Make It Happen Mondays - B2B Sales Talk with John Barrows

Jim Fielding is a busy man. He’s the president of the Archer Gray Co-Lab Group, the author of All Pride, No Ego: A Queer Executive’s Journey to Living and Leading, and a leader of consumer product groups with prominent brands like Disney, Dreamworks, and Twentieth Century Fox, among others. In this week’s episode, John and Jim talk about some of today’s most pressing topics, such as our skewed perception of the world due in part to social media, the superpower of personal and professional authenticity, and real-world tips for making society a more inclusive and accepting place for everyone, including the LGBTQ+ community.Do you want to become your authentic self? You can Make It Happen with coaching and training from John Barrows at www.jbarrows.com.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/Follow Jim Fielding on LinkedIn: https://www.linkedin.com/in/jamesdfielding/Also Visit: www.allpridenoego.com

As the CMO at Planful, Rowan Tonkin is uniquely positioned to discuss one of today’s hottest topics: the gap between sales and marketing. In today’s episode of Make It Happen Monday, John and Rowan explain how a lack of marketing transparency paired with the microanalysis of sales professionals’ performance can drive a wedge between departments and stunt a company’s growth. Rowan provides some valuable guidance for leveraging finances, transparency, and trust to bridge the gap, and the two discuss other issues including budget cuts during hardships, attribution, and personal branding.Ready to overcome the obstacles you face in your career with insight from some of the world’s leading sales professionals? Check out www.jbarrows.com and Make It Happen today.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/Connect with Rowan Tonkin on LinkedIn: https://www.linkedin.com/in/rowantonkin/

Adam Jay is the founder and owner of Adam Jay Consulting and one of Demandbase’s top 25 sales executives for 2023. After getting his start in tech sales, Adam quickly advanced into leadership positions and discovered the importance of culture-first leadership. Listen in as Adam and John talk about the differences between leadership and management, the importance of encouraging authenticity, and the true role a leader plays in developing the next generation of sales professionals in an increasingly AI-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/Connect with Adam Jay on LinkedIn: https://www.linkedin.com/in/adambjay/Also visit www.adamjay.io and https://revenue-reimagined.com/

In this episode John goes back to his roots and talks tactics with cold calling expert Jeremy Chen. Jeremy started his career as a door-to-door salesperson for a telecom company and worked his way through the ranks. In today’s episode of Make It Happen Monday, John and Jeremy hone in on the practice of cold calling, why so many sales professionals avoid it, and why it is still relevant in today’s tech-driven world. Jeremy also provides valuable tactical advice for optimizing connect rates and generating qualified leads with cold calls.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/Connect with Jeremy Chen on LinkedIn: https://www.linkedin.com/in/jeremy-chen51/Also visit: https://jeremychensales.com/And follow @Jeremy Chen on socials

As the co-founder and co-CEO at Crowd Surf, Cassie Petrey helps some of the world’s most incredible talent - including Britney Spears, the Backstreet Boys, and others - connect with their fans. In today’s episode of Make It Happen Monday, Cassie shares her extraordinary perspective on starting with virtually nothing and working her way to the top. Listen in as Cassie and John discuss the similarities between the music and sales industries, how AI is changing marketing strategies in the music industry, the positive impact of imposter syndrome, and the links between risk tolerance and success.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/Connect with Cassie on LinkedIn: https://www.linkedin.com/in/cassiepetrey/Connect with Cassie on Instagram: http://www.instagram.com/cassiepetrey Also visit her website:  https://crowdsurf.net/

Tiffani Bova is a bestselling author and keynote speaker, and she’s also a Growth and Innovation Evangelist at a top Customer Relationship Management software company. She has seen the tech industry evolve spectacularly over her nearly 30-year career, and she’s an expert in customer success and growth. In today’s episode, Tiffani and John discuss how the over-engineered sales processes designed to improve the customer experience can negatively impact employees. Tiffani provides helpful tips, statistics, and actionable advice that can help companies continue to grow and thrive while improving their employee satisfaction.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn:https://www.linkedin.com/in/johnbarrows/Connect with John on IG:https://www.instagram.com/johnmbarrows/Connect with Tiffani Bova on LinkedIn:https://www.linkedin.com/in/tiffanibova/Get Tiffani's new book: The Experience Mindset: Changing the Way You Think About Growth

Adam Apps got his very first job at the age of seven, and since then, he’s made it his mission to excel in everything he does. While a career in sales was never on his radar growing up, he now has more than 20 years of experience in tech sales, and he’s especially focused on discovering the things that make some sales leaders better than others. In today’s episode, John and Adam talk about Adam’s bestselling book, “Shitty Sales Leaders and How Not to Be One.” Listen in as they discuss the differences between leadership and management, the art of giving and receiving feedback, the habits of ineffective leaders, and more.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Adam Apps on LinkedIn: https://www.linkedin.com/in/adamapps/Sh*tty Sales Leaders: And How to Not Be One is available at:  https://a.co/d/09wSjnHFor more information or to continue the conversation please visit www.AdamApps.com

Jason Inouye knows a thing or two about filmmaking, and his professional career is dedicated to connecting artists with the tools they need to elevate their skills. In today’s episode of Make It Happen Monday, he discusses how he leveraged John’s training and coaching to level up his sales game and develop professional relationships with major brands. Listen in as Jason explains how he propelled his career forward by embracing the resources available to him.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! Get full access to the best sales training at https://gosellbetter.com/membershipConnect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Jason Inouye on LinkedIn: https://www.linkedin.com/in/jason-inouye-6381042/

With more than 20 years of experience in leadership roles with companies like Microsoft and Gartner, Jaime Diglio knows firsthand what it takes to thrive. As the CEO of inFirst Consulting, she trains sales professionals and leaders to put their best foot forward in every interaction. Listen in as Jaime and John talk about the importance of embracing your own personal value proposition, honing your superpowers in a tech-dominated world, and remaining resilient in the face of adversity. The sales landscape is changing, but Jaime believes that embracing the foundational human element of sales will lead the future generation to success.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Jaime Diglio on LinkedIn: https://www.linkedin.com/in/jaimediglio/TEDx & IG: TEDx | IG | WIN RoomAbout Jaime:Jaime Diglio is a high-performance professional coach and speaker who helps sales leaders and teams WIN in their careers and in life. She spent 20 years crushing sales targets at Gartner, Microsoft & Slalom. In her recent TEDx Talk: "From WAR Room to WIN Room: Change your Room, Change your Life" she shares a bit of her proven formula for success which includes aligning inner strengths with goals or what she calls “Your Real AI.”

Pablo Dominguez spends most of his days partnering with portfolio companies to help them build their teams, but he’s also an incredible author. His new book, “What A Unicorn Knows,” focuses agility and lean business practices. In today’s episode, John and Pablo talk about the reasons why agility is the key to sustainable growth in today’s unique market, the differences between strategic planning and a year-long strategy, and the impact of ChatGPT on companies and individuals alike.Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Pablo Dominguez on LinkedIn: https://www.linkedin.com/in/pabtexas/Also visit: https://whataunicornknows.com/

Drew Sechrist is the founder and CEO of Connect The Dots™, an organization that uses innovative AI to help people discover new connections in their email metadata. As Salesforce.com’s 36th employee, he helped that company grow from $0 to more than $1 billion in revenue. In today’s episode of Make It Happen Monday, John and Drew talk about the impact Salesforce.com had on their individual careers, the benefits of creating an exceptional sales culture, the power in leveraging a personal network, and much more.Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Drew on LinkedIn: https://www.linkedin.com/in/drewsechrist/Connect with Drew directly at: [email protected] or visit www.ctd.ai Mentioned in this episode:Welcome to the Make It Happen Monday PodcastThe Hubspot CRMhttps://hubspot.com/

In this episode John takes a different approach and instead of interviewing a guest he shares his deeply personal keynote speech that he has only delivered once before. In this keynote John shares the challenges he has faced over the past few years ever since his father died and the journey he has been on to find the characteristics of companies and people who always seem to keep growing even though tough times. After speaking with hundreds of executives and studying dozens of companies he has identified 3 main characteristics that keep these companies and individuals moving: Alignment, Execution and Gratitude. After learning these characteristics John shares how he applied them to his own life and business and keep himself going after realizing he had stopped growing and was stick in neutral.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/

Scott Barker’s career in sales has been incredibly successful. He’s been a sales manager, a business development representative, and even a strategic advisor for some incredible organizations. Most recently, he co-founded and became a partner of a venture capital fund known as GTMfund, and he’s seen firsthand what it really takes for an early-stage company to get off the ground. Listen in as John and Scott talk about his experiences, the importance of creativity and connectivity, the lack of fundamental sales knowledge in the SaaS space, and differences between the science and art of sales.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Scott Barker on LinkedIn: https://www.linkedin.com/in/ssbarker/GTMfund website The GTM NewsletterThe GTM PodcastMentioned in this episode:Welcome to the Make It Happen Monday PodcastThe Hubspot CRMhttps://hubspot.com/

Valerie Fridland is a professor at the University of Nevada at Reno, and she earned a PhD in the interesting and important field of sociolinguistics. She recently authored “Like, Literally, Dude: Arguing the Good for Bad English,” a book that examines the relationship between language and society. In today’s episode, John and Valerie explore the impact of language on our everyday lives and discuss how society forms preconceptions about people based on their language. They also dive into some of the linguistic techniques that sales professionals can use to speak with power and purpose.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Valerie Fridland on LinkedIn: https://www.linkedin.com/in/valerie-fridland-0b29b5209/Get her book: Like, Literally, Dude: Arguing for the Good in Bad EnglishFor more information about John, visit: https://johnmbarrows.comSpecial thanks to our sponsor: Try Hubspot today!Mentioned in this episode:Welcome to the Make It Happen Monday PodcastThe Hubspot CRMhttps://hubspot.com/

Dr. Howard Dover is the a sales coach and director of the Center for Professional Sales at the University of Texas at Dallas, and he has years of experience in sales, marketing, and education. Dr. Dover believes that rising interest rates, technology, and ineffective education have created a serious problem in the sales profession, but there is still light at the end of the tunnel. Listen in as John and Dr. Dover explain why there’s still plenty of opportunity in sales for those who reach out and take it.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Howard Dover on LinkedIn: https://www.linkedin.com/in/howarddover/ Try Hubspot today!

Rhonda Petit has been in sales her entire professional life. She was influenced by her parents - a police officer and a nurse - who found their purpose and calling as incredibly successful Amway sales reps. Today, she’s a successful author and sales coach who helps sales professionals find their own purpose by focusing on emotions, beliefs, and mindsets. In today’s episode of Make It Happen Monday, John and Rhonda discuss their shared love of sales, the importance of a solid belief system, how to overcome the perils of imposter syndrome, and much more.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Follow Rhonda Petit on LinkedIn: https://www.linkedin.com/in/rhondapetit8htg/

Ulf Arnetz has founded several incredible companies and describes himself as a serial entrepreneur. He’s the founder and chairman of Howwe Technologies, which is a unique platform designed to help CEOs plan, implement, manage, and align their strategies through to the front line. In today’s episode, Ulf and John discuss the ability to predict trends at just the right time and why it’s an entrepreneurial superpower. They also talk about how to avoid failure when it comes to implementing executive strategies, the difference between vision and strategy, tips for treating everything like an experiment, and more.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Ulf Arnetz on LinkedIn: https://www.linkedin.com/in/ulf-arnetz/

As a coach, author, speaker, and podcaster, David Weiss is a busy man. He’s also the founder and CEO of DealDoc, and he’s the CRO of The Sales Collective, an organization that helps companies use science and data to increase revenue. In today’s episode of Make It Happen Monday, David and John have a very tactical conversation centered around discovery in sales, and David explains the MEDDPICC discovery process that changed his life forever. They also discuss what they believe is one of the major reasons for poor sales performance in a down economy: the lack of fundamental sales knowledge and techniques.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with David Weiss on LinkedIn: https://www.linkedin.com/in/davidlbweiss/

As the founder of the Smart Women Society, Téa Angelos has dedicated her professional life to empowering women. Her latest book, “Smart Moves,” offers personal and professional advice on more than 130 life topics, including money, love, business, and much more. In today’s episode of Make It Happen Monday, John and Téa talk about a variety of topics in her latest book, including everything from maximizing the potential of side hustles to ensuring financial stability in the event of an economic collapse. Though her primary audience is women, Téa’s advice for improving personal and professional wellbeing applies to everyone.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Téa on Linked In: https://www.linkedin.com/in/t%C3%A9a-angelos-aa7494154/?originalSubdomain=au

The line between sales and marketing has grown increasingly blurred in recent years, and it has led to anxiety, controversy, and fear. In today’s episode of Make it Happen Monday, Greg Kihlstrom brings that line back into focus. Greg is a global speaker, entrepreneur, consultant, and author of 11 books that focus on a wide range of topics like agility, marketing, digital transformation, and more. Listen in as Greg discusses some of the principles in his 11th book, “House of the Customer,” including how an employee-driven, customer-centric experience is the key to aligning sales and marketing.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Greg Kihlstrom on LinkedIn: https://www.linkedin.com/in/gregkihlstrom/ 

As the VP of Enterprise Partnerships of JumpCrew, an outsourced sales and marketing partner, Jarron Vosberg knows a thing or two about boosting conversions and improving sales. In today’s episode of Make It Happen Monday, John and Jarron talk about the importance of treating everything like an experiment and how to align those experiments with specific outcomes. Jarron also discusses his take on the “Give a Shit” factor and what it means in the business world, and he provides valuable insight on coaching toward agility in today’s changing landscapes.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Follow Jarron Vosburg on LinkedIn: https://www.linkedin.com/in/jarronvosburg/

As a current Expert Partner in B2B Marketing for Bain & Company and a former CMO for companies like Vonage and Mongo, Rishi Dave has experienced the challenges of misaligned sales and marketing teams firsthand. In today’s episode, Rishi discusses how to improve the relationship between sales and marketing in a way that promotes agility and produces better results in a modern market. Rishi and John also talk about how sales professionals are effectively becoming mini-marketers, the need for marketing to work more selectively with sales, and tips for making the “Day One” list that companies use to select 90% of their vendors.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Rishi Dave on LinkedIn: https://www.linkedin.com/in/rdave/

Numerous industries are fraught with disruption and change, and it seems as if there’s a new crisis around every corner. While some companies crumble under pressure, exceptional leaders use these crises as opportunities to learn new behaviors, accelerate their performance, and better understand the business. In today’s episode, Carol Kauffman and David Noble, successful CEO coaches and co-authors of “Real-Time Leadership,” explain what leadership truly means. They also explain the difference between management and leadership, and they provide valuable advice for enhancing your leadership capabilities in personal and professional situations.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Follow Carol Kauffman on LinkedIn:https://www.linkedin.com/in/carolkauffmanphd/Follow David Noble on LinkedIn:https://www.linkedin.com/in/david-noble-468222/

Elizabeth Andrew is a highly successful strategic advisor, VP of Sales, and TEDx speaker, but her path to success has been anything but linear. She started working in the investment industry after college, but took a 17-year hiatus to raise children. Despite struggling to reenter the workforce years later, she found her place in tech sales. In today’s episode of Make It Happen Monday, Elizabeth explains how she reinvented herself in order to overcome the challenges associated with going back to work after a long-term break. She also discusses the reality of the generational divide and provides invaluable advice for anyone considering a long-term career break.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Follow Elizabeth Andrew on LinkedIn:https://www.linkedin.com/in/elizabethaandrew/Instagram: @lizzyaandrewFacebook: www.facebook.com/lizzy.a.andrewTwitter: @lizzyandrew001

As major companies lay off thousands of people and replace them with AI-driven software like ChatGPT, fear and concern continue to grow among professionals in sales and other industries. Eric Nowoslawski & Varun Anand, the innovators behind Clay.com, are helping companies of all sizes find opportunities in the era of artificial intelligence. They believe that AI actually creates more opportunities for those who are willing to educate themselves. Listen in as John, Eric, and Varun discuss the real risk of becoming redundant in the AI age and the steps you can take to remain relevant during this fundamental shift in the way we do business.Follow Eric Nowoslawski on LinkedIn:https://www.linkedin.com/in/outboundphd/Follow Varun Anand on LinkedIn:https://www.linkedin.com/in/vaanand/Follow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0

Soren Kaplan has both a master’s degree and PhD in organizational psychology, and today, he’s a bestselling author, keynote speaker, Inc. Magazine columnist, and founder of multiple organizations. We’ve all heard of IQ and EQ, but Soren believes that XQ - or experiential intelligence - guides much of our lives at both the personal and professional levels. Rather than allowing his past experiences and traumas to limit his success, Soren learned how to leverage those experiences to facilitate growth, strength, and resolve. In today’s episode of Make It Happen Monday, listen in as Soren provides invaluable advice for finding strength in your past experiences.Connect with Soren Kaplan on LinkedIn:https://www.linkedin.com/in/sorenkaplan/Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0Follow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0

In 2009, Graham Cochrane was laid off from his job, and he had to go on food stamps to provide for his family. By learning more about living with intention and the difference between scarcity and abundance mindsets, he was able to found The Recording Revolution, a multi-million-dollar recording company, in that same year. Today, Graham is the author of “How to Get Paid for What You Know,” serves as a business coach to 3500 customers around the world, runs two education companies, and helps more than 80,000 followers across multiple channels better understand how to develop the right mindset for success.Follow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0Connect with Graham Cochrane on LinkedIn:https://www.linkedin.com/in/cochranegc/

Despite majoring in molecular biology in college, Anthony Nava decided he didn’t want to spend his entire life in a pharmacy or lab. From his humble beginnings in sales at Target, Anthony eventually became the Senior Sales Development Manager at Crunchbase. In today’s episode of Make It Happen Monday, Anthony tells the tumultuous story of finding his true calling, which turned out to be quite different than he originally imagined. From gut-wrenching decisions and plenty of hardship to a successful career in tech sales, Anthony’s story is sure to resonate with those who feel stuck in their current careers.Follow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0Connect with Anthony Nava on LinkedIn:https://www.linkedin.com/in/anthonyjnava/

As a Wall Street Journal best-selling author, international speaker, and professional consultant with a PhD in communications, Dr. Cindy McGovern is known as the First Lady of Sales. In today’s episode, Dr. Cindy breaks down the misconceptions surrounding sales, discusses the right mindset for a successful sales career, and explains how to leverage sales skills in every aspect of life. Dr. Cindy and John even debate the relationship between sales, art, and science before discussing the reasons to be intentional about your own personal brand right now - even if you think you don’t have one.Follow Dr. Cindy McGovern on LinkedIn:https://www.linkedin.com/in/drcindy/Learn more on her website:https://drcindy.com/Get her book Sell Yourself HereFollow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0

Jenna Rogers is the Vice President of Growth at Sales Assembly and the founder of Career Civility. She’s a self-described “corporateur” who has made it her mission to help people have more impactful discussions in the workplace. In today’s episode of Make It Happen Monday, Jenna discusses tough topics like the generational divide, male advocacy, and the differences between cancel and accountability. She also provides strategic advice for discussing tough topics like diversity and inclusion in the workplace.Connect with Jenna Rogers on LinkedIn:https://www.linkedin.com/in/jennamrogers/Visit Jenna's Website:https://www.careercivility.com/Checkout her IG:https://www.instagram.com/careercivility/Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

When it comes to getting the most out of partnerships, Russell Bradley-Cook is a pro. He has a strong background in sales and currently serves as HubSpot’s EMEA App Partner Manager, where he builds and maintains partnerships with some of the leading SaaS companies in Europe. In today’s episode, Russell explains the ecosystems associated with professional partnerships, the importance of leading with giving, and his own three pillars of partnership success to help listeners learn how to leverage partnerships in their own careers.Follow Russell Bradley-Cook on LinkedIn:https://www.linkedin.com/in/russellbradleycook/Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

As the most popular and most downloaded Make It Happen Monday episode of all time, this conversation with Chris Voss is all about the power of negotiation. Chris is an ex-CIA agent and expert negotiator, the founder of the Black Swan Group, and the author of Never Split the Difference, an incredibly popular book about negotiation. Today, Chris is the world’s top negotiation coach. In this episode, Chris talks about unintuitive negotiation techniques, the importance of seemingly unimportant information, and the problems with presumptions in negotiations. Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

Angela Kristen Taylor is the founder of Integrative Productivity, a coaching and consulting firm that focuses on the emotional side of productivity. In today’s episode of Make It Happen Monday, she discusses the emotional productivity connection, how negative self-talk leads to chaos, and how entrepreneurs and independent business owners can overcome that chaos to lead more productive and meaningful lives. Listen in as Angela shares her personal journey and the powerful secrets for finding your purpose amidst the chaos of everyday life. Connect with Angela:https://www.linkedin.com/in/angelakristentaylor/https://www.instagram.com/productiveflow/https://www.tiktok.com/@productiveflowhttps://www.youtube.com/channel/UC9Ria_bDtWwSOXrfYiMyBFw Website: http://angelakristentaylor.com Programs, Services, & Events: http://www.productiveflow.com ***(This is the the one to highlight most) Book Your Free Productivity Breakthrough Session: http://productiveflow.as.me/clutterfree Grab your TOP 10 LIST of TELLTALE SIGNS you are DEFINITELY a Sales Matcher over at http://list.productiveflow.com Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

How do you gain a new perspective on life? For sales coach Ian Koniak it took a brush with death, making peace with his family, and getting sober. He discovered “a calling of helping” and today he encourages a life of integrity, where “your actions and your behaviors match your thoughts.” In pursuing sales or other goals he urges patience and faith, which he equates with “the ability to see success, even if you don't experience it” immediately. He also advises people to listen for “shoulds” in their self-talk because they indicate “you're not living a life that you truly want to live.” … John and Ian warn that our 24/7 world leaves too many of us “short-term focused,” allowing immediate gratification to get in the way of what's important.Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/Coach with Ian: https://untapyoursalespotential.comYouTube channel: https://www.youtube.com/iankoniakNewsletter: https://untapyoursalespotential.com/newsletterFollow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

Paul Magnone, an engineer who heads global strategic alliances for Google, just co-wrote a book about hunches. In “Decisions Over Decimals” he advises readers to use both gut and numbers because, he argues, good decisions require “understanding the data, but also listening to your intuition.” He says engineers typically “go to the numbers,” and “high flyers … will go to gut instinct.” To improve the process, Paul encourages following your instincts but only after creating a decision framework that pulls information from across an organization, including from “everybody who touches customers,” to define the problem you’re trying to solve. … Hear John and Paul discuss that people who “understand the DNA of their business” are better prepared to profit in the face of unexpected events like the pandemic.Connect with Paul on LinkedIn:https://www.linkedin.com/in/paulmagnone/Visit Paul's website https://www.dodthebook.com/Find his new book on Amazon:https://www.amazon.com/Decisions-Over-Decimals-Intuition-Information/dp/111989848XFollow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

From an idyllic early childhood to enduring “unbelievable racism” as a teenager, sales and LinkedIn coach Niraj Kapur learned to adapt. After facing mental health challenges and “a horrendous divorce,” Niraj was ready to rebound — then the pandemic hit and his income went to zero. He threw himself into his consulting business, Everybody Works In Sales, and devised ways to make sales connections on LinkedIn. Today he is sought after as a speaker and sales coach who offers as his No. 1 piece of advice: Better understand the sales process and “engage with customers who are not doing business with you.” … After John laments that too many entrepreneurs and sales executives “take money from anybody to keep the lights on,” Niraj replies that he says “no to anybody” who isn’t a good fit.Connect with Niraj on LinkedIn:https://www.linkedin.com/in/nkapur/Twitter @nirajwriterInstagram nirajkapurFollow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

Daphne E. Jones is no stranger to adversity. As a young black woman interested in a STEM career, a career counselor once told her that she should be a secretary. Instead of blindly following this so-called “professional” advice, Daphne developed a plan to change the impossible to the inevitable. Since then, she’s held numerous executive and leadership positions with companies like IBM, Johnson & Johnson, and General Electric. Her tactical and structured approach to career ownership includes a realistic framework for envisioning, designing, iterating, and transforming your life. In this episode, Daphne opens up about her new book, Win When They Say You Won’t: Break Through Barriers and Keep Leveling Up Your Success, and offers valuable advice for overcoming the adversity in your life. Connect with Daphne E. Jones on LinkedIn:https://www.linkedin.com/in/daphne-e-jones/Get her new book hereOr Visit www.daphneejones.com/book Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

Growing up in Israel, Udi Ledergor studied magic, music, and puppeteering. He uses showbiz skills today, not on a stage but in business conference rooms as chief marketing officer for Gong, one of the hottest and fastest growing tech companies in the world right now. “I see B2B marketing as a way of performing to an audience and creating a show, creating truth and experience,” he says. As the 13th employee hired at Gong — which today has a headcount above 1,500 — Udi says scaling the company while fostering its inclusive “Gongster” culture requires tact and candor: Be “respectful to everyone in the room, but calling things out as they are, so we can fix them and move forward.” … Also hear John and Udi discuss the challenges of providing direct feedback to associates of different ages and backgrounds.Connect with Udi on LinkedIn:https://www.linkedin.com/in/udiledergor/Or visit https://www.gong.io/Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

From working his way up the ladder at Oracle to becoming a top executive at customer experience management platform Sprinklr, Mark Siciliano has invested in people. He reveals what he’s learned in the last quarter-century about sales, sales enablement, and what it takes to make an impact on people’s lives — both customers and colleagues. Treating others as they want to be treated “seems old school,” Mark says, “but technology has shot so quickly ahead of us that we forget that those core things still count.” Hear John and Mark riff on a musical analogy about the future of sales, when everyone will know how to play more than one instrument.Connect with Mark on LinkedIn at:https://www.linkedin.com/in/marksiciliano1/

The booming psychedelic industry offers hope to those with psychological challenges as well as opportunities for workers and investors, according to two pioneers in the business. Jay Godfrey and Richard Meloff left investment banking to create Nushama, a network of psychedelic wellness centers. Jay says his first experience with supervised use of psychedelics “uncovered things that I couldn't uncover in three years of therapy.” Seeing people living in fear during the pandemic inspired creation of the company, which is part of a fast-growing segment of healthcare that treats PTSD, addiction, and mood disorders. … John encourages people suffering to consider psychedelics and offers a reminder to those facing stress in sales: "You're never as good as your best deal; you're never as worse as your worst deal."Connect with Jay on LinkedIn here:https://www.linkedin.com/in/jay-godfrey-090b602/And with Richard here:https://www.linkedin.com/in/rmeloff/Find out more about their Nushama psychedelic wellness centers here:https://nushama.com/

Sales, social media marketing, and entrepreneurship coach Stacey Hall says many of us are in need of an alignment. Her new book “Selling from Your Comfort Zone: The Power of Alignment Marketing” argues that knowing yourself is essential for success in business. “You get into alignment with yourself, you get into alignment with the company that is selling something you can get behind,” she tells John, “and you get into alignment with the audience. Because if you can get behind that product, so can your audience. If it's a match for their needs, they'll get behind it.” … Hear John and Stacey discuss how understanding your core values can lead to success at work and in life.Learn more about Stacey at her website:https://www.staceyannhall.com/home/And connect with her on LinkedIn:https://www.linkedin.com/in/staceyhall1/

Sales is one of the only professions in the world where we’re expected to take a training or read a book and immediately apply what we learned to a real-world scenario without much practice. Most athletes spend over 80% of their time practicing and less than 20% of the time playing the game.Jonathan Mahan and Jordana Zeldin of The Practice Lab discuss with John the difference between practice, role play and memorization and how to structure practice so it makes a real impact on sales rep’s development and results. They also dive into the mentality you need to have for practice to be meaningful and how to teach genuine curiosity which is the super power of great sales reps. an online sales training platform. Jordana says that instead of rote playing and itches, sales professionals should provide "impactful questioning" of prospects, demonstrating "they're authentically curious in the context of a real conversation." Or as Jonathan puts it: “You can't truly sell in an enlightened, effective, top-of-the-line way, if you don't give a shit about what you're selling.” … Hear John Barrows describe being in the audience for a keynote that derailed into “one of the most awkward things I think I've ever experienced” — and get tips on how to avoid a repeat.Connect with Jonathan on LinkedIn here:https://www.linkedin.com/in/jtmahan/And Jordana here:https://www.linkedin.com/in/jordanazeldin/The Practice Lab here:https://www.thepracticelab.co/ - applications for the q1 2023 cohort are now open.Wanna try this practice thing on for size? Join Jordana and Jonathan on the third Wednesday of every month for WHEEL OF OBJECTIONS, a fun and free practice-based training on a fresh approach to tackling your most common objections:http://lu.ma/tpl-wheel-of-objections

Salespeople are free to be “who we can be,” says Nikki Ivey, who used a career in sales to leave life in the housing projects far behind. From first working at a used car lot in Hinesville, GA., she rose to become a newly hired key executive at John’s company, JB Sales. As a director of training she wants to lead by example, and as a Black female executive in corporate America, “it's definitely about what people coming up right now are seeing as possible through me.” … John and Nikki “go there” and discuss race and racial identity in America and the sales profession.Connect with Nikki on LinkedIn:https://www.linkedin.com/in/nikki-ivey/

John Costigan (JC) has been in Sales and Sales training well before John Barrows (JB) got into the industry. JB has been a long time fan but the two never actually met until one day JC reached out to JB one day on LinkedIn with a message “it’s probably time we need to talk. I really admire what you’ve done to represent our space.”During their first call it was evident they shared similar values along with a similar mentality and approach to the profession of Sales. During this episode they talk about their respective training journeys and how JC broke through the noise by doing live cold calling on stage. They talk through tactics, strategies, what’s changed and what has stayed the same throughout the years in Sales.Recently JC fought and beat throat cancer which gave him a completely new perspective on life and appreciation of time. With JB’s dad passing recently they both shared how these challenges affected them and ultimately made them stronger and more purpose driven.Connect with John Costigan on LinkedIn here:https://www.linkedin.com/in/johncostigan/

The majority of salespeople aren’t aware of Neuro-Linguistic Programming (NLP) and how it can help in the sales process. If you haven’t heard of this (and even if you have), you’ll want to listen in to my conversation with Valerie Fischer, co-owner of The Conversion Engine and an NLP-Certified Practitioner. I was introduced to NLP early in my sales career but didn’t really get too deep into it because I thought it could be manipulative. But Valerie feels it’s really just getting to know your client and helps them to label their thoughts and behaviors. “It’s trying to understand what your clients think-points are,” Valerie says. “What are the possibilities they see for themselves. When you ask questions like that, you’re able ot squeeze that out of them.” We also delve into identifying whether your client is a visual, auditory or a kinesthetic person and how to mirror your messaging to take full advantage of these traits. We also discuss metamodel questions that can help get to the client’s actual motivations and goals for their business. Valerie says, “When you find your value, you find your purpose and they you find your why.”Connect with Valerie on LinkedIn:https://www.linkedin.com/in/valeriepfischer/Find out more about Valerie’s ventures at:https://valeriepfischer.net/

Alabama football Coach Nick Saban doesn’t set lofty goals, but his teams win national championships. Guest John Talty, who covers the Crimson Tide as sports editor at Alabama Media Group, says Saban is “much more focused on what we need to do on a daily basis to put ourselves in a position to have success.” Creating a system where players and coaches share understanding of their roles and how they fit in with the team allows Saban to succeed year after year, Talty writes in his new book, “The Leadership Secrets of Nick Saban.” … Coach Saban’s philosophy prompts John Barrows to challenge sales team leaders by asking, “When was the last time you actually really genuinely painted a vision for them about where you're taking this, and how they fit into that vision?”Connect with John Talty on LinkedIn here:https://www.linkedin.com/in/john-talty-586642b/Get a copy of his book:https://www.amazon.com/Leadership-Secrets-Nick-Saban-Alabamas/dp/1637740832 Connect on Twitter @JTalty

As founder of The Sales Evangelist, consultant Donald C. Kelly “sells sales to salespeople.” When he sat down with John they declared the conversation “just two sales guys talking.” But it was more a crash course in selling with observations like: Showing genuine curiosity engages clients; get “yesses” along the way; an empowered consumer “will buy all day;” avoid “fake personalization” in outreach, people know; work hard to land government contracts “because government people don't like to switch.” … John agrees strongly with Donald’s advice to educate prospects instead of dazzling them, advising him to use analogies and “help it make sense to them in their world.” Connect with Donald on LinkedIn:https://www.linkedin.com/in/donaldckelly/

If you’re a sales professional whose job revolves around procurement, you’ll want to listen to my discussion with Mark Raffan, CEO of Negotiation Ninja. Mark provides a master class in negotiations because he knows all the tricks in this field as he used to work on the procurement side. “I come from the dark side, the other side of the procurement world,” he said. “I started in sales and moved into procurement.”One of the biggest fallacies in the world of negotiations is the “win-win” scenario. Renowned negotiator Chris Voss says “fair is like a four-letter word in negotiations,” and Raffan mostly agrees with this philosophy. “The whole idea of fair is really, really scary,” Raffan says. “But it’s also the foundation for win-win. I used to put stuff in my (starting) negotiations just to give them up just to make you feel good.”One aspect in negotiations we discuss is when you have to concede in pricing, make sure to get some sort of reciprocity, such as payment up-front or a larger order than originally intended. We also talk about “nice to have” solutions versus a “must have” solution, along with knowing when to walk away and the impact time has on negotiations.Connect with Mark on LinkedIn:https://www.linkedin.com/in/markraffan/Find out more about Negotiations Ninja:https://www.negotiations.ninja/

After battling a brain tumor as a teenager and depression as a young entrepreneur, wellness advocate Chris Mirabile “grew to appreciate that I was here, living still.” Today the founder and CEO of longevity company Novos Labs says he has slowed his aging process by 31% through a holistic approach to mental and physical health that includes meditation, aerobic and strength training, and a good diet. ”All of these different things, they all interact with each other, and they impact your physical health, your biological health, your emotional well being, and so on,” he says of what he calls his “longevity lifestyle.” … Hear John and Chris discuss how ego and entrepreneurship can pose unique challenges to mental and physical health.Connect with Chris on LinkedIn here:https://www.linkedin.com/in/chrismirabile/Follow his health journey here:https://slowmyage.com/

Lisa Catto caught John’s attention with her self proclaimed title on Linkedin as the Queen of Automation. John has been saying for years that automation is turning sales reps into robots so he had to have her on to discuss where automation can help and hurt throughout the sales process. Lisa says digital selling tools can be effective as long as they are “being valuable, not being creepy.” From finding leads to engaging prospects, online outreach can save time and resources and pave the way for more meaningful personal connections. “We have lost the art of building rapport and conversation,” she says, and automating mundane tasks like scheduling and exchanging basic information allows for better person-to-person communication. The London-based consultant and business coach warns, though, that abusing automation tools on LinkedIn and Facebook can lead to being banned on the platforms. … John challenges Lisa about the “fake personalization” sometimes found in digital outreach campaigns; she responds that good salespeople don’t try to fool potential customers and notes that standardized scripts have long been part of selling.Connect with Lisa on LinkedIn:https://www.linkedin.com/in/lcatto/