Joining Hosts Craig Rosenberg and Matt Amundson is John Barrows, the CEO of JB Sales and Author of I Want To Be In Sales When I Grow Up. John outlines what led to the current poor performance amongst sales reps and what leaders can do about it to increase performance today and in the long run. They also get into why buyers dread demos, whether marketers should control all of the messaging from sales, and how smart sellers will approach incorporating AI into their workflows.
Also, Craig tells a story about sending around a slide deck and Matt showcases the latest improvement to the production value of the show: the Clapper.
Takeaways:
- Sales success is more achievable through repeatable processes than through unreliable shortcuts.
- Encourage personalized and relevant outreach: Teach sales reps to conduct thorough research before outreach, making every interaction as relevant and personalized as possible.
- Highlight the importance of business understanding: Sales reps must develop a deeper grasp of the customer's business landscape, priorities, and challenges for more effective positioning of solutions.
- Use AI to augment human efforts in sales, especially for research and personalization, but don’t try to automate humans out of the process. Augmenting > Automating
Chapters:
- 00:00 - Matt Applauds Today’s Guest
- 02:59 - The Golden Age of Sales and Its Pitfalls
- 10:38 - The Role of Hard Work in Sales Success
- 22:56 - Fixing The Crisis in Sales
- 31:32 - Applying Design Thinking to Sales
- 36:59 - Demystifying the Dreaded Demo
- 44:29 - The Impact of Research and Preparation
- 47:24 - The Role of Experience and Empathy in Sales
- 51:37 - Addressing the Generational Shift in Sales Practices
Quote of the Show:
- “The quantity game is over” - John Barrows
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