Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake's seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. But what's broken? Where are leadership teams making life harder for sales managers and reps? If you want the answers, this is the episode for you... You'll learn: Focusing On Outcome Over Activity Sales Methodologies... The Problem Radical Transparency Across The Entire Process & More

Make It Happen Mondays - B2B Sales Talk with John Barrows

135: The Broken Prospecting & Sales Process With Jake Dunlap

We're pleased to have Shruti Kapoor on the podcast this week to lift the lid on the state of automation in sales right now. This was an interesting discussion, where Shruti explains how prospecting teams in future will be using just-in-time learning technology to help them do the right thing more often on sales calls. Added to that, Shruti has an interesting view on where we are right now with regards to how advanced the technology we can use as prospecting teams is, on the scale from 0 to seamless integration... You'll learn:  Just In Time Learning Saving Deals Making Tactical Improvements Advancing Technology To Make Us Smarter & More!

134: New Technology Powering Prospecting Teams With Shruti Kapoor

This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago with Sales Assembly and is always learning from what they’re doing to crush their market. Matt shares his take on what they’re doing well and how he see’s the ways prospecting has changed recently… In this episode you'll learn: Prospecting inside of communities The balance of automation in prospecting Building business acumen and sharing genuine insight

133: Barriers To Successful Prospecting With Matt Green

This week we're pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders. The criteria to win was to tell the panel about a deal you closed against the odds, using teamwork and generating a great solution for the buyer a the same time. Enter Danny Read from G2 who was one of the winners. In this podcast, he talks us through the story of his deal and the hurdles he overcame. This is a killer episode for AE's out there! In This Podcast You'll Learn: Giving a lot away Teamwork that helps the buyer get what they need Getting the deal over the line

132: The Art of Closing A Deal With Danny Read

Drew D'Agostino joins us on the podcast this week to share insight into the key personality types sales reps will encounter. Everyone is different, which means they respond well to different types of information. It's our job to understand this and make sure we put our best foot forward, with each type of person. Drew lifts the lid on some surprising data his tool has found... You'll learn: Giving Group Presentations Understanding Key Personality Types & What They Care About Thinking Like A Buyer & More

131: Using Personality Types In Sales With Drew D'Agostino

We're pleased to welcome Dave Kennett to the podcast this week. Dave is the CEO of Replayz, helping sales reps learn the lessons they need to go through to be more successful. In this episode, Dave and John talk over what sales coaching looks like on a day to day level and what truly world class sales coaching looks like. Here's a hing, there's a big difference between what most companies do and what the best do!  In This Podcast You'll Learn: How Sales Coaching Actually Gets Done Which Reps Need Sales Coaching Most Reps Participating Or Not Participating

130: What World Class Sales Coaching Looks Like With Dave Kennett

We're pleased to welcome DealPoint.io's CEO Tom Williams on the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference. We're talking small tweaks to how you find the right prospects, how you run your calls and how you follow up. Nothing that any sales rep can't do. You'll learn: Establishing Transparency & Trust Finding Your Best Customers The “Mutual Action Plan” Follow Up & more

129: Trademarks of Top Sales Reps With Tom Williams

Decision makers and champions are parts of a salesperson's everyday life. We're constantly reaching out to talk to decision makers or champions that can help us land that next deal and solve that problem or pain for a customer or client. But how do you spot genuine decision makers and champions? Geoff Surkamer joins us to help you learn: What a Champion Really Is The Path To Purchase Sophisticated vs Unsophisticated Buyers & More

128: Decision Makers & Champions with Geoff Surkamer

This week we're pleased to have Dave Crow from Seismic Software on the podcast. Dave and John met through their good friend Todd Caponi, who we recently had on the podcast too. Dave gave us a great view into how you can continuously evolve in sales and how to find your sweet spot, the area where you shine the most. Dave uses a candid conversation he had with an Intern of his as reference to how you can do this and do what you love, not just doing things for the title or pay. You'll learn: Laying foundations and finding your spot Owning your own learning Believing in what you sell & More!

127: Sales Careers & Values with Dave Crow

This week we're bringing you a 2 for 1. Dan O'Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and marketing divide that's been an issue for decades in B2B. These guys have some pretty interesting tactics and methods to help you hire people who are going to have that empathy which bridges the sales and marketing divide. You'll learn: How Dialpad qualifies leads Causes of the Sales & Marketing divide How Dialpad bridges the Sales & Marketing divide & More...

126: Bridging The Sales & Marketing Divide with Dialpad

This week on the podcast, we're excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She's crushing it and is here to tell us about how she found her sweet spot in sales, how she picked the right company to work for and embraced their culture. This is one for the reps out there looking to build their career and also the managers who wants to hire and retain amazing talent to nurture.  In This Podcast You’ll Learn: Picking your companies you want to work for Work life balance SalesLoft's culture and environment

125: Setting Yourself Up for Sales Success with Jordan Arogeti

We're pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and still climbed the ladder in his sales career, as well as how you can replicate his process. Stay tuned for: Mastering Motivation Climbing The Career Ladder From The Bottom Appreciation Vs Ambition & More

124: Motivation, Goals & Ambition With Scott Leese

This week we’ve pleased to have Amy Volas, CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right. In this episode, Amy and John go through what the journey of finding your true calling is like and how sales people out there can find the right roles for their sales career as a result. You'll learn: Finding Your True Calling in Your Career Trying Everything In A Sales Career Becoming Self Aware & More

123: Finding Your Sweet Spot in a Sales Career with Amy Volas

This week we're pleased to have Cynthia Barnes on the podcast. Cynthia is helping women in sales reach the top 1% of their profession. But what are the differences between how men sell, and how women sell? If there are big differences, surely the training we all need should be different. Cynthia addresses how she finds women in sales working differently to men and how the results differ too... In this podcast, you’ll learn: Do Men & Women Sell Differently? Thoughts on Women Selling To The Enterprise Strategies for Personal Brand Building & More

122: The Difference Between Men & Women In Sales with Cynthia Barnes

This week we're pleased to have Doug Winter on the podcast. Doug's the CEO of Seismic Software, with over 9 years of providing slicker sales enablement solutions to draw experience from and share with us. A lot of Doug's work is based around helping sales teams plan out their content that they can use in calls, but mapping out what content they already have and tweaking it is harder than it sounds...   In this podcast, you’ll learn: Sales Content Preparation Measuring Sales Content Impact Categorizing Sales Content Efficiently & More!

121: Using Sales Content In Meetings With Doug Winter

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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