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.

Make It Happen Mondays - B2B Sales Talk with John Barrows

187: Joe Caprio On The Future Of Sales Demos

Our guest this week is Michael Phelan, Principal and Founder of Go-to-Market Pros. The knowledge that Michael has accumulated over the years comes from his ability to ask the right questions. Michael and John are going to dive into the importance of driving meetings, the ever evolving concept of give to get situations, and the impact of well designed processes. Michael's lens is certainly fine tuned, but his perspective is what growth is all about.

186: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way

Our guest this week is Lindsey Boggs, Digital Sales and Development Manager at Citrix and Co-founder of UNCrushed. Lindsey’s focus on the mental health of her team helps provide a healthy environment that is conducive to growth. Lindsey and guest host James Buckley discuss the tools she’s using to strengthen her one-on-ones and make them more meaningful, how leaders can best check in with their team, and the personal experiences that impacted her professional growth.

185: Lindsey Boggs On Mental Health Skills For Sales Leadership

This week we’re replaying one of our most impactful episodes that we've ever produced on Make It Happen Mondays. Our guest is Chris Voss, author of Never Split the Difference, former FBI hostage negotiator, CEO and Founder of The Black Swan Group, and one of the most talented negotiators of our time. Chris and John talk about due diligence, loss aversion, discounts, emotional intelligence, language, and how all these things impact our negotiation results when we work deals in our pipeline.

184: Chris Voss On Negotiations And Tactical Empathy (Replay)

Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community, RevGenius. Galem is a valuable resource and joins us to discuss the meaning and value of community, and what it means to be truly engaging and engaged.

183: Galem Girmay On Building Relationships In Online Communities

Our guest this week is Nick Cegelski of SurePoint Technologies. Nick's an experienced enterprise account executive with a ton of useful insights. The way that we speak to our prospects matters and Nick and John are going to dive deep into those little awkward moments that we experience with our prospects and how to handle them. We love the way Nick uses real life examples, rebuttals, and objections that we hear all the time, in this episode.

182: Nick Cegelski On Deal Mechanics

Our guest this week is Victor Antonio of Sellinger Group. Victor and John talk about reaching levels of experience that make sales easier, recognizing our sources of anxiety, selling in other countries, and more! As a sales keynote speaker and trainer, Victor helps us see the bigger picture so we can have more meaningful conversations with our prospects and customers.

181: Victor Antonio's Thoughts On 2020 And Predictions For 2021

Our guest this week is Larry Long Jr. Director of Collegiate Sales at Teamworks. Larry is a ball of energy and encompasses what it means to be a true leader. Larry talks with us about beefing up his LinkedIn presence, the difference between leadership and management, and finding a rep’s motivation. Larry hopes to share messages of hope, positivity, and can-do during these turbulent times.

180: Larry Long Jr. On Team Development And Motivation

Morgan Ingram joins John this week to discuss the ups and downs of what could be called one of the strangest years in history. What changed, what did we learn, and what will be different this year? We’ve accomplished a lot in the face of adversity and we wouldn’t have been able to help as many people were in not for you our loyal audience. Thank you for sticking with us!

179: Looking Back On 2020 And Ahead To 2021

Our guests this week are Darryl Praill, CRO at VanillaSoft and Shawn Finder, Founder of Autoklose. They’re talking with John about everything from sales culture, diversity, hiring and firing reps for many reasons, to finding the right fit for acquisition. This episode is full of incredible wisdom, insights, and value!

178: Darryl Praill & Shawn Finder On The State Of Sales In 2021

Our guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ. John and Vrahram take a deep dive into the 5 factors of agility in sales and how each one helps a sales team think on their feet, aid in their company’s growth, invest in their personal and professional development, and ultimately impact change, not only for their own teams, but also for their prospects and customers as well.

Vrahram Kadkhodaian On The Importance Of Agility In Selling

Our guest this week is Becc Holland, CEO and Founder of Flip the Script. We’re all impressed with the content and seemingly magical ways that Becc’s tactics and approaches improve sales rep’s messaging, cadences, workflows, and the results. She talks with John about the science behind sales messaging, the future of the SDR role, and her experience with relevance and personalization at scale and how it all led to her beginning her entrepreneurial journey.

176: Becc Holland On Personalization At Scale

Our guest this week is Sam Dunning, Sales Director and Co-Owner of Web Choice. Sam and John talk about marketing and sales alignment, positive impressions, and the future of the SDR role. They also discuss the term “thought leader” and why it’s not always the best term for some professionals.

175: Sam Dunning On Selling Like A Marketer

Our guest this week is Ryan Leavitt, co-founder of Pillar Booth. Ryan has extensive experience when it comes to entrepreneurship. He’s talking with John about risk, building a team with the right people, and how Pillar Booth is designed to fix the modern day open office.

174: Ryan Leavitt On The Entrepreneurship Path

Our guest this week is David Nihill, bestselling author of Do You Talk Funny and Founder and Creative Director of FunnyBizz. David and John discuss a few topics that we’ve seen as important in the sales and public speaking space. David talks about managing fears instead of trying to overcome them, having a script vs. sounding scripted, and gives us some great pointers on delivering a strong keynote that’s not boring or too dull for your audience.

173: David Nihill On Using Humor In The Sales Process

John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.

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Make It Happen Mondays - B2B Sales Talk with John Barrows

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