negotiation and overcoming sales objections. Topics discussed include the psychology of sales, strategies to address mistrust, the importance of active listening, and the criticality of preparation. Advanced selling techniques are packed into this episode to level up your sales skills.

Gabe Lullo, CEO of Alleyoop and seasoned leader with experience managing over 1500 SDRs, joins John Barrows to revamp the SDR role. They discuss full-cycle SDRs, balancing technology and fundamentals, strategies for authentic customer engagement and smooth transitions to AEs, and scaling your business without starting from scratch.

King of Sales Jeffrey Gitomer, renowned sales expert and author of 'The Little Red Book of Selling,' joins John Barrows on this podcast to dive deep into sales strategies and cold calling. They cover value-driven sales ideas, gaining insights from sales teams, and the significance of building trust. Jeffrey and John also discuss AI in sales, highlighting that while it can assist, it cannot replace the human touch. Collaborating with AI is key, as it lacks emotion and humor, which are vital for connecting with clients. Learn the importance of research, resilience, and ethical selling for achieving success in the competitive world of sales.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: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Connect with Jeffrey on LinkedIn: https://www.linkedin.com/in/jeffreygitomer/

Sales guru Mike Weinberg, consultant, coach, speaker, and bestselling author, joins host John Barrows on today's episode to explore the nuances of sales management. They explore insights on transitioning from an individual contributor to a first-time sales manager, recognize the importance of coaching, and discover how to navigate the evolving landscape of sales with an emphasis on accountability and effective leadership. This episode offers strategies for anyone looking to excel in sales leadership while maintaining a hunter mentality.Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! 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: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Everything Mike Weinberg:https://mikeweinberg.com/ https://www.linkedin.com/in/mikeweinberg2013/ https://twitter.com/mike_weinberg https://www.instagram.com/mike_weinberg/ https://www.amazon.com/First-Time-Manager-Sales/dp/1400241510/ https://www.harpercollinsleadership.com/books/first-time-manager-sales/

John is joined by Ryan Barretto, president at Sprout Social and a seasoned sales leader and executive in the technology industry. Ryan shares his insights on sales enablement, coaching, the future of AI in sales and the evolving role of sales professionals. John and Ryan touch on the importance of investing in young professionals, leveraging social media data, and the power of a product-led growth strategy.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: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Connect with Ryan on LinkedIn: https://www.linkedin.com/in/ryanbarretto/Visit the Sprout Social Website: https://sproutsocial.com/