The podcast we're sharing this week is a little different to normal. Our very own James Buckley is taking over for a surprise episode, totally different to the usual format.  We're not going to give too much more than this away, you'll have to listen to find out more...

Make It Happen Mondays - B2B Sales Talk with John Barrows

159: James Buckley Takes Over!

Tim Harsch, CEO of Owler joins us on the podcast this week. John uses Owler every single day, and discusses how to nail your timing and relevance in your prospecting. Tim offers a look behind the curtain on how his team conduct their own prospecting, reminds us of certain trigger events that do not work anymore, and tons more!

158: Tim Harsch On Timing & Relevance In Prospecting

John's long-term mentor joins us for a spirited conversation about how many sales reps are too focused on the science of their work, and not the art of sales. Top tier sales reps focus more on the art of sales and trusting their gut instincts when talking to prospects. It's time to get back to working this way...

157: Jeff Hoffman On The Art Of Sales

Our very own Morgan J Ingram joins us on the podcast this week to talk about how he built his sales career, where he went wrong and how he's turned weaknesses into strengths along the way. We're living in strange times and things are changing quickly, it's a good time to take stock of what you're doing and where you're going.

156: Morgan J Ingram On Building A Sales Career

Today's podcast guest joined our team a few months before recording this episode, and she's crushing it working with our customers and clients. Megan Holsinger joins us to talk about her perspective on Customer Success, where it goes wrong and how most sales teams can conduct a better handover to Customer Success after their deals close. 

155: Megan Holsinger On Nailing Customer Success

What does great follow-up look like? Darryl Praill, CMO of VanillaSoft joins us on the podcast this week to talk about how his team follows up on marketing leads, where he sees common mistakes still happening in prospecting and how to fix them. He shares the exact formula his reps use along with the framework behind when marketing hands over leads, so that reps can own the relationship with the prospect. This was a fun one!

154: Darryl Praill On Becoming A Master Of Follow-Up

This week, a friend of the JB Sales team joins us on the podcast. Greg Segall, CEO of Alyce joins John to talk about what real personalization looks like in sales. It's not about name dropping the college your prospect went to in your outreach! Here's what's working right now...

153: Greg Segall On Prospecting Personalization

This week, John turns to his good friend Trish Bertuzzi to look at what the future of SDR teams is going to look like. Trish has unearthed tons of amazing data about how SDR teams are performing and being tracked right now, and has formed her opinion on where the SDR role is headed in the future from that data. Things are going to change! Trish and John go through how SDR teams need to change, and where it'll start.

152: Trish Bertuzzi On The Future Of SDR Teams

Like everything in the world over the past few months, business has been tough. Leading a team and making decisions is never simple. Kyle Porter, CEO of SalesLoft joins us on the podcast to reveal what it's been like behind the scenes at a high growth software company. Kyle and his team have had to cancel events, change targets and goals, and manage a different situation every day. Here's how Kyle and his team did it. 

151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company With Kyle Porter

Our team is seeing a huge rise in results from video prospecting. After reviewing results from meetings booked over the past few months, video was the biggest source by a long way. Following his webinar with Morgan on how to use video in your sales process, Tyler Lessard joins us on the podcast to discuss what the perfect video prospecting effort looks like...

150: The Anatomy Of A Great Prospecting Video With Tyler Lessard

Justin Welsh is our guest on this episode of the podcast. If you haven't seen Justin's content on LinkedIn, you've probably been hiding under a rock. Justin shares exactly how he has built and continues to build his personal brand. There's a few great stories in this episode too, including a first day on the job close and an unbelievably difficult start to Justin's sales career. This was fun...

149: Building An Industry Leading Personal Brand With Justin Welsh

Have you ever heard a prospect say "I need to think"? Chances are, you've heard this a lot. Devin Reed is the man behind all of the content and data experiments you see coming from Gong.io, and he's with us on this episode of the podcast to expose the latest surprising data he's uncovered. Hearing "I need to think" isn't actually as bad as you would think...

148: When Prospects Say "I Need To Think" With Devin Reed

Layoffs are hitting sales teams hard. People everywhere are losing jobs, laying off their team and looking for their next move. Now is the perfect time to think about which roles and which companies will suit your strengths best. To help you do that, we're welcoming Amy Volas back onto the podcast. She shares a ton of great ways to re-think and get moving again in Sales.  

147: Addressing Layoffs In Sales With Amy Volas

Ashleigh Early joins us on the podcast this week to share the story behind how she was let go from her job in late December and searched for her next job. Doing exactly what Ashleigh did may not be for everyone, but there's a lot we can all take from the theory and approach behind the scenes that she took. This episode was a little longer than usual, get ready! 

146: Behind The Scenes of Searching For My Next Job With Ashleigh Early

How do sales reps stay right on top of their game with every interaction with prospects and buyers? No training session or coaching can 100% guarantee that. Just-In-Time learning can get as close as it's possible to that 100% as we've seen, which is why Spekit CEO Melanie Fellay joins us on the podcast this week. She shares a ton of great stories and insight into how she's playing more than just her role as a CEO in the company right now, and how sales reps can continuously get that reminder they need of better and best practices they can use in every interaction with a prospect. This was fun!

145: Learning & Continuous Development For Sales Reps With Melanie Fellay

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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